Director Business Development (Remote Based)
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 orientated
- Work well under pressure
- Ability to read and interpret documents
- Ability to work well in teams
- 7+ years of business development experience (Transportation, Brokerage, or 3PL space)
- Bachelors preferred
- Ability to travel as needed (anticipated to be less than 30%)