Director Business Development (Remote Based)
Industry: Transportation, Brokerage, 3PL
Responsibilities:
- Establish relationships with and secure contracts with new customers that achieve assigned sales quotas and targets.
- Drive the entire sales cycle from initial customer engagement to closed sales.
- Hand-off tactical day to day execution for customer to a best in class operations support team.
- Manage relationships with clients to ensure customer satisfaction through implementation.
- Maintain relationships with clients to secure referrals.
- Identify prospective opportunities through communications, programs and other activities as needed.
- Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking.
- Qualify prospects against company criteria for ideal customers and sales.
- Utilize sales-related technology/software including Salesforce, MS Office, and more.
- Execute sales call plans and other sales strategies that increase pipeline and new landed business.
- Gather, analyze, and compare freight bills from potential new accounts.
- Keep detailed notes on prospect and customer interactions.
- Provide forecasts on best case and most likely sales volumes over relevant time periods.
- Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers.
- Work with marketing to plan and execute lead generation campaigns.
- Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each.
- Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects.
- Work with best in class teammates and specialists where required to address customer requirements.
- Prepare presentation material outlining logistic services.
- Make presentations to senior managers and decision makers.
- Draft and deliver proposals.
- Conduct complex negotiations and close deals.
- Recommend continuous improvement ideas for sales strategies across team.
- Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.
- Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.
- Identify sales support requirements and work with marketing to develop improve sales tools.
- Be a positive representative of the company and its brand in the marketplace.
- Conduct all sales activities with the highest degree of professionalism and integrity.
Qualifications:
- Strong interpersonal leadership ability.
- Strong written and verbal communication skills (including excellent phone and virtual skills).
- Strong computer skills/knowledge.
- Strong problem solving skills.
- Strong math and accounting skills.
- Detail oriented.
- Work well under pressure.
- Ability to read and interpret documents.
- Ability to work well in teams.
Minimum Requirements:
- 7+ years of business development experience (Transportation, Brokerage, or 3PL space).
- Bachelors preferred.
- Ability to travel as needed (anticipated to be less than 30%).