Title:                     Business Development Manager
Position:              Full-time/Exempt
Location:             New Orleans or Paducah
 
Description:
The Business Development Manager (“BDM”) will be responsible for (i) developing and cultivating customer and industry relationships that generate business opportunities for Marquette, and (ii) enhancing the consistency of Marquette’s presence at industry events.    The BDM will work closely with Marquette’s internal sales and logistics teams, operations teams and executives to: (i) prioritize areas of pipeline / relationship development, (ii) ensure activities do not conflict with existing customer partnerships, and (iii) include the right team in the early stages of an opportunity to ensure the operational elements are evaluated appropriately, to analyze pricing, and to ensure that Marquette has the right team in front of the customer to secure the business.     While the BDM will need to be a self-starter that is comfortable working independently, this role requires a strong team player that will develop internal relationships and foster communication that enables Marquette to successfully take opportunities from potential leads to booked business.    Most opportunities in Marquette’s business are operationally intensive to evaluate and execute, and Marquette believes a team-based approach to ultimately securing new business opportunities is critical.
 
Principal Responsibilities:
  • Work closely with each division’s Executives and Sales & Logistics teams to target priority areas for new business development;
  • Develop a solid understanding of Marquette’s capabilities and value proposition, including specific attributes of positioning each of Marquette’s business units.  Demonstrate the ability to effectively articulate these elements to potential new customers
  • Analyze market data, shipper opportunities and competitive information to build and execute a business development plan.
    • Research, identify, and prospect/cold call new business leads and partnership opportunities for Marquette.
    • Develop opportunity pipeline’s in each of Marquette’s operating segments.
  • Develop a network of industry relationships through participation in marine and shipper industry events and conferences.
  • Leverage industry and customer relationships to source market and competitive insights for the Executive Team;
  • Develop and maintain close relationships with Marquette’s Sales & Logistics and Operations teams to ensure seamless transition of new customers and partners.
  • This role is expected to have meaningful travel and to include a significant amount of customer prospecting / entertaining outside of a typical business day (customer dinners, industry events, etc.)
  • Perform other duties as assigned.
 
Qualifications:
  • Proven track record prospecting, developing a sales pipeline, and cultivating new business opportunities.
  • Excellent relationship building skills (internal and external); outgoing.  Demonstrated success working as part of a team. 
  • Experience and excitement about cold-calling new accounts.
  • Demonstrated ability to close new business.
  • Experience within a transportation market preferred (marine, rail, trucking, air freight).  
  • Experience selling a product or service that is operationally intensive preferred.   
  • Excellent interpersonal skills and highly-developed written and verbal communications skills.
  • Entrepreneurial spirit and ability to self-motivate.   Comfortable working without significant day-to-day tasking/direction.
  • Embraces working in a fast-paced, entrepreneurial environment.
 
About Marquette:
Headquartered in Paducah, KY and founded in 1978, Marquette is a leading provider of inland marine transportation services.   Our Company operates over 135 tow and tugboats on the Mississippi River System, Gulf-Intracoastal Waterway, and near-shore coastwise market.  In addition, the Company controls over 1,000 dry cargo barges.  The Company is headquartered in Paducah, KY and has additional offices in St. Rose, LA, Lockport , LA and Houston, TX.    With over 1,500 vessel and shore-based employees, Marquette is the largest provider of independent towing services within the inland waterways.
 
Marquette’s core customers include several of the largest buyers of bulk freight in the world and the Company’s success has been driven by a long-term partnership approach to servicing its customers.  Marquette typically transports a variety of bulk commodities such as agricultural products, fertilizer, salt, aggregates, steel products, scrap metal, industrial sand, coal, petcoke and certain liquid bulk cargoes moved in tank barges.  Through the combined operations of its River and Gulf-Inland divisions, we provide customers integrated marine transportation solutions from as far north as Minneapolis / Chicago to the Center Gulf, west as far as Brownsville, TX and east to Pensacola, FL.  Marquette’s Offshore division is a leading provider of tugboat services in the dredging market and for complex towing work required for special project cargo moves.
 
Marquette is privately held by funds and investors associated with BDT Capital and the Eckstein family which founded the business.   The Company’s partnership with BDT provides access to a unique source of long-term private capital to support organic and acquisitive growth opportunities.