Business Development Manager

Objectives of the Position

The Business development manager (BDM) is responsible for increasing gross profit and market share while developing ongoing relationships with new and existing customers. Responsible for gaining new clients and developing existing client business in line with Rhenus Air & Ocean's growth strategy and the country's sales budget and targets. Responsible for prospecting new customers and closing new business within the medium-large size segment (B, C & D accounts). You will leverage all Rhenus logistics services, with an emphasis on the ocean, air, warehousing, and customs brokerage.

Principle Accountabilities

• Effectively executes sales activities and maintains a pipeline to generate revenue to meet or exceed net revenue goals and expectations
• Understands market conditions and competitive landscape to provide efficient and effective modes of transportation solutions for the customer
• Win, retain and develop customers through sales activities by actively setting the appointments for face-to-face sales meetings with customers and following the schedule laid by inside sales.
• Develop and execute a successful territory management strategy that expands Focal Point's customer base and achieves bookings and revenue targets
• Establish a detailed, comprehensive understanding of Focal Point's capabilities, service offerings, value proposition, market positioning, selling strategy and process, as well as our competitors and key differentiators
• Cultivate productive relationships with key personnel in current and targeted accounts.
• Identify, engage, qualify, develop, and win new clients
• Manage, support, and grow relationships with existing clients as a consultative seller
• Research targeted accounts and clients using internal and external resources, capturing and using gathered information to drive data-driven outreach and follow-up communications.
• Planning and expenditures

• Proactively coordinate with other Focal Point resources to drive sales cycles, meet company objectives, and exceed client expectations.
• Key personnel include:
  • Subject Matter Experts.
  • Practice Leadership
  • Sales Management
  • Marketing Department
• Understand industry landscapes and follow trends that impact our client's business risk, strategic decision-making, and budget
• Provide accurate sales pipeline updates and sales forecasts
• Proactively populate and maintain all information in Sugar CRM; and complete sales status updates, reports, and related administrative deliverables.
• Significant experience with enterprise sales, with both strategic planning and in day-to-day execution, specifically including:
  • A proven performance record with demonstrated year-over-year metrics
  • A successful record of meeting or exceeding sales goals
• Ability to take personal ownership of professional goals and achieve clear monthly, quarterly, and annual targets
• Strong ambition and charismatic sense of urgency
• Energetic networker and relationship-builder
• Ability to work with and effectively coordinate across extended internal teams
• Excellent, professional written and verbal communication and interpersonal skills.
• Demonstrated ability to meet $3-5M yearly sales quotas, and maintain a pipeline of at least $6M
• Utilize market data and develop sales strategies to increase MNC and Global customer base
• Maintain a thorough knowledge of products and services offered by the company
• Travel throughout assigned territory to meet with regular and prospective customers
• Able to develop and maintain strong business relationships
• Provide pricing, and credit terms and prepare sales contracts for orders obtained
• Provide activity reports and sales plans for the assigned territory
• Actively participate in aggressive sales and skills training
• Adhere to all requirements outlined in the Sales Policy
• Strategic/analytical thinker while tactically strong
• Other duties as may be assigned

Education & Work Experience Requirements/Skills

• Excellent organizational skills
• Excellent written and verbal skills
• Excellent presentation and interpersonal skills
• Thorough knowledge of transportation industry logistics and freight forwarding
• Thorough knowledge of successful sales techniques
• Strong presentation skills including knowledge of Power Point, Microsoft Office suite
• Detail-oriented, able to multitask and meet deadlines
• Self-motivated, able to work in a team and independently
• Must have a valid driver's license and safe driving record
• College degree preferred
• 1-5 years of successful sales experience in the freight forwarding, logistics, and or transportation industry
• Experience with CMS system
• Values a diverse and inclusive work environment
• Strong ability to establish and manage relationships with varying levels of stakeholders
• Demonstrate competence in conflict management, decision making and strategic planning
• Good working knowledge of FF services, supply chain, including ocean & air (export & import)
• Familiar with incoterms
• Located within 300 miles proximity of the sales territory
• Willingness to travel
• Based in Northern California, Arizona, Oregon or Nevada