Director of Fulfillment Sales, Director Business Development

Position Overview

The ideal candidate must be a “go-getter” with prior fulfillment experience and will play a critical role in driving revenue and growth for the company by selling fulfillment, logistics, and print services. This role involves hunting for new clients and establishing and building relationships with potential and existing customers through new business development. The ideal candidate is strategic, engaging, and hungry for wins. This client-facing role focuses on developing and growing the company's business activities, revenue, and EBITDA from new and existing market segments and channels. Success in this role is greatly compensated, along with a competitive salary.

Responsibilities include but are not limited to:

Sales Strategy:

·       Develop/Build a self-driven pipeline focused on new sales and new brand growth

·       Conduct sales calls to new brands and current clients

·       Understand prospect/customer requirements and scope to quality opportunities while articulating value drivers

·       Responsible for RFP/RFI management throughout sales cycle, communication internally and externally with key stakeholders

·       Present customer facing presentations and other presentations needs for client life cycle

·       Provide regular competitor analyses to maintain market awareness, help determine appropriate prices for each solution

·       Collects and provides all critical data needed for Quotes and Proposals in proper forms and formats

Sale Targets & KPI’s:

·       Establish clear and challenging sales targets that achieve company sales KPI

Cross-Functional Collaboration:

·      Collaborate with other departments, such as marketing, account management and finance.

·       Ensure seamless coordination between sales and other functions to achieve overall organizational goals.

Strategic Account Management:

·       Develop and maintain relationships with key strategic accounts.

·       Collaborate with account management teams to maximize customer value.

Sales Process Optimizations:

·       Continuously evaluate and optimize the sales process for efficiency.

·       Implement best practices to enhance the effectiveness of the sales function.

Sales Technology Utilization and Implementation:

·       Use of salesforce to document leads, calls, pipeline status, etc.

·       Analyze sales performance data and generate comprehensive reports.

·       Provide insights and recommendations to executive leadership based on performance analysis.

Contract Negotiation and Price Changes:

·       Lead negotiations for complex deals and contracts.

·       Ensure favorable terms while maintaining strong client relationships.

·       Participate and suggest price changes, price increases.

·       Communicate price increases to customers.

Crisis Management:

·       Handle challenging situations and crises within the sales function – implement strategies to navigate uncertainties and challenges effectively.

Compliance & Ethics:

·       Ensure that sales activities comply with legal and ethical standards – uphold integrity in all aspects of sales operations.

Continuous Learning and Innovation:

·       Stay updated in industry trends, sales methodologies, and emerging technologies – encourage a culture of continuous learning and innovation.

Qualifications and Characteristics

Industry Knowledge: In-depth understanding of the 3PL and fulfillment industry.

Track record of closing sales, working account, and achieving individual sales goals.

Familiarity with market trends, customer behaviors and competitive landscapes.

Product/Service Knowledge: Comprehensive knowledge of the products or services offered by the company. Ability to communicate the value proposition effectively to both internal teams and clients.

Sales Process Expertise: Proven experience in designing and optimizing sales processes. Understanding of the end-to-end sales cycle and the ability to implement best practices. Demonstrate success in identifying, qualifying, and closing new business.

Strategic Vision: Ability to develop and communicate a clear sales strategy aligned with overall business goals. Visionary thinking to anticipate future market trends and opportunities.

Customer Centric Approach: Strong customer focus with a deep understanding of customer needs and preferences. Experience in implementing customer-centric sales strategies.

Negotiation Skills: Demonstrated proficiency in negotiating complex deals and contracts. Track record of achieving favorable terms while maintaining strong client relationships.

Communication skills: Outstanding presentation, and both internal and external communication.

Education/Experience

·       2 years of experience in a consultative sales role within the 3PL, Fulfillment industry

·       Bachelor’s Degree from four-year college or university (preferably in Business, Logistics, Supply Chain Management or related major)

Behavioral Skills & Competencies

·       Strategic Thinking

·       Communication Skills

·       Negotiation Skills

·       Customer Focus

·       Analytica Skills

·       Ethical Leadership

Technical Skills & Competencies

·       Sales Technology Proficiency, ie Salesforce

·       Microsoft Suite: Word, Excel, PowerPoint, Outlook

Disclaimer: The salary for this position will be based on the candidate's experience and qualifications.