Business Development Representative

Headquartered in Louisville, KY, and ranked among the top carriers in the U.S., Mercer Transportation Co., Inc. (Mercer) has earned a reputation as one of the nation’s leading owner-operator companies. For over 40 years, Mercer has built a family on the foundation of honesty, professional freedom, and experience.

Strong relationships create opportunities—and opportunities keep freight moving. Our Business Development Representative identifies and engages prospective customers, learns about their transportation challenges, and connects them with freight and logistics solutions supported by Mercer’s nationwide agent community.

This is an excellent opportunity for a motivated sales professional who enjoys prospecting, building relationships, and turning qualified leads into long-term, revenue-producing customer partnerships.

What Does a Business Development Representative Do?

The Business Development Representative develops new business opportunities through research, outbound calls, emails, networking, and industry engagement. This position builds and manages a pipeline of qualified prospects, develops targeted outreach strategies, and works closely with National Account Managers, agents, Sales leadership, and Operations to convert opportunities into active customers.

This role participates in Mercer’s uncapped Business Development Incentive Program, providing the opportunity to earn monthly incentive compensation in addition to base salary based on qualified customer conversions and the representative’s documented involvement.

What’s In It for You

• Competitive Base Salary – Based on experience
• Uncapped Incentive Opportunity – Earn monthly incentive compensation based on qualified customer conversions
• Comprehensive Health Coverage – Mercer contributes over $7,500 per year toward your health insurance
• Wellness Incentives – Qualify for our Wellness Rate and pay as little as $0 per month for employee-only coverage
• Earn Extra Rewards – Receive up to $300 per year in gift cards through wellness initiatives
• Generous Time Off – Paid Time Off plus company-paid holidays
• Company-Paid Protection – Life Insurance and Long-Term Disability included at no cost
• Optional Benefits – Dental, Vision, Flexible Spending Accounts, and Short-Term Disability
• Secure Your Future – 401(k) with company match

What You’ll Do

• Research and identify prospective customers that align with Mercer’s freight and logistics capabilities and the needs of its agent community.
• Engage potential customers through outbound calls, emails, networking, referrals, and other targeted outreach.
• Build and maintain a healthy pipeline of qualified business opportunities.
• Learn about each prospect’s shipping, supply-chain, and logistics challenges and determine how Mercer’s services may address those needs.
• Develop outreach strategies based on assigned industries, markets, territories, and agent needs.
• Build professional relationships with decision-makers and maintain consistent follow-up throughout the sales process.
• Collaborate with National Account Managers, agents, Sales leadership, and Operations to move qualified opportunities toward conversion.
• Support the onboarding and development of new customer relationships.
• Maintain accurate and timely CRM records documenting prospecting activity, communications, lead status, involvement, and next steps.
• Participate in sales and operations meetings to discuss prospecting activity, customer needs, pipeline progress, and performance.
• Prepare regular reports on lead-generation activity, pipeline status, agent communications, conversions, and progress toward established targets.
• Review business-development results and recommend improvements to prospecting strategies and lead-management practices.
• Travel to meet with agents and prospective customers, attend industry events, and support other business-development activities as needed.

What Success Looks Like

Business Development Representatives are expected to maintain consistent prospecting and pipeline-development activity. Activity and results are documented in the CRM and reviewed regularly with the Director of Sales.

Education Requirements

Preferred: Bachelor’s degree in business, sales, marketing, logistics, transportation, or a related field. An equivalent combination of education and relevant experience will be considered.

Essential Skills and Experience

• One to three years of business development, sales, lead-generation, or related experience preferred.
• Experience in freight, logistics, or transportation strongly preferred.
• Proven ability to research prospects, conduct outbound outreach, qualify leads, and build a sales pipeline.
• Strong interpersonal, written communication, and presentation skills.
• Ability to listen carefully, ask effective questions, and understand a prospect’s business challenges.
• Strong organizational and time-management skills, including the ability to manage multiple prospects, priorities, deadlines, and follow-up commitments.
• Strong problem-solving skills and the ability to respond effectively to situations that may not have a standardized solution.
• Experience using CRM and sales-automation platforms such as Salesforce, CarrierSource, SalesIntel, or Yesware preferred.
• Proficiency with Microsoft Office and the ability to learn Mercer’s internal systems.
• Ability to collaborate effectively with customers, agents, Sales leadership, and Operations personnel.
• Willingness and ability to travel as business needs require.

Why Mercer

You’ll join a collaborative team where initiative is encouraged, performance is rewarded, and your work directly supports the growth of Mercer’s customers, agents, and nationwide transportation network.

May be subject to the following screening requirements: Drug Screen and Criminal Background Check.

Equal Employment Opportunity

Mercer Transportation Co., Inc. is an Equal Opportunity Employer. We are dedicated to a policy of nondiscrimination in employment on the basis of race, color, religion, sex, sexual orientation, national origin, disability, or status as a protected veteran.