Terminal Business Development Manager

Canal Barge Company

JOB DESCRIPTION

Manager – Terminal Business Development

I.

BASIC FUNCTION

The Manager of Terminal Business Development is responsible for leading efforts to convert business opportunities into commercial agreements, primarily focusing on terminal storage and transloading, as well as related laboratory services.

This role serves as a key link between Canal Barge Liquid Marketing Team and Terminal Leadership, facilitating strategic customer engagement to drive revenue growth.

The Manager will cultivate long-term relationships with both new and existing clients, ensuring consistent value delivery and customer retention.

II.

MAJOR RESPONSIBILITIES

           

A.

New Market Penetration:

Grow terminal business by converting leads into new contracts and expanding current customer relationships in alignment with the terminal’s service offerings and business strategy.

Integrate with the CBC Liquid Marketing Team who are instrumental in developing new leads with prospects and companies that they serve and keep them abreast of status of open inquiries.

Develop deep understanding of terminal facilities, operations, product and compliance – know what we are selling.

B.

Customer Relationship Management:

Build, maintain, and strengthen relationships with new and existing customers as well as prospects and industry contacts.

Identify opportunities for expansion of relationships.

Act as the primary point of contact with the customers’ contract representatives and high-level managers to ensure customer satisfaction, address concerns, and build loyalty.

C.

Revenue Generation and Financial Discipline:

Drive growth by converting leads into new contracts and expanding services with current customers in alignment with the terminal’s offerings and strategy.

1.

Financial Discipline: The Business Development Manager must possess a solid understanding of key financial concepts and metrics.

This includes the ability to:

a.

Help develop and refine financial models to assess new business opportunities, pricing structures, and capital investment returns.

b.

Evaluate the profit potential of prospective and existing customer arrangements.

c.

Interpret and apply financial information to inform negotiation strategies and contract terms.

d.

Demonstrate awareness of the financial health and business drivers of key customers, including balance sheet fundamentals, revenue streams, and market pressures, in order to tailor proposals and align offerings with customer priorities.

D.

Market Intelligence:

Continuously monitor market trends, competitor activity, and customer needs to inform strategy and recommend service improvements or new service offerings.

E.

Proposal Development & Negotiations:

Lead the development of tailored proposals, pricing strategies, and business cases that meet customer needs and successfully negotiate favorable terms.

Coordinate with Director of Terminal Services and Terminal Leadership Team to ens...