Director of Business Development

Act as a strategic and tactical sales manager to facilitate the achievement of the business goals through all sales activities including: managing a team of sales reps, selling and managing accounts, completing customer bids and quoting for spot/transitional business, training of employees and on-going education. Leverage knowledge of the business and industry to influence and impact decision-making processes, and contribute to the creation and execution of business strategies.

 

Duties & Responsibilities:

  • Develop and close new business in conjunction with sales staff
     
  • Fostering close relationships and developing opportunities with all new and current customers to achieve growth in the respective department
     
  • Develop and implement sales campaigns to take advantage of market opportunities
     
  • Collaborate with the Carrier Sales and Account Management team to streamline processes and source new opportunities while identifying company strengths and niche markets to penetrate
     
  • Prepare sales presentations and monitoring sales leads and response
     
  • Provide training of assigned staff through active recruitment, on-going training, and quality management activities in conjunction with Human Resources and Training Manager
     
  • Provide responsible supervision and control for all department activities including weekly / monthly reporting on portfolio analysis and KPI’s
     
  • Complete, quote, and upload RFI/RFP/RFQ’s for all new account opportunities within respective team
     
  • Confidently quote short-notice, expedited freight requests in all markets (understanding and knowing seasonality)
     
  • Conduct annual performance reviews for all staff within the department as well as weekly or monthly team huddles as needed
     
  • Address all employee performance problems promptly and directly in accordance with personnel policies of the Company
     
  • Involved in the onboarding/offboarding of direct reports
     
  • Other duties as assigned

 

Qualifications:

  • Familiar with all facets of the brokerage business such as: contracts, liability, insurance, carrier safety, developing SOP's, structuring departments, etc.
     

  • Clear and confident communication
     

  • Familiar with operating several TMS platforms that shipper’s utilize
     

  •  Experience with contract review and negotiation
     

  • Familiar with operating several TMS platforms / Portals that shipper’s utilize
     

  • Ability to quote year-round pricing for bids that could range from 20-15,000 lanes
     

  •  Knowledge of seasonal markets to quote ad-hoc / transactional freight opportunities  
     

  • Ability to develop business from sales perspective as well as on a strategic level
     

  • Minimum 7-10 years’ experience in the industry - most recently at least 5 years with the same company preferred
     

  • Managed a team of at least 5 sales reps
     

  • Managed a minimum $10M of annual revenue (at least 70% of that book being Truckload)
     

  • Bachelors’ Degree preferred