Director of Business Development

Position Summary

The Director of Business Development is responsible for prospecting and facilitating customer-focused sales operations within a designated territory. Using various strategies, the Director of Business Development will foster relationships with top-tier decision makers and sell our comprehensive logistics and supply chain services, such as: third-party logistics, transportation consolidation, warehousing, inventory management, brokerage, ground and air expedite, LTL, etc. These responsibilities may be coupled with account manager responsibilities with assigned accounts as well.

Key Responsibilities

• Successfully identify prospect and target accounts through phone calls, cold calling, networking, and past business relationships whose needs align with ProTrans value propositions.
• Utilize selling skills to unearth prospects and client needs.
• Create effective selling strategies that demonstrate value to prospects and clients.
• Interact with existing customers to evaluate customer satisfaction and improve customer service.
• Identify and implement continual improvement initiatives to enhance the performance of the position, team, and company.
• Effectively utilize internal and external assets to maximize revenues and sales opportunities.
• Participate in on-the-job training and mentoring with a successful Business Development Executive.
• Develop solid and long-lasting business relationships with clients.
• Work closely with the operations team to manage the movement of the client’s goods, ensuring that they are picked up, transported, and delivered on time to the client’s satisfaction.
• Cook up account administrative functions such as new account set up procedures and accounting discrepancies and collections.

Education And Requirements

• 7+ years of sales and business development experience in selling all logistics modes; preferable 3PL/contract logistics experience.
• Proven track record of both Share of Wallet growth and New Net Logo sales.
• Proven track record of selling multiple year contracts for $5M+ deals.
• Experience in all logistics modes including international freight forwarding.
• Extensive OEM experience and contacts.

Competencies

• Communication - Conveying information and ideas clearly and concisely to individuals or groups in an engaging manner that helps them understand and retain the message, listening actively to others.
• Customer Focus - Ensuring that the (internal or external) customer’s perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers’ and own organization’s needs; promoting and operationalizing customer service as a value.
• Work Standards - Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.
• Effectively managing one’s time and resources to ensure that work is completed efficiently.
• Account Planning and Sales Strategy - Establishing a plan to achieve the sales objectives, taking into consideration overall business and sales goals, market opportunities, past sales results, and available resources; reviewing progress and adjusting the plan as needed.
• Driving for Results - Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.

Characteristics

• Driven to succeed and create a successful sales process.
• Customer oriented, able to intervene when necessary and provide quality support and solutions.
• Decision-making within clearly defined job scope based on defined policies and procedures supported by management.
• Focused on job knowledge and expertise; helpful, supportive communication with management and peers; collaborative approach in structured job environment.
• Supervisory Responsibilities - No Travel
• Up to 50% Language Skills - Ability to speak fluent English is necessary. Ability to also speak Spanish may be required depending on location.

Physical Demands

• While performing the duties of this job, the employee is regularly required to sit and talk or hear.
• The employee frequently is required to use hands to finger, handle, or feel.
• The employee is occasionally required to stand, walk, and reach with hands and arms.
• Specific vision abilities required by this job include close vision, and ability to adjust focus.

Work Environment

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• This position works in a typical office environment, the noise level in the work environment is usually moderate.
• The person will constantly operate a computer and other office equipment.
• Will be required to frequently communicate with employees at all levels and must be able to exchange accurate information in these situations.
• Periodically lift up to 25 lbs.