Senior Manager, Energy/Industrial Business Development - REMOTE

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COMPANY BACKGROUND/CULTURE

 

APLL is one of the world’s leading 3rd party logistics providers and offers a portfolio of best in class supply chain/logistics solutions that connect global suppliers, vendors, and customers across the globe.  The client designs, operates and optimizes global supply chains facilitating efficient, on-time, cost effective delivery wherever needed.  APLL’s innovative end-to-end solutions leverage data connectivity, AI/ML and sustainability capabilities to deliver enhanced  visibility, control and customer satisfaction. The company is in growth mode.  The Director of Business Development will have a great ability to impact organizational growth while achieving substantive financial compensation. 

 

OVERVIEW:

 

This role will focus on developing new business opportunities (“hunter mode”) with companies in the Energy/Industrial verticals not currently transacting business with the organization. The individual will be responsible for account strategy, lead generation, relationship management, opportunity identification, solutions development, and deal execution. The Director of Business Development will align activities to support the organization’s strategic initiatives and will play a lead role in designing solutions accordingly. This role requires domain experience within the Energy/Industrial verticals,  previous experience selling international supply chain/logistics solutions, familiarity with “value based” complex selling along with a track record for closing transformational deals.

 

 

 

KEY RESULT AREAS:

 

• Successful onboarding which includes understanding core capabilities, the APLL network, internal resources, solutions deployed and progressing assigned target accounts
• Development of assigned accounts resulting in qualified pipeline opportunities
• Identifying required internal resources and leading the sales pursuit team and strategy to win targeted opportunities
• Expansion of services with emphasis on order management but also including transloading/ distribution, ocean freight forwarding, land transport and associated supply chain solutions
• Identification of opportunities in the markets served (North America, North Asia, South Asia, Southeast Asia, EMEA and Latin America) which will largely encompass shipments to/from North America
• Support new product initiatives such as global order management, regional distribution/mixing hub concepts, data analytics services, vertical expansion and others
• Driving revenue from new customers and achieving Revenue Growth targets as defined within Performance Management plan
• Contribution Margin growth as defined within PMT
• Achieve first year quota requirements

 

 

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

 

• Develop a sales action plan for named Energy/Industrial accounts/appropriate segments that enables the achievement of sales objectives
• Develop and close business with targeted customers
• Develop trusted partnerships with strategic accounts via face-to-face (and other communication protocols) at all levels in their organization
• Develop, communicate and execute a coherent, go to market action plan in conjunction with appropriate internal APLL stakeholders
• Ensure that core team honors and addresses core client commitments while addressing and managing the handling of key client issues that arise.
• Communicate pertinent customer/territory developments to appropriate APLL internal stakeholders
• Support CRM/administrative activities including opportunity overviews/updates, pipeline status, customer/account profile information, contact details, target account programs and other tasks
• Lead business development efforts organizing cross functional resources needed including engineering, product management, pricing, technology, operations and other resources as needed
• Maintain professional and technical knowledge by participating in local trade, professional and civic associations as a representative of the company; review professional publications, establish networks and drive relevant partnerships
• Participate and support post sales implementation/delivery efforts
• Meet/exceed new business budget
• Stay within travel and entertainment budget assigned

External Qualification:

QUALIFICATIONS and REQUIREMENTS

 

• Track record of consistently exceeding quota in “hunter” sales role within Energy/Industrial verticals
• Bachelor’s Degree (logistics, transportation, business, or related focus preferred), or an equivalent combination of education & experienc