Job Category: Freight & Logistics
Job Type: Full Time
Job Location: New York
Recruiter Name: Xec-T

Objective

The primary role of the Business Development Manager is to actively solicit and obtain new business in order to assist in achieving the Company’s strategic financial growth objectives. The incumbent identifies potential key customers representing significant opportunities domestically as well as globally. Prospecting and analyzing, the Business Development Manager determines viable opportunities to sell through a consultative, facilitative approach.

 Key Accountabilities

  • Identify potential market segments and target companies for the full range of the Company’s overall services.
  • Lead the discovery and assessment of target customers’ logistics and transportation management needs as directed by their corporate strategies.
  • Lead a cross-functional effort, including associated logistics service partners, in the detailed evaluation of requirements and the design of solution options that deliver clearly defined value to customers.
  • Acting as a trusted advisor, work closely with the customers’ senior and middle management to deliver ideas and strategies that deliver differentiated value.
  • Develop and deliver detailed proposals and presentations for services.
  • Develop a solid working relationship with internal teams who are key to the success of the customer relationship including IT, Operations, Pricing, Accounting and Finance.
  • Understand and contribute to the development of the company / corporate vision and long-term strategic goals; provide input to senior management on the development of these goals such as volume, margin, and revenue growth.
  • Cross sell other division / station services when possible.
  • Provide input to the annual budget.
  • Participate in transportation events and associations as a representative of the Company.
  • Other duties and assignments as required.

Knowledge and Skills Required

Education and Industry Knowledge

  • High school diploma.
  • Bachelor / Associate degree in Logistics, Business, Marketing or related discipline is an asset.
  • Minimum 3 years’ proven sales success and experience in Transportation / Logistics.
  • Comprehensive understanding of the North American transportation industry including highway (domestic and cross border), intermodal and logistics. • Strong knowledge of IT based end-to-end supply chain solutions management.

Technical Skills

  • Proficient in Microsoft Office (e.g., Outlook, Excel, Word).

Business Strategy Skills

  • Dedicated commitment to providing superior, timely, internal and external customer service.
  • Strong interpersonal skills with the ability to communicate clearly and effectively in verbal and written form.
  • Strong problem-solving and decision-making skills in a team environment.
  • Highly organized with the ability to multi-task.
  • Team cooperation and respect is required.
  • Strong negotiation and closing skills.
  • Demonstrate an assertive but diplomatic ability to close complex and profitable deals.
  • Utilize strong business case analysis selling skills to convert opportunities into clients.
  • Ability to clearly identify the customers’ current and future needs and present transportation solutions to them.
  • Forward thinker, creative, innovative and entrepreneurial.
  • Must have a valid driver’s license in good standing.
  • Ability to travel across borders as required.

Work Schedule

  • Full time schedule of minimum 8 hours per day with flexibility to complete all required job duties and responsibilities.

Work Environment

  • Usually moderate noise level.
  • Climate controlled office environment.
  • Frequent travelling to customers’ place of business.

Physical Demands

  • Regular physical demands: Walk; sit; use hands to handle or feel; use fingers for keyboarding; reach with hands and arms; talk and hear.
  • Specific vision abilities: close vision, distance vision, peripheral vision, and ability to adjust focus.

Mathematical Skills

  • Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals.

Language Skills

  • Ability to read and interpret documents, spreadsheets, emails and instructions.
  • Ability to write routine reports and correspondence.
  • Ability to speak clearly and effectively to both internal and external contacts.

Communication

Following are the key contacts the position deals with on a regular and recurring basis inside and outside the Company:

Inside:

  • Highway and Intermodal Operations and Pricing – Gather and provide necessary information to get / maintain the business. Update on loads and resolve issues.
  • Senior Management – Updates on the business, customers and any industry trends.
  • Credit and Collections – Obtain credit information on customers. Provide support on collection issues.

Outside:

  • Customers – Seek new customers. Build relationships. Conduct full sales cycle. Present opportunities. Close new business.

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