Job Description

Business Development

Develop and implement solid sales and operational tools to optimize sold business & annualized profitable volume.
Enforce, train, and implement processes, methodologies, and performance matrices.
Oversee and implement the full sales cycle which involves market research, market analysis, establishment and upkeep of rates, pitching & closing to various prospects, and customer retention.
Develop and nurture relationships with various key strategic individuals such as key industry players and strategic suppliers.
Driving the development and management of strategic industry partnerships to accelerate the company's market growth.
Responsible for sales forecasting and planning, pipeline analysis, lane optimization and balanced volume distribution, pricing, contracting, proposals, and operational reporting/analytics.
Responsible to develop a sales strategy to diversify our sales portfolio.
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.
Identify business opportunities and provide targeted improvement guidance that will sustain our business model all year round.
Build and analyze reports to influence business decisions based on historical data, present day results and future data models.
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.
Creates and maintains business development activity reports.
Proven track record in new business development, based on strong prospecting skills, and a pro-active sale approach.
Works with the operations and account management teams, to engage in solution development and pricing.
The ability to establish trust and build long-term executive relationships with clients.
Consultative sales approach, combined with effective negotiation skills.

Customer Relations

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.

Supervisory Responsibilities

Directly supervises 2 to 3 employees in the Sales Department. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Qualifications

Required:

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.
BA-BS Degree or higher.
Minimum 5 years logistics experience. (10+ years preferred)
In-depth knowledge of FCL Transpac marketplace.
Experience with RFQ/RFP processes.
Proficient in using MS Office (Word, Excel, PowerPoint).

Preferred:

Strong background in Third Party Solution & Services Organizations focused on logistics & supply chain solutions.
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.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

Bachelor’s degree or equivalent, plus five to ten plus years related experience in drayage sales.

Language Skills

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors.

Mathematical Skills

Ability to work with mathematical concepts. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning Ability

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Computer Skills

To perform this job successfully, an individual should have knowledge of Microsoft PowerPoint, Outlook, Excel, and Word.

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; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to stand and walk. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 10 pounds, frequently lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception 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.

While performing the duties of this Job, the employee is frequently exposed to risk of electrical shock. The employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places; fumes or airborne particles; toxic or caustic chemicals; outside weather conditions; extreme cold; extreme heat and vibration. The noise level in the work environment is usually moderate.

Bachelor’s degree or equivalent, plus five to ten plus years related experience in drayage sales (Drayage mandate experience)
Go to market strategy and Strategic Selling
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