Director, Business Development- Automation

At Kenco Logistics, you’re more than just a team member—you’re part of a company that values innovation, integrity, and a strong commitment to its people. As one of the leading 3PL providers in the U.S., Kenco offers a dynamic and supportive work environment where your ideas matter and your growth is a priority. With a focus on safety, sustainability, and continuous improvement, Kenco empowers employees to make a real impact in the supply chain industry while building rewarding careers. Join a company where your contributions help move the world forward—one shipment at a time.

About The Position

The Director, Business Development- Automation is to lead the growth of Operations & Maintenance (O&M) service offerings for automated material handling equipment (AMHE) customers. This senior role is responsible for generating new business opportunities, guiding customers through a consultative sales journey, designing tailored service solutions, and negotiating commercial and contractual agreements. This position will play a pivotal role in shaping the go-to-market strategy, influencing service design, and securing strategic partnerships that fuel rapid growth.

Functions

• Build and execute a strategic sales plan to grow service opportunities with customers operating material handling automation equipment and broader automation-driven logistics environments.
• Generate leads through market research, networking, outreach, and industry presence.
• Identify, qualify, and cultivate new service opportunities across existing and emerging customers in the AMHE market.
• Develop and execute strategic account plans to expand service penetration and long-term customer relationships.
• Lead discovery sessions to understand customer operational requirements, facility performance targets, maintenance challenges, and long-term business goals.
• Translate insights into tailored O&M service solutions—including preventative maintenance programs, full-service partnerships, staffed operations teams, performance-based contracts, and modernizations.
• Build compelling service proposals that tie technical solutions to measurable business outcomes.
• Own the entire deal cycle from initial opportunity to contract execution.
• Build compelling value propositions that position the organization as the long-term service partner of choice.
• Develop pricing structures, service scopes, and multi-year O&M models that reflect startup agility while maintaining profitability.
• Lead all commercial discussions, including pricing strategy, contract structuring, service level agreements (SLAs), risk allocation, and multi-year agreement terms.
• Navigate procurement processes, legal negotiations, and executive approvals to close complex, high-value service contracts.
• Partner closely with operations leaders to ensure service readiness, cost modeling, and seamless handoff to delivery teams.
• Provide market feedback, competitive intelligence, and customer insights to shape service offering evolution.
• Comfortably switch between strategic planning and hands‑on execution to drive results in a fast-paced, evolving environment.

Qualifications

• Bachelor’s degree in Business, Supply Chain Management, Logistics, or related field required.
• 10 years of B2B service sales experience, with at least 5 years in automation, material handling, industrial services, or related sectors.
• Proven track record closing large O&M/service contracts or long term maintenance agreements.
• Strong understanding of contract negotiation and commercial frameworks.
• Demonstrated ability to manage complex, multi-stakeholder B2B sales cycles from lead identification through contract execution, translating customer needs into service solutions that drive operational and financial value.
• Strong business acumen, including financial modeling, pricing strategies, and ROI-driven commercial storytelling.
• Executive-level communicator capable of influencing stakeholders from facility operators to C-suite leaders, guiding customers through complex service discussions, building trust rapidly, and collaborating cross-functionally in fast-paced, evolving environments.
• Adept at uncovering customer pain points and crafting long-term partnership solutions by connecting technical capabilities to operational performance outcomes, simplifying complex service offerings into clear, compelling narratives.
• Entrepreneurial and customer-obsessed, with a trusted advisor mentality, strong initiative, and the resilience and discipline to navigate ambiguity while maintaining focus on outcomes.

Competencies

• Collaborative Leadership – Knows how to get things done through formal channels and the informal network while instilling a sense of purpose in others; sees connection to larger purposes.
• Communicate for Impact – Devoting the time and resources necessary to communicate the strategic vision, direction, priorities, and progress of the team for which you are responsible.
• Customer Relationship Building – Having an intimate knowledge of the customer’s changing needs and the ability to produce rapid results in all areas.
• Financial Acumen – Maintains and applies a broad understanding of financial management principles to ensure decisions are fiscally sound, responsible, and strategically aligned.
• Leading Change – Ability to develop and implement an organizational strategy and to incorporate it into the organization’s long-term goals. Foster a work environment that encourages creative thinking and the ability to maintain focus, intensity and persistence, even under adversity.
• Leading People – Ability to develop and implement strategies to maximize employee performance and foster employee engagement in meeting the organization’s strategy.
• Strategic Agility – Gains perspective and balances the pressure between daily tasks and strategic actions that impact the long-term viability of the organization.

Travel Requirements

• This position is expected to travel approximately 25% or less.
• A passport is not required, but recommended.

Benefits Offered

• Medical insurance including HSA, HRA and FSA accounts
• Supplemental insurance including critical illness, hospital indemnity, accidental injury
• Dental Insurance
• Vision Insurance
• Basic Life and Supplemental Life
• Short Term and Long Term Disability
• Paid Parental Leave
• 401(k)
• Paid Time Off approximately 2 weeks (accrual begins on Day 1 of employment)
• Employer Paid Holidays- 10 days

Kenco strives to provide a supportive, professional environment for all employees. As a part of Kenco, we expect our team to uphold our three key pillars: be honest, serve, and get better. Each should strive for operational excellence, pursue innovation, and want to grow with our company.

Kenco Group is an Equal-Opportunity Employer. All employees and applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disability, or any other characteristic protected by law.

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