Director Business Development- Order Management Solutions

Overview

Position Summary

 

Business Development role for identifying business opportunities, developing strategies and actions to engage, develop, and acquire new clients for the Supply Chain Solutions (SCS) Origin Management (OM) portfolio.   

 

The OM Service/solution scope is defined as Purchase Order (PO), Vendor/ Supplier Management, LSP/ Carrier, Booking, Shipment and Document Management services, including Origin Cargo Consolidation (CFS/CY) & Destination Delivery Management services (Port to Door) from International Origins.  It also includes ‘end to end’ Visibility and Monitoring, system to system data integration and solution configuration to meet client specific service needs, and other required services and functionalities supporting the value proposition.

 

This role provides a great opportunity to further develop and enhance invaluable skills through training, networking, and on-the-job experience. You will play an important part in this new and exciting area within Yusen Logistics and will be able to leave your own handprint on this function by influencing its development with your experience and skills.

Responsibilities

Essential Duties and Responsibilities

• Understanding and experience with Origin Management (OM) solutions and related value proposition/deliverables for clients across multiple industry verticals (including retail, technology, automotive, aerospace.) 
• Solution engagement/selling may include other complimentary services offered by SCS or other Yusen Logistics Business Unit’s (Ocean Freight Forwarding, Air Freight Forwarding, Contract Logistics).
• A general knowledge and understanding of current logistics technology trends and how it supports solution enhancement and/or new product capabilities needed to secure new business.
• Develop and execute an assigned regional Business Development plan for new OM business, delivering volume, revenue, margin growth and strategic goals to meet fiscal year business plan objectives.  The annual Regional Business Development plan will be updated as needed and ensures a defined focus and plan.
• Use available prospect / qualification tools, relationships, and professional connections to prospect for new clients and manage the opportunity discovery process.  Development of client sales strategies and focused presentation material (incl. system demos & pricing/ commercial recommendations) including customized proposals (RFx, etc.).  
• Client engagement targeting senior decision-making levels (Director, VP, C Suite) to ensure professional communication & relationships.
• Structured client feedback including unsuccessful pursuits summarized and disseminated within the organization to help improve/calibrate future engagements, product and solutions.
• Provide SCS Business Development Leadership with regular pursuit and new business development updates ensuring compliance with our Customer Relationship Management (CRM System) standards and regular internal meetings.  This will include strategic insight into targeting future clients, pipeline development, financial forecasts, market developments & Yusen SCS solution/product enhancements as needed.
• Solution/proposal should be consistent with SCS defined OM capabilities including internal discussions and sign off for deploying requested new services or functionality and related negotiations/expectations management with the client. 
• Post new business win, ensure clear communication is provided to summarize and document the Commercial agreements (Contract, Pricing, Scope of Work) to guide customer account management, implementation and operational teams for a successful go live.  Commercial Responsibilities include contract negotiation and sign off, credit establishment, and participation during the transition meetings with the client.  
• Continue to remain in regular contact with the new client, through alignment with the customer account teams, to ensure relationships continuity; this may include remaining engaged and contributing to Monthly and Quarterly Business Reviews.
• Ability to represent & promote professionally Yusen Logistics / OM at industry functions and meetings.

• Self-starter in all new business development activities, including arranging travel, meetings, material, and hosting internal/external calls.  Some International travel can be expected. 

 

Qualifications

• Degree in Business Administration, Procurement/Sourcing, Supply Chain Management, Logistics, or other related disciplines.
• At least 5+ years of successful experience in either selling OM services/solutions in the US or in an OM Operational/client supporting roles.

 

Required Hard Skills