The Business Development Support role is solely focused on driving business development efforts by generating opportunity velocity and creating surface area for the vertical to close.? 

Essential Duties and Responsibilities 

Target Intelligence & Data Mining 

• Mine platforms such as GovTribe, SAM.gov, FPDS, and public contract databases for: 
• Active and expiring contracts for existing clients with government contracts, and new target accounts 
• Incumbent forwarders and subcontractors 
• Contract values, NAICS codes, and buying offices 
• Identify program managers, logistics leads, contracting officers, and supply chain decision-makers 
• Map contract vehicles to ICAT capabilities within air, ocean, project cargo, white glove, and secure logistics 
• Deliver weekly intelligence summaries to Government & Defense vertical heads and the sales representatives  

Cold Outreach & Lead Warming 

• Work with marketing to drive campaigns.  
• Execute structured outbound calling campaigns to: 
• Introduce ICAT capabilities 
• Validate logistics pain points 
• Confirm contract ownership and renewal timelines 
• Set qualified meetings specifically for targets tied to sales reps with targets in the Government & Defense vertical 
• Follow a disciplined cadence model (call, email, LinkedIn touchpoints) 
• Move accounts from cold prospect status to warm discovery stage 

Success Standard: Every outreach effort results in either: 

• A scheduled meeting 
• A clear disqualification 
• Or confirmed future follow-up timeline 

CRM Discipline & Data Integrity 

• Ensure all outreach activity is logged in HubSpot 
• Maintain clean parent/child account structure 
• Work with Marketing to ensure new contacts are entered with accurate titles, roles, and campaign tags 
• Flag Active MSA status, vertical alignment, and target account category for accounts that fall within Government & Defense 
• Support campaign segmentation for New, Existing, and Revive accounts 

Account Strategy Support 

• Support Government/Defense sales group in developing 1–2 high-value “sniper” targets per sales representative 
• Compile account briefs including: 
• Organizational structure 
• Known contract vehicles 
• Locations and footprint 
• Identified competitors 
• Assist in developing national/global action plans once opportunities are validated 
• Coordinate with sales leaders for geographic execution where required 

Pipeline Development & Metrics 

• Maintain weekly reporting on: 
• Successful engagements placed (e.g. emails, calls, etc.) 
• Meetings scheduled 
• Opportunities created 
• Perform other duties, as assigned 

Qualifications & Skill Requirements 

• Bachelor’s degree in Business Administration 
• 2+ years of experience in sales support preferably in transportation sector 
• Experience with CRM tools (e.g. HubSpot) 
• Intermediate skills with Microsoft Office products 

Key Competencies 

• Excels at meeting deadlines and demonstrates superior time management skills 
• Natural ability to multi-task in a fast-paced work setting with a strong attention to detail  
• Superior communication skills with an emphasis on listening skills 
• Ability to relate to and successfully interact across a variety of settings and work well with a broad and diverse workforce throughout the organization 
• Highly motivated team player with an outgoing and positive work attitude 
• Proven analytical and problem-solving skills in a time-sensitive, logistics environment 
• Demonstrates ability to work in a client-centric setting  
• Ability to be flexible as priorities shift  
• Consistent in follow-up and follow-through 
• Credible with a high level of personal integrity 
• Adaptive to ICAT’s core values  

Salary Range: $54,000 - $63,800 

Supervisory Responsibilities: ?No? 

Travel Requirement: No 

Join Our Team

If you’re ready to take the next step in your career with a company that values your dedication and contributions, we encourage you to apply.

Learn more about our available opportunities by visiting https://icatlogistics.com or by contacting our Senior Talent Business Partner, Cindy Meckling, at cindy.meckling@icatlogistics.com. 

We are not accepting inquiries from recruitment agencies or third-party vendors for this position. Unsolicited outreach will not be considered.