SUMMARY

The position is responsible for the development of new revenue capture along with the retention and growth of existing sources, through the assurance of best practices service delivery to the organization’s client base.   This role will collaborate with the VP/GM, developing strategies and identifying enhancements in processes, procedures, initiatives, and service offerings.  

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.  Other duties may be assigned.

Development

This position requires having and/or developing a keen knowledge of market conditions pertaining to opportunities and the competitive landscape, along with their relevancy to the company’s objectives. This role participates in the creation of strategies that will sustain and grow the organization. 

Responsibilities

• Collaborates with the VP/GM in the development and implementation of overall strategies, comprised of service and client diversification into specialized services with high margin returns.
• Participates in the creation of specific business development initiatives in meeting the overall strategy objectives, along with the associated budgeting and forecasting. 
• Develops plans for new revenue enhancement, as well as the retention and growth of existing sources, to include:

• Monitoring competitive products, services, business development and marketing activities to leverage the team for success in the marketplace, including making recommendations regarding existing and new service delivery offerings, methods, processes and procedures.

• Recommends pricing strategies to position the company for the highest market share while maintaining margin objectives and recommending opportunity-specific pricing to achieve a balance between pricing to win and meeting BU margin targets
• Provides oversight to contractual requirements and makes adjustments as needed.

• Evaluates market research and works with the marketing team to meet changing market and competitive economic conditions. 
• Establishes and maintains relationships with clients, prospects, industry influencers and key strategic partners. 
• Represents the organization at external events to include but not limited to; meetings, conferences, and networking functions to build relationships, market the company’s services, acquire subject matter knowledge and gather market intelligence. 
• Manages the Sales, Business Development, and Account Management functions and teams to include:
  • Recruitment, Retention and Performance Evaluation
  • Sales plans 
  • Training, Coaching 
  • Lead generation & management  
  • Proposal response, development, presentation, negotiations & closing
    • Administer an RFP scoring system to assess the alignment with strategic goals and to speed up the go-no-go decision process.
  • Contract reviews, analysis, and renewals 
• Manages and delivers reporting for responsible functional areas and activities to include:
  • Sales Figures / Closing Ratios 
  • Market Indicators and Trends 
  • Budgets & Goals 

SUPERVISORY RESPONSIBILITIES

This position supervises a staff relevant to the associated business volume, no less than 4 to 6 employees.

QUALIFICATIONS 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

SPECIAL SKILLS AND ABILITIES

• Experience using CRM to manage sales pipeline, strengthen client relationships and forecast revenue and profitability 
• Demonstrated experience in sales management, coaching, mentoring, and developing a sales team to achieve objects 
• Results-oriented and enthusiastic 

• Possesses skillsets to recognize the nuances of individuals and influence their decisions and performance by managing to their individual strengths 
• Strategic and business-minded professional with the ability to recommend policies within the organization that drive growth and optimal profit on all business serviced 
• Logistics industry experience preferred
• Strong oral and written communication skills
• Direct client interaction and advisory experience required
• Ability to foster solid relationships with other teams across the business
• Ability to work calmly under pressure, with a positive and solutions-based attitude
• Ability to prioritize tasks and work streams based on a comprehensive understanding of our particular business strategy
• Ability to evaluate, cultivate, and secure new business opportunities
• Entrepreneurial mindset with a strong work ethic

EDUCATION and/or EXPERIENCE 

Bachelor's degree from a four-year college or university majoring in business, sales, marketing, or similar professional discipline preferred.  At least seven years managing a dynamic salesforce; or an equivalent combination of education and experience. 

LANGUAGE SKILLS 

Ability to speak, read, write, and comprehend documents written in English to an above average competency.  Ability to support content curation and creation, reports generation and general correspondence.  Ability to effectively present information to internal or external clients.  

MATHEMATICAL SKILLS 

Ability to add, subtract, multiply and divide in all units of measure at an Intermediate to Advanced level.  Ability to work with mathematical concepts such as probability and statistical inference. 

REASONING ABILITY 

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.  Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

CERTIFICATES, LICENSES, REGISTRATIONS 

None

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands to finger and type.   The employee needs to be able to hear well enough to communicate both internally and externally.  The employee must be able to see well enough to read written items and use a computer. 

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.

The working conditions are those of a normal office environment with the absence of disagreeable elements.  The noise level in the work environment is usually moderate.

EOE, including disability/vets