BUSINESS DEVELOPMENT MANAGER

Description

General Summary:

The Business Development Manager (BDM) is response for new business development and continued growth of existing business. Responsibilities will include development and coordination of outside sales and service programs, a sales pipeline in accordance with budgetary goals and the achievement of budgetary goals within approved timelines.

Essential Duties and Responsibilities:

• Coordinates and manages sales penetration of prospect and target companies in order to solicit opportunities for presentation of Seko global and local services.
• Generates and actions leads provided for from Sekos global sales program and employs a push-pull sales methodology specific to trade-lane sales programs when applicable.
• Maintains an Active and Current Pipeline of prospective clients, as directed, to meet monthly and annual goals.
  • Example of Targets for Sales Pipeline
    • Develop a Suspect List Each Year of Top 50 Accounts
    • Maintain Rotating Target List of 20 Active Prospects
    • 3 Solutions in Current Proposal/Negotiation Status
    • Sales Goal to be updated annually
      • Example Target >$500K Annual GP
• Develops profitable and strategic customer relationships; secures new strategic client business; maintains and grows existing client business.
• Develops specific solutions to create unique selling propositions to win business.
• Drives the business pipeline and leads the development effort with help and direction from the direct supervisor and/or senior stake holders.
• Establishes relationships and develops additional business with current accounts.
• Tracks and records all sales activity in accordance with Seko procedures and policy utilizing Seko sales tracking system, Seko Salesforce.
• Performs other tasks/projects as requested by management.

Supervisory Responsibilities:

• None.

Qualifications

Qualifications:

• Ability to acquire TSA certification (required).
• Proven track record of developing and managing strategic client business relationships.
• Ability to maintain a high level of confidentiality.
• Strong organization skills with a high level of accuracy and attention to detail.
• Excellent negotiation skills and demonstrated ability to close sales deals.
• Ability to work independently with minimal or sporadic direct supervision; ability to prioritize work appropriately and escalate as necessary

Education and/or Experience:

• Bachelors degree in Business, Logistics or a related field.
• Seven (7) or more years of experience with direct sales and sales growth; at least five (5) years of industry experience strongly desired.
• Demonstrated understanding of Purchase Order Management (POM) and upstream value adds preferred.
• An equivalent combination of education and experience.

Language Skills:

• Excellent interpersonal and communication (oral and written) skills.
• Ability to communicate clearly and concisely in English, both orally and in writing, to all levels.

Computer Skills:

• Proficiency with Microsoft Office, especially Word, Excel, Outlook and PowerPoint.
• Experience with Salesforce or other CRM systems; experience with Intelex a plus.
• Ability to quickly learn new programs/software.

Physical Demands:

• Sitting eight (8) hours or more per day; standing and/or walking two (2) hours or more per day.
• Eight (8) or more hours per day doing computer work.
• Ability to squat, bend and reach for filing purposes.
• Ability to sit in the car and/or fly for necessary travel for site and/or client visits.

Work Environment:

• Office/home office environment as well as car, client sites, conference centers / hotels (for conferences, trade shows, meetings, etc.).

Travel Requirements:

• Approximately 60% of time will be spent travelling, including overnight, out-of-state and international.

Salary : $60,000 - $90,000