Director Business Development

JOB SUMMARY

This client-facing role aims at developing and growing company’s business activities, revenue and EBITDA from new and existing market segments and channels. The highly competitive logistics markets demand a deep understanding of very complex logistics solutions as well as an insightful knowledge of the competitive landscape of the covered territory.

JOB RESPONSIBILITIES

• Responsible for selling to new customers and meeting individual targets
• Develops, recommends and executes playbook for prioritized potential customers
• Contributes to developing regional business development strategies and creates annual business development plans for specific countries to reach required business objectives and revenue.
• Manages and maintains existing client relations, while acquiring new clients. Develops a book of business and keeps Customer Relationship Management (CRM) tool up to date to inform pipeline decision-making and prioritization.
• In close cooperation with the Marketing department, nurtures the company’s visibility on the market (e.g. organizing events, webinars or conferences to be attended by prospective clients, writing specialized blogs, publish business cases or articles in specialized magazines…) in order to generate new business.
• Processes regular competitor analyses so as to maintain market awareness, help determine appropriate prices for each solution, optimize the solution design and eventually win market shares.
• Analyses Requests for Quotation or Requests for Proposal and collects additional information whenever necessary Provides critical  input on costs for each proposal and launch plans
• Provides critical input on customers to target
• Supports development of IP (business cases, white papers, etc.) to generate new business
• MAJOR DELIVERABLES
• Account plan for each prioritized new customer within target area
• Closed deals, at target EBITDA rates, up to sales quota for year
• CROSS FUNCTIONAL INTERFACES
• Supports development, pricing and sale of customer solutions (in collaboration with Ops, HR, IT, Finance, etc.) for new customers
• Supports launch (in collaboration with Operations)

QUALIFICATIONS

• Typically minimum a 4-year Bachelor’s Degree or equivalent through experience
• Ideally 5-8 years in account management 

PHYSICAL REQUIREMENTS

• Work is primarily sedentary. Sits comfortably to do the work; however, there may be some walking, standing, bending, or lifting item weighing up to 15 pounds.

ADDITIONAL INFO