Business Development Vice President- TM

Summary:

The VP Business Development Transportation Management is responsible for evaluating strategic options to drive sales results with new and existing customers for transportation management services. Strives to make the Company an industry leader by targeting and closing opportunities that align with existing capabilties. Partners with operations leadership to develop offerings that enhance the Company's value propositions and market competitiveness.

Job Duties: -

* Identifies new business opportunities and develops relationships with targeted prospects, focusing customer proposals based upon value propositions leveraging TMS benefits, customer network enhancements, process improvements, transportation optimization, and procurement opportunities in support of company's mission and goals

* Drives new sales by upselling existing customers with transportation management services

* Identifies and executes sales across service offerings to include warehouse and international while focusing on transportation management

* Develops strategies to generate profitable sales in both new and existing accounts to meet and exceed revenue goals

* Leads contract negotiations for sold business within provided commercial guidelines with support and direction from leadership

* Provides direction to marketing team to develop lead generation strategy that targets preferred business

* Identifies opportunities for improvement within processes, pricing, margin, and operations to ensure the closing of new business

* Provides insight to pricing strategy that will drive new business wins, while ensuring that the company is profitable and is managing risk

* Collaborates with internal teams to develop solutions content, presentation material, and collateral to create winning proposals and to ensure an efficient work flow

* Supports cross selling and integrated selling opportunities with other business units as directed by leadership

* Partners with executive leadership team to develop strategy around market trends, products, and services in order to ensure a competitive transportation management offering

* Other duties as required and assigned

Requirements:

* Bachelor's degree in Business/Logistics or related area of study from a 4 year college or university

* Minimum 10 years experience as a sales executive in an applicable market; or an equivalent combination of education and training

* Proven track record of successfully selling managed transportation solutions

* Experience preferred in the areas of selling complex, non-asset based transportation management solutions focused on dry goods and transportation modes including parcel, LTL, and truckload.

* PC literate to include Microsoft Office products such as Word, Excel and Outlook

* Experience and ability to lead cross-functional teams for complex sales and ability to lead sales teams

* Ability to write reports, business correspondence, and respond to Request for Proposals

* Ability to identify customer pain points and opportunities and to develop and present compelling value props to client

* Ability to effectively present company information to customers and prospects, who may be unfamiliar with the organizations

* Ability to respond to questions from groups of managers, customers, potential customers and co-workers

* Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists

* Ability to work with internal groups to solve problems on the behalf of customers and prospects

* Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form

* Ability to negotiate profitable partner relationships (contracts) with regional and national logistics clients

* Dynamic leadership skills

* Ability to travel up to 50% of time

Environment:

While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel. The employee frequently is required to sit, reach with hands and arms, and talk or hear. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 10 pounds, and is regularly exposed to ambient lighting and temperate climate conditions.