The Director of Business Development is responsible for customer development of contract logistics in assigned territory, segmentation or vertical. The Director of Business Development is accountable for sales performance, profitable achievement of sales goals, and achieving sales objectives set by management. With a thorough understanding of the customer's business model, the Director of Business Development will identify logistics solutions utilizing Landair products and services that translate into closed, contracted business deals.
This position will be expected to perform to an annual quota set by, and agreed to, with the SVP, Sales & Marketing. This position can be located anywhere.
Aligns assigned market with the Regional sales organization's objectives with firm business strategy through active participation in sales strategy development, forecasting, sales resource planning, and budgeting
Provides input and needs assessment for territory and/or segmentation for effective sales and resource deployment
Meets assigned targets for profitable sales volume, market share, and other key financial performance objectives
Manages market aligned to performance metrics through the sales management system (Salesforce.com). This includes managing performance through the critical performance measures; ensure pipeline activity meet objectives for sales channels / market, and ensure meeting sales goals. Activates to include, but not limited to; maintaining an active sales pipeline as defined above, with a top 50 active customers/prospects, 200 targets for presales to call on and works collaboratively with operations, engineering and sales management in preparing pricing and solutions.
Performs Regional sales positon while fostering a culture of accountability, professional development, high-performance, and ethical behavior.
Accountable for the assigned sales market budget. Continuously assessing and offering feedback on existing sales organization support investments, including those in technology, training, and administrative support. Ensures support investments yield productivity benefits consistent with established objectives.
Advocates sales organization change initiatives by working with VP - Regional Sales continuously assessing the need for organizational change, advocating change initiatives, and working within constructive plan developed for organizational change.
Establishes and maintains productive peer-to-peer relationships, and with customers and prospects.
People/relationships focus Team building Inspire, motivate others, and engage their commitment
Involve others in decision-making process Cooperative, collaborative decision-making Must assume responsibility for risk
Required Job Qualifications:
Knwledge, Skills, and Abilities:
Driven, strong relationship building skills, self-motivated, excellent written and verbal communication, problem solving, analytical thinker.
Education and Experience:
B.A. or equivalent in a related business, sales, marketing, logistics, management, or related area
Minimum 5 years of related experience, with home office setting and geographic territory experience
Extensive knowledge of Transportation (Dedicated Cartage and Transportation Management), Warehousing and 3rd Party Logistics
Record of excellent sales performance results in the applicable market
PC literate to include Microsoft Office products such as Word, Excel and Outlook
Ability to manage multiple projects occurring simultaneously Multi-tasking Sense of urgency for goal achievement Fast-paced environment
Landair is an Equal Opportunity Employer
VEVRAA Federal Contractor