Director of Business Development

About the role

As the Director of Business Development, you will lead strategic efforts to drive revenue growth, forge high-value partnerships, and expand Cart.com’s market footprint within the eCommerce and Fulfillment sectors. Reporting directly to the Vice President of Fulfillment Sales, you will be responsible for leading business development efforts by collaborating across departments to identify, negotiate, and close business opportunities. In this role, you will spearhead efforts to understand market dynamics, tailor solutions to meet client needs, and develop scalable strategies that deliver sustained growth. You will also represent Cart.com at industry events, positioning us as a market leader.

Responsibilities

• Develop and execute a comprehensive business development strategy to expand Cart.com’s footprint in the 3PL & Fulfillment market.
• Form consultative relationships with our Brands & prospects to introduce Cart.com’s full breadth of Supply Chain services.
• Identify, engage, and secure high-value partnerships and clients that align with Cart.com’s strategic goals.
• Collaborate with internal teams, including operations, product development, and marketing, to deliver tailored solutions that meet client needs.
• Conduct market research and competitive analysis to identify opportunities, refine strategies, and maintain a competitive edge.
• Drive customer retention and upselling efforts by deepening relationships with existing clients and identifying additional business opportunities.
• Negotiate complex contracts and agreements, ensuring favorable terms for both Cart.com and its clients.
• Track and analyze key performance metrics, using data-driven insights to improve strategies and forecast revenue growth.
• Represent Cart.com at industry conferences, trade shows, and networking events, building strong relationships with potential partners and clients.

Requirements

• 10+ years of experience in business development or sales leadership roles, preferably within eCommerce, logistics, or related industries.
• Experience with Health/Beauty/Wellness brands and sector.
• Demonstrated success in managing a multi-million-dollar sales pipeline and achieving or exceeding revenue targets.
• Experience using CRM systems (e.g., HubSpot) to manage pipelines and track performance metrics.
• Experience leading cross-functional teams and collaborating with diverse stakeholders to deliver strategic initiatives.

Nice to have

• Experience with digital transformation initiatives or technology integrations in logistics and supply chain.
• Established network of industry contacts in the eCommerce or 3PL space.
• Certifications in sales leadership or business development methodologies.