Director, Business Development

About the Role

Join Livingston and grow your career in the constantly changing world of international trade. Livingston is a market leader offering customs brokerage, international trade consulting, compliance, and freight forwarding services around the world. With over 3,000 employees at more than 90 key border crossings, sea ports, airports, and other strategic locations in North America, Europe, and Asia, our fast-paced and collaborative environment offers the opportunity to work with industry leaders, receive recognition for achievements, and develop expertise in the complex and evolving world of trade.

Responsibilities

• Define revenue goals for the region, set individual performance requirements, communicate business development plans, and leverage incentive programs to motivate the team to overachieve revenue targets.
• Manage high-performance teams by fostering cooperation and cohesion to achieve goals, leading by example with a hands-on, "roll up the sleeves" attitude.
• Mentor, inspire, challenge, and coach the sales team to exceed assigned revenue targets within the identified geography.
• Instill an executable discipline for proactively identifying, creating opportunities, and coordinating resources to grow revenue within the region.
• Ensure sales team members are equipped with product knowledge, selling skills, and business development strategies; identify performance and training gaps and recommend solutions.
• Develop and manage the team to meet and exceed revenue targets, including managing individual revenue targets and ensuring client and prospect information is accurately populated in CRM (Salesforce.com).
• Produce accurate individual Business Plans reports on a monthly basis.
• Maximize the region’s market position to drive new revenue from prospect and existing accounts.
• Review and analyze information from Marketing, Sales Ops, CRM (Salesforce.com), client feedback, and other sources to identify gaps, opportunities, or threats and take necessary actions.
• Personally devise and lead business opportunities and actively assist in business development activities; establish and maintain effective client relationships.
• Attend and participate in sales meetings; train the team on brand-building techniques and how to prepare effective presentations, proposals, and RFP responses.
• Understand the competition (strengths, weaknesses, opportunities, threats) and act on them; create and execute business development plans to expand revenue in alignment with company strategic plans.
• Meet regional sales financial objectives by forecasting requirements, analyzing variances, and initiating corrective actions.
• Maintain professional internal and external relationships that align with company core values; proactively establish and maintain effective team relationships with all support functions.
• Work closely with operational functions to ensure new clients’ needs are addressed.
• Build and maintain key relationships with potential clients; collaborate with the marketing solution specialist and other Directors of Sales to share best practices and develop solutions benefiting all stakeholders.
• Promote cross-functional selling of Livingston solutions and monitor synergy between regional lead programs.
• Perform other related duties as assigned by management; adhere to established policies and procedures.

Requirements

• 5+ years of related experience in business development or sales.
• Team management experience.
• Bachelor’s Degree or equivalent.

Skills

• Works effectively with both internal and external contacts, treating everyone with respect, trust, and dignity.
• Strong change agent with excellent listening skills and a win-win approach to settling differences.
• Applies influence and negotiation skills to drive business results.
• Dynamic, entrepreneurial, decisive, and forward-thinking leader who is practical and results-oriented.
• Solid analytical, planning, and decision-making skills.
• Thrives in a fast-paced, deadline-driven environment.
• Possesses the intellectual capacity to understand all facets of the business and make decisions with recognition of short- and long-term implications.
• Passionate about customers and creates a culture that demonstrates vigilance about clients' business.
• Comfortable communicating at all levels of the organization; expresses ideas effectively both orally and in writing.
• Encourages effective communication and develops a culture of participation and involvement.
• Personable, outgoing individual with the ability to form lasting professional relationships with ease.
• Proven track record of building and developing high-performing sales teams.
• Excellent needs assessment skills; ability to anticipate, determine, capture, and analyze customer-specific, trade-related business information requirements.
• Strong recruitment, development, and retention experience.
• Knowledge of Salesforce.com, CVI, and Challenger Selling tools is beneficial but not required.
• Effective and persuasive negotiator.
• Proven success in building a pipeline within strategic accounts, moving opportunities through the sales cycle, and engaging key decision-makers.
• Proven track record of achieving or exceeding revenue targets.
• Excellent B2B sales and customer retention experience.

Competencies

• Business Acumen and Straight Talk
• Customer First Focus
• Inclusion and Collaboration
• Agility
• Accountability
• Leading and Developing

Benefits

At Livingston, we are committed to fostering a flexible, growth-oriented environment where you can thrive. Our culture is built on respect, recognition, and collaboration, empowering our team with trusted expertise, continuous learning opportunities, and long-term support. We offer competitive compensation and a comprehensive benefits package.

Pay

The good-faith salary range for this position is $99,390–$153,500 USD. Actual compensation will be determined based on skills, experience, and market conditions. Base salary is one component of our total rewards package, which also includes incentive opportunities, benefits, and professional development.

Schedule

Full-time.