Mandate:Reporting to the Department Director, the Business Development Manager (BDM) is responsible for driving strategic growth through the acquisition of new business opportunities and the development of strong client relationships across Delmar's core offerings. The BDM identifies customer needs, develops customized logistic and supply chain solutions, and collaborates cross-functionally. This role plays a key part in expanding Delmar's market presence and contributing to overall revenue growth within targeted markets and industries.
New Business Development1. Planning and Development:
- Identifies and brings forward net new logo business opportunities within Canada - highly focused on Ontario clientele.
- Focuses on targeting sales opportunities aligned with Delmar's core services and locations.
- Establishes a prospecting plan; identifies potential clients and develops a strong network.
2. Prepare action plans:
- Maintains a good understanding of client business segment(s) and of solutions proposed by the competition.
- Identifies and analyzes customer needs, compelling events and develops strategies adapted for client conversion.
- Negotiates prices and conditions based on the type of service offering and client profile
3. Networking:
- Nurtures and penetrates existing business network
- Join memberships for networking opportunities within trade or regional networks
- Attend trade show events and conferences
4. Sales Pipeline:
- Develops and maintains a consistent pipeline of new opportunities in line with company expectations
- Maintains a conversion rate in line with company expectations
- Realize cross selling synergies within new and existing accounts.
- Execute all assigned sales campaign initiatives and activities
Account RetentionFollow-up and portfolio maintenance:- Maintain and nurture relationships with clients and support inside sales.
- Anticipates the evolution of customer demands and translates those into service offerings.
- Collaborates with Delmar's Internal Sales resources to ensure proper hand off and cultivation of new accounts
- Collaborate with Product Management Teams in developing innovative value propositions and customer solutions.
- Leverages Delmar's CRM system to manage, maintain and share information
Requirements: - Minimum 5 years of sales and/or operational experience in the 3PL Freight Forwarding environment
- Proficient in Microsoft Office and Windows-based applications
- Experience using Salesforce CRM is an asset
What You Offer: - Proven track record in integrated solution selling
- Ability to provide concrete examples of other sales accomplishments
- Ability to drive innovation
- Business Community involvement
- Detail oriented and organized approach
- Strong interpersonal and presentation skills
- Excellent written communication skills; other language skills are considered an asset
- Ability to work independently (drive and self-motivation/self-managed) and in a team environment.
What We Offer: - Competitive compensation (performance-based)
- Comprehensive benefits package, including fitness reimbursement program(s)
- Balance between work and home life
