Job Title: Senior Business Development Representative Department: Business Development Job Status: Exempt Compensation: Direct Reports: No COMPANY OVERVIEW CrossCountry Freight Solutions (CCFS) is an exceptional company with a mission to achieve universal prosperity with our Customers, Company, Team Members, & Communities. We use the latest technology to provide quality service and on-time delivery to our customers. CCFS provides direct service throughout the Western and Central United States. We look forward to having you Hitch on and Prosper with us! JOB TITLE: Senior Business Development Representative DEPARTMENT: Business Development JOB STATUS: Exempt SALARY RANGE: $75,000-$90,000 + Incentive (Depending on skills and knowledge) + uncapped commissions LOCATION: Phoenix, AZ (Remote) - Must be located in or near Phoenix REPORTS TO: Regional Sales Director DIRECT REPORTS: No JOB SUMMARY As a Senior Business Development Representative, you'll work with more strategic accounts requiring premium service offerings and higher-touch relationship management. You'll leverage your LTL industry knowledge to sell value-based solutions (full indemnity, time-critical, guaranteed delivery) while managing more complex sales cycles and larger revenue opportunities. You'll collaborate with Business Development Representatives on shared accounts while managing your own portfolio of strategic customers. The ideal candidate has a strong command of LTL fundamentals and network operations, with the ability to confidently discuss technical topics such as EDI, TMS, 3PLs, and broader logistics modes. They sell on value and service differentiation rather than price, using a consultative approach to uncover customer needs and build long-term, trust-based relationships as a strategic advisor. Highly disciplined and organized, they exercise sound judgment in qualifying opportunities, follow through proactively, and remain resilient and self-motivated. Comfortable with CRM systems and business technology, they communicate clearly, operate with integrity and a company-first mindset, and demonstrate a growth mindset through continuous improvement, mentoring less experienced reps, and pursuing advancement toward a National Sales role. ESSENTIAL JOB DUTIES - Qualify 5+ inbound leads per week using structured discovery process (1 week qualification period) - Conduct consultative discovery calls to understand customer shipping needs, pain points, and requirements - Position service-based value proposition (transit time, reliability, claims ratio) vs. price-only competitors - Sell value-based solutions and justify premium pricing through ROI and service differentiation - Manage 3-week conversion period with systematic follow-up and proactive customer engagement - Handle first 4-6 weeks post-conversion (highest service issue risk) with intensive customer support - Maintain 50+ retained customer relationships with consistent touchpoints and value-added service - Manage strategic accounts ($100k+ annual revenue) requiring premium service offerings - Advise customers on integration technologies (API/EDI), TMS systems, and logistics options - Use CRM daily to track all activities, opportunities, and customer interactions accurately - Follow established sales process and complete assigned tasks within company systems - Coordinate with operations, customer service, and claims teams to resolve issues - Collaborate with 4-5 Outside Sales reps on shared accounts and provide guidance - Handle more complex shipping problems requiring creative solutions and network knowledge - Maintain deep understanding of competitive landscape and alternative transportation modes - Target: $1M annual revenue growth (8-10 new $100k+ customers per year) SUCCESS METRICS - Pipeline: 6-8 qualified opportunities at all times (longer sales cycles) - Activity: 5 new leads qualified per week - Conversion: 8-10 new customers per year ($100k+ annual revenue each) - Retention: 99%+ customer retention rate - Revenue Growth: $1M annual incremental revenue - Premium Service Mix: Higher percentage of full indemnity, time-critical shipments - CRM Compliance: 100% opportunity and activity tracking MINIMUM REQUIREMENTS - REQUIRED: 1 year with our company OR 2 years LTL industry experience - Demonstrated success in Outside Sales role (if internal promotion) - Deep network knowledge and ability to advise customers on routing and service options - Proven ability to sell value over price and justify premium pricing - Conversational knowledge of 3PLs, API/EDI integration, TMS systems, and broader logistics modes - Comfortable with technology: CRM systems, mobile applications, Microsoft Office - Strong organizational skills and ability to work within structured processes - Self-motivated with ability to work independently - Valid driver's license and reliable transportation - Bachelor's degree preferred but not required WHAT WE OFFER - Year 1 total compensation potential: $100-130k - Top performers earn $150k+ - Clear promotion path to National Sales (2+ years) - Mileage Reimbursement - Laptop, mobile phone, CRM and sales tools - Advanced sales training and professional development #SALES BENEFITS: • Medical, Vision, Dental, Supplemental, and Life Insurances available. • Paid time off, paid holidays, paid community volunteer time • 401k retirement plan

Job Description Summary We are seeking an experienced and results-oriented Business Development Representative to drive growth within our Legal Sales including: Subpoena and Records Retrieval. The ideal candidate will have a proven track record in identifying new business opportunities, building strategic partnerships, and driving revenue growth. This role requires strong strategic thinking, leadership qualities, and excellent communication skills, offering a unique opportunity for driven sales professionals to contribute to our company's success. Looking for a candidate in the San Diego market. Responsibilities - Market Expansion & Lead Generation: Identify and engage high-value prospects through targeted outreach, networking and industry events. Execute strategic territory plans to boost market presence. - Consultative Sales & Solutions Development: Assess client needs and challenges, presenting tailored offerings that demonstrate clear ROI and strategic value. - Proposal Development & Presentations: Develop and deliver compelling sales presentations and customized proposals that address specific client requirements. - Strategic Partnerships & Relationship Management: Build long-term, trust-based relationships with key stakeholders, including law firms, corporate legal departments, and technology leaders. - Negotiation & Closing: Lead contract negotiations, manage complex sales cycles, and drive deals to completion while overcoming objections. - Revenue Growth: Identify opportunities for account expansion, upselling additional services, and driving recurring revenue. - Industry Insights: Stay ahead of industry trends, emerging technologies, and market opportunities to enhance results. - Collaboration with Internal Teams: Work cross-functionally with marketing, product development, and service delivery teams to optimize client experiences and ensure successful implementations. Qualifications - Minimum 3+ years of experience in Legal industry sales and business development within Legal services; Subpoena, Records Retrieval, eDiscovery, Court Reporting. - Exceptional ability to build rapport with C-level executives, legal professionals, and decision-makers. - Proven success in consultative selling, complex sales cycles, and high-value negotiations. - Strong analytical mindset with strategic and growth mindset. - Proficiency in CRM software (e.g., Salesforce, HubSpot) and sales productivity tools. - Self-motivated, and able to work independently in a fast-paced, high-growth environment. - Looking for a candidate in the San Diego area. The base Compensation range for this role will $75,000-90,000and will be dependent upon the individual's location, skills, experience and qualifications. In addition to the base pay, this role will be eligible for a commission incentive program. What We Offer • People-Focused Culture • Competitive Pay & Quarterly Incentives • Comprehensive Benefits, 401k & Wellbeing Programs (link for details) • Flexible Time Off & Remote Work Options • Professional Development & Career Growth Opportunities • Exposure to cutting-edge technology in the legal services industry Array is committed to providing equal employment opportunities to all individuals. We ensure that all hiring decisions are made without unlawful consideration of any person's race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, veteran status, disability, genetic information, marital status, citizenship, ancestry, or any other basis protected by applicable local, state, provincial, or federal law. We are dedicated to making our application process accessible. If you require an accommodation or assistance due to a disability, please notify us. Your request will be handled confidentially, and your application status will not be negatively affected. We strive to maintain a diverse, inclusive, and fair workplace where all team members are valued and respected. All persons hired will be required to complete a comprehensive background check and provide proof of eligibility to work in the country of the job location.

Description The Sales & Business Development Representative is responsible for prospecting new clients, profitably penetrating and growing sales with existing and new accounts, providing solutions for customers’ business needs and challenges, and monitoring market and competitive dynamics in the assigned territory and area of focus. This role specifically serves and supports the Land Survey industry in North Florida. This position is remote and the candidate can be located anywhere within the territory. This position will require travel to customer locations, job sites, and industry events as well as working with our local branch in Jacksonville, Florida. Essential Functions and Duties - Possess and/or develop expert-level knowledge of land survey markets, applications, and solutions. Understand ongoing and evolving customer challenges and needs for these solutions as offered by Duncan-Parnell. - Identify and pursue prospective new clients to establish connections, identify opportunities, and manage the sales cycle to add new customers and grow business within these accounts. - Develop and strengthen solid relationships with existing and new customers to understand their evolving needs and identify and capitalize upon sales opportunities. - Make technical presentations and demonstrations to?persuade clients as to how Duncan Parnell solutions will best satisfy their?needs in terms of quality, price, delivery, and return on investment. - Be involved in every stage of the B2B sales transactions as well as developing key accounts throughout Duncan-Parnell’s territory. - Serve as a resident expert by providing first-tier technical and sales guidance to customers, encompassing pre-sales support, assistance for determining solutions, product demonstrations, training, workflow analysis, and post-sales services and support. - Stay abreast of new products and vendors to help identify opportunities, test and evaluate new solutions, assess their potential fit in the DP portfolio, and determine how the company can effectively bring them to market. - Monitor competitive companies and market dynamics in the territory and gather and share information and intelligence with Management as it is known. - Utilize the company CRM system to manage leads, opportunities, quoting/proposals, sales activities, relationships, and customer communications, as well as facilitate pipeline management, sales forecasting, and market and sales planning with Management. - Support other Sales & Business Development Representatives and managers throughout the Duncan-Parnell organization to serve customers, enhance revenue growth, and expand market share in the geospatial segment. - Participate in trade shows, conferences, seminars, field days, open houses, and other events and activities as requested. - Perform additional duties and tasks as requested by the Sales Manager. Requirements - Dependable, motivated self-starter who performs well independently and in a team environment with a strong work ethic and proactive service and customer orientation. - Positive, optimistic, “can-do” / “can't-lose” attitude balanced by practicality and reality. - Personal accountability for words, actions, behavior, and performance on the job. - Solid understanding of the sales cycle with the ability to serve as a trusted expert adviser to customers to effectively drive the sales process within the territory. - Strong drive to achieve or exceed goals in line with established targets and metrics. - Excellent listening, interpersonal, verbal, and written communication skills. - Ability to interact positively, professionally, and courteously with customers, co-workers, suppliers, and others, including strong skills in networking and connecting with people. - Proficient and comfortable in presenting recommended solutions, proposals, and other information and materials to customers and prospects. - Ability to build and nurture strong, long-lasting external and internal relationships in line with Duncan-Parnell’s values, culture, and mission. - Excellent organization and time management skills with the ability to multi-task and work well under pressure to handle a variety of situations, fulfill responsibilities and duties, and follow-up in a timely, professional manner. - Effective analytical and problem-solving skills with the ability to assess situations, determine underlying factors, issues, and needs, develop and present optimal solutions, and resolve problems and conflicts as they may occur. Education & Experience - BS degree in business, engineering, land surveying, GIS, or other related field is a plus. - B2B sales experience a plus. - Understanding of land surveying is a big plus. - Willingness to learn and adapt to new technologies and industry trends. - Proficiency with MS Office applications, notably Word, Excel, PowerPoint, Outlook and Teams. - Exceptional follow-up and communication skills. Other - Must support and abide by Duncan-Parnell’s values, mission, policies, and practices in all activities and interactions with co-workers, customers, suppliers, and other stakeholders. - Must be able to perform critical physical tasks in support of the core functions of this position, including sitting, standing, walking, lifting up to 50 pounds, carrying, and reaching. - Must be able to travel 40 to 50% of the time throughout the assigned territory and to other locations as needed for meetings, training, conferences, events, etc. Benefits Include: - Medical, dental, vision, life, and long-term disability insurance available - Medical and dependent care FSA or HSA - 401(k) Retirement Plan - PTO and Holidays - Paid Parental Leave The above statements are intended to describe the general nature and level of work being performed by employees in this position. They are not intended as a complete list of all responsibilities, duties, and skills required. All personnel may be required to perform duties outside of their normal responsibilities as needed. Equal Opportunity Employer, including Veterans and Individuals with Disabilities

Thank you for considering IT Concepts dba Kentro, where innovation drives opportunity and collaboration leads to success. Our dynamic community of experts is fully committed to advancing our customers' missions, fostering professional growth, and making a positive impact on our communities.  Our transition to Kentro in 2025 reflects a rich legacy built upon the foundation of IT Concepts. Rather than leaving ITC behind, we confidently embrace a future centered around the Core of More. By joining our supportive community, you will find that Kentro is dedicated to your personal and professional development. Together, we can drive meaningful change, spark innovation, and achieve extraordinary milestones.  The ServiceNow SAM Integration Development Manager is a senior technical role responsible for designing, developing, and maintaining integrations between ServiceNow's Software Asset Management (SAM) module and external data sources in support of the Department of Veterans Affairs. In addition to hands-on development, this individual serves as the technical lead for a team of SAM Developers and subcontractor staff, providing direction, mentorship, and quality oversight across all integration workstreams.  Location: Remote within the US supporting EST working hours. Responsibilities: Team Leadership & Mentorship (SAM Lead Developer)  - Serve as the technical lead for a team of SAM Developers and subcontract staff, providing day-to-day work direction, code reviews, and technical guidance.  - Establish and enforce development standards, coding best practices, and integration design patterns across the team.  - Mentor junior and mid-level developers, facilitating professional growth, knowledge sharing, and skills development in ServiceNow SAM capabilities.  - Coordinate with the Program Manager to assign tasks, track progress, and communicate risks and issues related to integration workstreams.  - Conduct sprint planning, backlog grooming, and retrospective participation within an Agile/SAFe delivery framework.  - Support Kentro and subcontractor onboarding, performance monitoring, and technical oversight in accordance with contract requirements.  - This role will be responsible for overseeing 5 direct Kentro reports and 5 subcontractor staff. This is subject to change based off project needs. API Development & Integration  - Design, develop, and maintain RESTful API integrations between ServiceNow SAM Pro and external data sources (e.g., publisher portals, CMDB feeds, procurement systems, entitlement databases).  - Build and manage integration endpoints, authentication mechanisms (OAuth2, API keys, certificates), and data pipelines within ServiceNow.  - Develop MID Server configurations and Integration Hub spokes/flows to support bi-directional data exchange with VA enterprise systems.  - Ensure API integrations comply with VA security standards, including FISMA, FedRAMP, and VA Handbook 6500 requirements.  Data Aggregation & Normalization  - Aggregate software inventory data from disparate sources including SCCM/MECM, Flexera, Active Directory, and cloud platforms (AWS, Azure, GCP).  - Implement data normalization routines using the ServiceNow Content Library and custom normalization rules to ensure consistent publisher, product, and version mapping.  - Develop and maintain transformation scripts (JavaScript, GlideScript) to map source data to ServiceNow SAM data models.  - Collaborate with VA data stewards and asset managers to define normalization standards and resolve data conflicts.  Automated Data Import Workflows  - Build and manage scheduled import jobs, Import Set transforms, and JDBC/LDAP data sources within ServiceNow to automate recurring data ingestion.  - Design robust error handling, alerting, and retry logic for import workflows to ensure data integrity and continuity.  - Create and maintain data reconciliation processes to detect and remediate discrepancies between discovery data, entitlement records, and the ServiceNow CMDB.  - Document all automated workflows and maintain runbooks to support operational sustainment and knowledge transfer.  Integration Testing & Validation  - Develop and execute integration test plans covering unit, functional, regression, and end-to-end testing scenarios for all data pipelines and API connections.  - Validate data completeness, accuracy, and consistency after each import cycle or integration event.  - Conduct performance testing and optimization of integration processes to meet VA throughput and latency requirements.  - Coordinate with VA test teams and change management processes to validate changes prior to production deployment.  - Maintain integration test documentation and traceability matrices in alignment with VA Section 508 and compliance requirements.