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