Director of Business Development-Drayage

Our client is a dependable leader in the drayage service sector and servicing the ports of Los Angeles and Long Beach. They believe in Consistent, Honest, Fact-Based Communication this is the foundation from which they build their customers’ trust and loyalty.

Our client has redefined drayage excellence with their solutions-driven approach; they focus on providing effective resolutions and thorough problem-solving.

Their process-oriented methodology ensures they deliver reliability, efficiency, and innovation in every step of the process.

Director of Business Development-Drayage

The Director of Business Development is central to the development and implementation of the company’s expansion strategies.

In this role the responsibilities include recognizing and aligning with the client’s objectives and expectations, offering tailored solutions that address their requirements and surpass their anticipations.

These solutions are designed to assist customers in reaching their targets and enhancing their outcomes. Must have excellent communication and negotiation skills, as well as strong analytical and problem-solving abilities.

Also manages and maintains existing customer relationships and ensures customer satisfaction and retention.

Job Type : Full-time

Responsibilities :

• Responsible for developing and executing a companywide strategy for business growth to achieve the company's revenue and profit goals year-round.
• Responsible for developing and implementing a Go to Market plan that profiles the company, services, and differentiators that allows company to target specific customers.
• Development and upkeep of a pricing structure based on market analysis and use of innovative technologies.
• Develop marketing strategies to promote company’s product.
• Responsible for training sales associates on the execution of Go to Market plans and strategy.
• Implement effective sales initiatives and streamline processes, resulting in enhanced customer engagement and increased revenue generation.
• Analyze trends and forecast volumes to inform strategic decision-making and optimize operational efficiency.
• Develop and nurture relationships with various key strategic individuals such as key industry players and strategic suppliers.
• Responsible for pipeline analysis and balanced volume distribution, contracting, proposals, and reporting / analytics.
• Designs marketing and promotional materials both in print and online. Works with VP of Strategy and Business Development to keep account activities and literature updated.
• Reviews analyses of activities, costs, operations, and forecast data to determine department or division progress toward stated goals and objectives.
• Ensure that all have a clear understanding of the company’s vision and goals for business development, and of their department’s respective contribution.
• Establish and roll-out a business development roadmap that includes capabilities for change management as internal capabilities increase and external expectations evolve.
• Maintains strong close relationships with existing clients helping to both sustain and grow the company’s services.
• Works with the operations and account management teams, to engage in solution development and pricing.
• Consultative sales approach, combined with effective negotiation skills.
• Coordinate the various roles associated with customer relations management throughout the company, minimizing silos of systems, data, assumptions, hand-offs, performance, and customer touchpoints.
• Develop an efficient portfolio of insights and analytics that provide an integrated single view of each customer, a 360-degree view of customer experience for each segment, and reports that compel strategic action systematically across the company.
• Develop and maintain performance dashboards that connect lagging indicators of market performance and leading indicators of team performance related to key drivers of customer lifetime value.
• Develop and deploy systematic actioning on customer relations insights by cross- functional representatives, to prevent recurrence of issues and to create new mutual value associated with key drivers of customer lifetime value.
• Ensure ongoing capability-building among executives and employees at-large for customer-focused communication, customer experience improvement and innovation, and alignment with customer expectations.
• Works to foster lasting relationships with client base.
• Various reporting, when requested by Executive Management.
• Meet designated KPIs weekly, monthly, and quarterly according to company policies.
• Other tasks, duties, and projects, as needed and assigned.

Experience :

• BA-BS Degree required.
• Minimum 5 years drayage / intermodal logistics experience. (10+ years preferred)
• Strong knowledge of transportation industry and customer relationship management
• Track record of frequent personal interactions with customers.
• Comfortable with public speaking and facilitating large group sessions.
• Outgoing individual with strong negotiation skills to be able to initiate and close business deals.
• Demonstrated ability to create shared vision, inspire collaboration, and drive change with momentum.
• Experienced in navigating ambiguity and change with an entrepreneurial mindset.
• Track record of customer-centric decision-making.
• In-depth knowledge of FCL Transpac marketplace.
• Experience with RFQ / RFP processes.
• Proficient in using MS Office (Word, Excel, PowerPoint).
• Strong background in customer research and analytics techniques, customer strategy, process improvement, human-centered design, and performance management.
• Familiarity with Datamyne based targeting preferred.
• Familiarity with customer EDI integrations helpful.
• Tech-savvy in evolving technologies.
• Work experience in multiple P&L units or multiple functional areas, such as marketing, quality, service, etc.
• Certified Customer Experience Professional (CCXP).
• Lean / Six-Sigma training preferred.

This position offers a competitive base salary.

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