Director Business Development

JOB SUMMARY

This client-facing role aims at developing and growing company’s business activities, revenue and EBITDA from new and existing market segments and channels.

The highly competitive logistics markets demand a deep understanding of very complex logistics solutions as well as an insightful knowledge of the competitive landscape of the covered territory.

JOB RESPONSIBILITIES

• Responsible for selling to new customers and meeting individual targets
• Develops, recommends and executes playbook for prioritized potential customers
• Contributes to developing regional business development strategies and creates annual business development plans for specific countries to reach required business objectives and revenue.
• Manages and maintains existing client relations, while acquiring new clients. Develops a book of business and keeps Customer Relationship Management (CRM) tool up to date to inform pipeline decision-making and prioritization.
• In close cooperation with the Marketing department, nurtures the company’s visibility on the market ( organizing events, webinars or conferences to be attended by prospective clients, writing specialized blogs, publish business cases or articles in specialized magazines ) in order to generate new business.
• Processes regular competitor analyses so as to maintain market awareness, help determine appropriate prices for each solution, optimize the solution design and eventually win market shares.
• Analyses Requests for Quotation or Requests for Proposal and collects additional information whenever necessary Provides critical input on costs for each proposal and launch plans
• Provides critical input on customers to target
• Supports development of IP (business cases, white papers, etc.) to generate new business
• MAJOR DELIVERABLES
• Account plan for each prioritized new customer within target area
• Closed deals, at target EBITDA rates, up to sales quota for year
• CROSS FUNCTIONAL INTERFACES
• Supports development, pricing and sale of customer solutions (in collaboration with Ops, HR, IT, Finance, etc.) for new customers
• Supports launch (in collaboration with Operations)

QUALIFICATIONS

• Typically minimum a 4-year Bachelor’s Degree or equivalent through experience
• Ideally 5-8 years in account management

PHYSICAL REQUIREMENTS

Work is primarily sedentary. Sits comfortably to do the work; however, there may be some walking, standing, bending, or lifting item weighing up to 15 pounds.

ADDITIONAL INFO