5 years of sales and/or operational experience in 3PL Freight Forwarding
Proficient in Microsoft Office and Windows applications
Experience with Salesforce CRM is a plus
Strong interpersonal and presentation skills
Ability to work independently and in teams
Responsibilities
Identify and pursue new business opportunities, focusing on Ontario clientele
Establish and implement a prospecting plan to target potential clients
Analyze customer needs and develop tailored strategies for client conversion
Negotiate pricing and service conditions based on client profiles
Maintain and nurture relationships with clients, supporting inside sales efforts
Develop and sustain a sales pipeline that meets company expectations
Leverage CRM tools to manage client interactions and information
Benefits
Comprehensive benefits package, including fitness reimbursement
Emphasis on work-life balance
Performance-based compensation opportunities
Full Job Description
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 Development
1. 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 Retention
Follow-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)
