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.
• Coordinate 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:

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 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.