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 ensure feasibility and alignment with corporate goals and terminal growth strategies.

Key Responsibilities:

• Implement a business development strategy that is measurable, drives growth, and aligns with company goals.

• Engage with the CBC Liquid Marketing team and attend strategic industry conferences and events and develop relationships with customers in the industries that we serve.

• Identify potential opportunities through customer research, networking, and relationship building. Work with the Leadership Team to determine which opportunities we will pursue.

• Collaborate with internal teams to align service offerings and fees with market drivers and customer expectations.

• Maintain strong relationships with industry stakeholders and partners to enhance the company’s visibility and market presence.

• Use Salesforce to manage lead development, track customer interactions, and measure the effectiveness of business development efforts and lead conversion. Promote the terminal using the CTC Website, Linked-In and Newsletters.

• Work with the Director of Terminal Services to propose contract terms. Create price indications and assist Contract Administration in drafting proposed contractual terms, in accordance with company guidelines.

• Actively participate in Terminal Leadership Team and perform Manager on Duty functions, as needed.

• Work with CBC analysts to evaluate and price new business, contributing to overall profitability of the terminal.

Other

1. Perform other duties as required and directed by management.

2. Carry out the Business Philosophy, Code of Conduct, Mission and Vision of Illinois Marine Towing, Inc. and Canal Barge Company, Inc.

III. TRAITS AND ATTRIBUTES

A. Relationship Building: Strong interpersonal skills to foster lasting relationships with customers and industry partners.

B. Resilience: Ability to navigate complex negotiations and overcome challenges in securing new business.

C. Strategic Thinking: Capable of aligning business development efforts with broader business goals, while considering terminal capabilities, capital requirements, product compatibility, health and safety guidelines, and regulatory compliance; seeking long-term mutually beneficial relationships and adapting strategies as needed.

D. Problem Solving: Capable of finding solutions that meet both customer needs and organizational goals.

E. Negotiation Skills: Strong ability to negotiate favorable terms and secure profitable contracts.

F. Goal-Oriented: A proactive, results-driven mindset focused on achieving growth targets.

G. Financial Discipline: Strong understanding of underlying financial principles for capital investment and the impact of contracts on overall profitability and return on invested capital.

IV. ORGANIZATIONAL RELATIONSHIP

The Manager of Terminal Business Development reports to the Director of Terminal Services. The Manager will work from the Channahon Terminal and will travel to New Orleans, Customer offices, and industry events, as needed.

V. EXPERIENCE/EDUCATION

1. Bachelor’s degree in business, sales, or other related field. 2. Minimum 5 years’ experience in business development, ideally within a terminal or related industry.

3. Strong negotiation, communication, financial and strategic thinking skills.

4. Excellent verbal and written communication skills.

5. Proven ability to build and maintain customer relationships, and to understand all facets of the terminal business. 6. Must possess or be able to obtain Transportation Worker Identification Credential (TWIC)

VI. PHYSICAL REQUIREMENTS

1. Ability to sit for extended periods

2. Physical stamina for travel

3. Ability to lift & carry up to 25 pounds

4. Manual dexterity and coordination

5. Good vision & hearing

VII. OUTCOMES

Living up to these attributes and fulfilling this role will create a sense of confident execution and business partnership characterized by consistently high quality and reliable outcomes. The goal is to be a trusted partner who executes his/her responsibilities diligently and reliably, consistent with CBC’s culture and identity, thereby allowing the Director of Terminal Services to focus and spend increased time on their highest priorities and responsibilities.

Canal Barge Company, Inc. and its subsidiaries are Equal Opportunity Employers - All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, age, protected veteran or disabled status, or genetic information.