Business Development and Pricing Manager – Ground Transportation

Job Description

The Business Development and Pricing Manager is responsible for driving profitable growth across LTL, FTL Ground, and Intermodal services both domestically and cross boarder through strategic customer acquisition and optimized pricing and service strategies. This role serves as a critical bridge between Commercial (Sales) and Operations, ensuring that pricing decisions are both market-competitive and operationally executable. The ideal candidate combines strong market insight, financial acumen, and cross-functional leadership to align revenue growth with service delivery capabilities.

Core Competencies - Candidate's Success Factors

• Cross-functional collaboration and influence
• Commercial and operational acumen
• Data-driven decision-making
• Strategic thinking and execution
• Problem-solving in dynamic, capacity-driven environments

Key Responsibilities

Business Development & Commercial Partnership

• Partner closely with the Commercial/Sales team to identify, develop, and win new business opportunities
• Support sales strategy with data-driven pricing, lane analysis, solution design and direction setting
• Participate in customer meetings, presentations, and bid defenses as the pricing subject matter expert
• Support RFP/RFQ processes, including rate development and commercial strategy alignment
• Drive account growth through multi-modal solutions (LTL, FTL, Intermodal)

Pricing Strategy & Execution

• Develop and implement pricing strategies, ensuring pricing team is aligned with market conditions and company growth targets
• Create and manage pricing models for:
  • FTL lane-based spot and contract freight
  • LTL tariffs, class structures, and accessorial
  • Intermodal door-to-door pricing in collaboration with drayage and rail components
• Balance competitiveness with profitability by incorporating cost inputs from Operations
• Ensure pricing governance, consistency, and margin targets are met

Operations Alignment

• Collaborate with Operations teams to ensure pricing reflects real-time capacity, network constraints, and service capabilities
• Align on key inputs such as routing, carrier selection, transit times, and accessorial costs
• Support operational efficiency by designing pricing that drives desirable freight (balanced lanes, density, network fit)
• Act as a liaison between Sales and Operations to resolve pricing discrepancies, execution challenges, and enhanced roll out of customer solutions.

Market Intelligence & Analytics

• Monitor freight market trends, capacity cycles, and pricing benchmarks
• Analyze shipment, lane, and customer-level profitability
• Leverage TMS and BI tools to generate insights and improve pricing accuracy, and profit dynamics
• Provide recommendations on market positioning and growth opportunities.

Performance Management & Reporting

• Track and report on KPIs such as revenue growth, gross margin, yield per customer, and bid win rates
• Evaluate performance of pricing strategies and adjust based on results
• Prepare regular reporting and insights for senior leadership
• Drive continuous improvement in pricing processes and tools

Qualifications & Requirements

• Bachelor’s degree in business, Supply Chain, Logistics, Finance, or related field
• 5–8+ years of experience in transportation, logistics, or 3PL
• Strong understanding of LTL, FTL, and intermodal pricing and operations
• Proven experience working cross-functionally with Sales and Operations teams
• Advanced analytical and financial modeling skills (Excel, BI tools, TMS)
• Strong communication, negotiation, and stakeholder management skills
• Travel (domestic) is expected for 20% of time.

Success Metrics

• Revenue growth and new business wins
• Margin improvement and pricing accuracy
• Alignment between sold business and operational execution
• Bid win rate and customer retention
• Network efficiency and yield optimization

Company Benefits:

• Medical

• Dental

• Vision

• RRSP+ Company Match

• Employee Assistance Program

• Paid Time Off

• Flexible Work Schedules (when possible)

• And more!

Pay Range: $110,000-$130,000 CAD

*The above stated pay range is the anticipated starting salary range for the position. The Company may adjust this range in light of prevailing market conditions and other factors such as location. The Company will work directly with the selected candidate(s) on the final starting salary in accordance with all applicable laws.

Notice to applicants applying to positions in Canada: You must be authorized to work for any employer in Canada

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Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law. We will consider qualified applicants with criminal histories in a manner consistent with all legal requirements.

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