Airfreight BD Director - East Region

Ceva Logistics U.S., Inc. Atlanta , GA 30301

Posted 3 weeks ago

CEVA Logistics, one of the world's leading supply chain companies, designs and implements industry leading solutions for large and medium-size national and multinational companies. Approximately 44,000 employees in nearly 170 countries are dedicated to delivering effective and robust supply chain solutions across a variety of sectors where CEVA applies its operational expertise to provide best-in-class services across its integrated network.

CEVA offers competitive incentive packages, exceptional benefits and an exceptional culture for career building. Start your career with CEVA and build on our Foundations: Unity, Growth and Excellence. CEVA people are passionate about supply chain management.

Position Summary:

CEVA is currently hiring an Air Freight Business Development Director to act as subject matter expert, responsible for securing incremental revenue and market share from existing customers and new business through a targeted and clearly defined product sales strategy to achieve profitable volume growth consistent with marketing plan initiatives; and improving business development processes. This is a regional role which will serve a defined North America geographic territory. The successful candidate will become directly involved with new and existing business opportunities with a combination of own book of business and supporting the team in its territory. They will be crafting account strategies, building solutions and presenting same to the customer. In addition, this individual will be working internally to align all stakeholders and build support for these air opportunities; ensuring timely RFP/RFQ response communications, sales presentation excellence, as well as overseeing post award on-boarding. Ensure compliance with all company policies and procedures, ISO standards, and applicable regulatory requirements. Models and acts in accordance with our guiding principles and core values.

Summary of Key Responsibilities:

  • Provide overall leadership, direction and management of the business development efforts for Air Product specific industries - spearheading business development initiatives that are consistent with the company's overall strategy.

  • Develop, identify and qualify new business development opportunities through various lead sources including sales team members and relationship managers.

  • Assume a highly visible and primary negotiator seat with C-suite level stakeholders for all bid pricing and contract service level agreement terms which are held in accordance with U.S. and international laws and regulations

  • Act as lead negotiator in a "closer" role during client presentations to champion CEVA's final proposal for complex solutions related to CEVA"s Air Freight sales opportunities

  • As a market pricing feedback owner, provide timely and accurate feedback to product teams regarding pricing provided based upon customer/market feedback

  • Achieve a high win percentage of new business award while generating profitable revenues for both new and existing accounts which meet/exceed new business revenue goals in both, its own book of business and in air accounts within its geographic area of responsibility.

  • Spearhead the development and implementation of "best-in-class" sales presentation strategies, creating effective client presentation methods and programs that support increased sales

  • Build strategic relationships with key contacts within customer organizations to understand opportunities for creating value

  • Build, pursue and close on book of air customers and volumes.

  • Capitalize on value creation opportunities by working closely with the sales, operations and procurement management teams to develop creative workable solutions to customer needs.

  • Coordinate with inside sales efforts and provide flow of data on accounts and competitors.

  • Assist in development and reporting of competitive market analysis, budget preparation and executive reports.

  • Understand CEVA's emphasis on customer satisfaction and demonstrates his/her personal contribution by providing extraordinary service both to our external and internal customer.

  • Work with implementation teams on new projects to ensure customer expectations are communicated.

  • Work corroboratively with the operational staff at multiple sites and locations to ensure customers' needs and expectations are met.

  • Provide marketing support and knowledge within the company for all products and services.

  • Continually improve knowledge of the company's products and services, and follow the changes in industry to develop new products.

  • Perform other duties as required.

Education, Knowledge, Experience &

Skills:
  • Bachelor's Degree in Business Administration or the equivalent combination of education and experience required

  • Ten

  • years of Air Freight sales experience and in-depth knowledge of complex logistics solutions required. Prefer sales experiences which also includes Air, Ground and Warehousing product
  • Ability to persuade, influence, negotiate and make formal presentations in meetings and training environments required. Ideal candidate must be passionate about this function, as this will be critical to the success of this role

  • Ability to develop strong business relationships within all levels of organizations, including senior level executives, required

  • Cognizant of domestic and international regulatory compliance laws and regulations related to the supply chain and transportation industry preferred

  • Intermediate proficiency in Microsoft Office, internet, web-based and job specific software applications required.

  • Understanding of business financial principles including P&L's, budgets, financial reporting and expense control a plus.

  • Travel required for this position may be 50% or greater within the United States, and infrequent international travel as required.

Competencies:

  • In-depth knowledge of air transportation products and services.

  • Communication - expresses ideas clearly and succinctly both verbally and in writing. Willingly participates, listens and seeks advice of others. Ability to effectively present information and respond to questions from groups of managers, clients and customers.

  • Analytical examines and interprets a wide variety of data/information and makes recommendations and decisions.

  • Decisions and Problem Solving analyzing information, evaluating results and using effective approaches for choosing a course of action or developing appropriate solutions; taking action that is consistent with available facts, constraints, and probable consequences. Identifies and responds to changing needs of the company and its customers

  • Leadership - develops and communicates a vision of challenging goals, growth and progress. Motivates others to work together towards common objectives. Facilitates staff acceptance of ideas, new company policies and recommendations.

  • Coaching - providing timely guidance and feedback to help staff strengthen specific knowledge and skill areas needed to accomplish a task or solve a problem.

  • Self-Management - manage time effectively while placing appropriate emphasis on excellence and speed of response in work performance.

  • Stress Tolerance - ability to maintain an effective level of performance and continue to exercise sound decision-making skills in the face of conflicting or stressful demands

  • Results Orientation demonstrates a clear understanding of expected outcomes. Sets personal targets and strives to achieve them. Focuses efforts on adding value to the company through an emphasis on results; ensures that key objectives are met. Accepts responsibility for results.

  • Client Focused - able to anticipate and identify customers' needs and expectations and what constitutes positive customer satisfaction; and effectively meet those needs to ensure quality customer service.

  • Guide develop and secure incremental revenue and market share from new business and existing accounts to achieve profitable volume growth consistent with marketing plan initiatives and regional revenue goals.

  • Direct, develop and execute a business development plan that will lead to the successful signing of new business

  • Oversee the development, identification and qualification of new business development opportunities through various lead sources including sales team members and relationship managers.

  • Proven "business-to-business" sales leadership in the transportation, logistics, or supply chain management industry.

  • Demonstrated success in initiating sales plans, analyzing profitability of prospects, and the ability to understand the competitive influences and risks associated with individual accounts.

CEVA operates in a multicultural, global environment and is a richly diverse organization operating seamlessly as one company. We aim to attract, motivate and retain the best people in our industry, whatever their background. We share the same passion to deliver world-class solutions to our customers. We have the best supply chain professionals in the industry and develop this talent in an inspiring work environment.

CEVA Logistics is proud to be an equal opportunity work place and an affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other characteristic. We are an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individual with Disabilities.


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Airfreight BD Director - East Region

Ceva Logistics U.S., Inc.