Sales & Business Development Manager

Job Description

Job Description

The Sales and Business Development Manager is responsible for driving commercial growth and maximizing utilization of Carver Companies’ private pier and marine terminal operations in Charleston, South Carolina. The primary focus of this position is to identify, develop, and secure new bulk and breakbulk cargo business, while maintaining and expanding relationships with existing customers.

This position will actively pursue opportunities with cargo owners, shippers, receivers, vessel operators, charterers, shipping lines, NVOCCs, freight forwarders, logistics providers, commodity companies, manufacturers, and other organizations requiring marine terminal, stevedoring, cargo handling, storage, and related logistics services.

The Sales and Business Development Manager will develop and execute strategic sales plans, identify new cargo opportunities and trade flows, prepare competitive and profitable proposals, negotiate commercial agreements, and coordinate closely with operations to ensure new business can be safely, efficiently, and successfully executed.

Success in this role will be measured by the ability to develop a strong pipeline of qualified opportunities, secure profitable cargo volumes, expand existing customer relationships, and increase utilization and revenue of Carver Maritime's Charleston terminal operations.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Sales & New Business Development

• Develop and execute a strategic sales and business development plan focused on increasing cargo volumes, revenue, and utilization of Carver Companies’ Charleston private pier and terminal.
• Identify and pursue new bulk and breakbulk cargo opportunities, including import, export, project, and recurring cargo movements.
• Proactively develop new business through direct prospecting, customer outreach, industry relationships, referrals, market research, trade organizations, and networking.
• Identify and target potential customers including cargo owners, shippers, receivers, shipping lines, vessel operators, charterers, NVOCCs, freight forwarders, brokers, manufacturers, commodity companies, and logistics providers.
• Identify cargo currently moving through competing ports and terminals and develop commercially viable alternatives utilizing Carver Companies’ Charleston facility.
• Pursue both one-time project opportunities and recurring, long-term cargo commitments.
• Maintain an active pipeline of qualified prospects and move opportunities from initial contact through proposal, negotiation, closing, and operational implementation.
• Develop strategic partnerships with transportation companies, logistics providers, warehouses, brokers, and other supply-chain partners that can generate additional cargo opportunities.

Customer & Relationship Management

• Serve as a primary commercial point of contact for assigned customers and prospective customers.
• Build and maintain strong, long-term relationships with customers and key industry stakeholders.
• Develop a thorough understanding of customers' businesses, supply chains, cargo requirements, transportation needs, and future growth plans.
• Conduct regular customer visits, calls, meetings, facility tours, and follow-up activities.
• Maintain and expand existing customer relationships by identifying additional cargo opportunities and services Carver Companies can provide.
• Respond promptly and professionally to customer inquiries, requests for pricing, service concerns, and potential business opportunities.
• Act as a liaison between customers and Carver operations to support customer satisfaction and successful service delivery.

Pricing, Proposals & Contract Negotiation

• Work closely with operations and leadership to evaluate prospective business and determine cargo handling requirements, labor, equipment, storage, transportation, and other operational considerations.
• Develop pricing strategies, quotations, proposals, and commercial presentations tailored to customer requirements while maintaining appropriate profitability.
• Evaluate potential opportunities based on revenue, cost, margin, operational feasibility, risk, capacity, and strategic value.
• Lead or participate in negotiations with new and existing customers.
• Assist in developing and negotiating customer contracts, rate agreements, service agreements, and long-term commercial arrangements.
• Ensure commitments regarding pricing, service, equipment, capacity, scheduling, or operational capabilities are appropriately coordinated and approved internally before being made to customers.

Market Development & Competitive Analysis

• Conduct ongoing market research to identify trends, emerging commodities, new projects, changing trade flows, and potential cargo opportunities.
• Monitor competing ports, terminals, stevedores, transportation providers, and logistics companies to identify competitive opportunities and threats.
• Maintain awareness of developments within the Charleston and Southeast industrial, manufacturing, construction, energy, commodity, and logistics markets.
• Identify major industrial projects, expansions, construction projects, and supply-chain developments that may create inbound or outbound bulk and breakbulk cargo opportunities.
• Develop an understanding of national and international trade patterns that may create opportunities for Carver Maritime.
• Identify opportunities to expand the terminal's value-added services, including storage, warehousing, stevedoring, trucking, intermodal transportation, and other logistics solutions.

Operational Coordination

• Work closely with terminal, stevedoring, and other operational leadership to ensure proposed business can be safely, efficiently, and profitably handled.
• Coordinate the transition of newly secured customers and cargo from the sales process into operational execution.
• Clearly communicate customer expectations, cargo specifications, anticipated volumes, vessel information, schedules, storage requirements, and special handling needs to operations.
• Participate in planning meetings for new customers, new cargo types, significant projects, and vessel operations as appropriate.
• Maintain a strong working knowledge of Carver Companies’ Charleston facility, including pier capabilities, cargo handling equipment, storage areas, operational capacity, vessel access, and service offerings.
• Work collaboratively with operations to identify solutions for unusual or complex customer requirements.

Strategic Planning, Forecasting & Reporting

• Develop and implement commercial plans aligned with Carver Companies’ strategic and financial objectives.
• Maintain accurate records of customer contacts, prospects, opportunities, proposals, expected cargo volumes, and sales activities.
• Maintain a current sales pipeline showing opportunity status, estimated cargo volume, expected revenue, probability of closing, and anticipated timing.
• Forecast potential cargo volumes and revenue to assist leadership with operational, equipment, staffing, and capital planning.
• Establish annual sales and business development goals in coordination with leadership.
• Track performance against established goals and key performance indicators.
• Prepare regular reports and updates for senior management regarding sales activity, pipeline status, market developments, competitive activity, and commercial performance.

Marketing & Industry Representation

• Represent Carver Companies at industry conferences, trade shows, customer events, trade association meetings, and networking opportunities.
• Develop and maintain relationships throughout the maritime, shipping, logistics, transportation, commodity, manufacturing, and industrial sectors.
• Assist with development of sales presentations, proposals, facility information, and other promotional materials for prospective customers.
• Promote Carver Companies’ capabilities and enhance awareness of the Charleston terminal within regional, national, and international markets.
• Conduct customer and prospect tours of the Charleston facility and effectively communicate Carver's capabilities and competitive advantages.

REQUIRED QUALIFICATIONS

• Bachelor's degree in Business, Logistics, Supply Chain Management, Maritime Studies, Transportation, Marketing, or a related field preferred.
• Relevant professional experience may be considered in lieu of a degree.
• Five or more years of relevant experience in business development, sales, port operations, maritime transportation, stevedoring, logistics, terminal operations, or a related industry preferred.
• Experience with bulk, breakbulk, project cargo, marine terminals, stevedoring, shipping, or industrial logistics strongly preferred.
• Demonstrated ability to develop new business and build long-term customer relationships.
• Strong understanding of logistics, transportation, supply-chain networks, and commercial business practices.
• Existing relationships within the maritime, shipping, logistics, commodity, manufacturing, or industrial sectors are highly desirable.
• Strong negotiation, presentation, interpersonal, and written communication skills.
• Ability to understand customer supply chains and develop practical and commercially viable logistics solutions.
• Strong financial and commercial judgment, including an understanding of pricing, costs, margins, and profitability.
• Ability to manage multiple priorities and opportunities in a fast-paced environment.
• Strong initiative, organization, follow-through, and personal accountability.
• Proficiency with Microsoft Office and CRM or sales-tracking systems.

PHYSICAL REQUIREMENTS

• Prolonged periods of sitting at a desk and working on a computer.
• Ability to regularly walk through active marine terminal and industrial environments.
• Ability to climb stairs and access vessels, piers, and operational areas when necessary.
• Ability to wear required personal protective equipment.
• Ability to lift up to 25 pounds when necessary.
• Ability to travel to customer locations, industry events, conferences, ports, and other business-related locations.

WORK ENVIRONMENT

This position operates in both professional office and active marine terminal environments. The employee will regularly interact with customers and operational personnel and may visit piers, vessels, cargo storage areas, warehouses, customer facilities, and other industrial locations.

The position may involve exposure to outdoor weather conditions, noise, dust, heavy equipment, vessel operations, and other conditions typical of marine and industrial operations.

Regular business hours are expected; however, occasional early morning, evening, weekend, or on-call availability may be required based on customer, vessel, and operational needs.

ADDITIONAL REQUIREMENTS

• Must be authorized to work in the United States.
• Must successfully complete required background checks and other applicable pre-employment screening.
• Must maintain the ability to access customer, terminal, vessel, and other secure facilities as required for the position.
• Must maintain a valid driver's license and be able to travel as required.

EQUAL OPPORTUNITY EMPLOYER

Carver Companies is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other status protected by applicable law.

DISCLAIMER

This job description is intended to describe the general nature and level of work performed by employees assigned to this position. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications. Duties and responsibilities may be modified based on the operational and business needs of Carver Companies.