Director Business Development - Mexico and Cross Boarder

Job Description:

Summary

The Director Business Development - Mexico and Cross Border is a senior sales position responsible for growing Ryder's Mexico and U.S.-Mexico cross-border transportation business. This role serves as the sales subject matter expert for the offering, leading new customer acquisition and expansion within existing Ryder accounts. The successful candidate brings a proven record of winning complex Mexico transportation business, established customer relationships, and the expertise to develop credible, executable solutions. Working in tandem with Ryder Mexico and domestic divisions, the DBD leads the complete sales cycle from prospecting and qualification through solution design, pricing, negotiation, award and implementation handoff. The role carries an individual sales quota and accountability for profitable growth, team selling and integrated solutions.

Essential Functions

• Own the Mexico and cross-border sales strategy and pipeline. Identify and pursue qualified opportunities across northbound, southbound and intra-Mexico transportation, prioritizing customers and lanes that align with Ryder's operating capabilities and network.
• Lead complex deal pursuits from discovery through close. Develop account plans, deal strategy, pricing recommendations, proposals and executive presentations; negotiate commercial terms with the appropriate internal approvals.
• Work in tandem with Ryder Mexico and domestic Brokerage, Dedicated Transportation Solutions, Transportation Management, Supply Chain Solutions, warehousing, intermodal/drayage, Last Mile and Fleet Management Solutions teams to identify, qualify and win shared opportunities. Define clear pursuit ownership, responsibilities and customer communication.
• Translate customer requirements into coordinated solutions across the Mexico, border-crossing and domestic portions of the move. Partner with operations, pricing, procurement and carrier teams to validate capacity, service commitments, border handoffs, security, visibility and implementation readiness before commitments are made.
• Build and expand relationships with transportation, supply chain, procurement and executive decision-makers on both sides of the border. Develop new business through direct prospecting, industry relationships and referrals across Ryder.
• Maintain commercial ownership through implementation and ongoing account development. Coordinate effective handoffs, support resolution of commercial issues, and identify opportunities to capture additional lanes, facilities and Ryder services.
• Maintain accurate CRM records, pipeline stages and forecasts. Meet revenue and operating revenue/margin objectives; track awarded versus live business and work with internal partners to convert awards into realized results.
• Maintain current expertise in Mexico manufacturing and nearshoring activity, transportation markets, border gateways and competitive offerings. Apply that knowledge to consultative selling and targeted account development.

Additional Responsibilities

• Serve as a trusted Mexico and cross-border sales resource for Ryder's domestic sales organization. Educate sellers on ideal customer profiles, discovery questions, solution options and qualification requirements; participate in joint customer meetings and strategic pursuits.
• Build a consistent collaboration rhythm with Ryder Mexico and domestic divisions to exchange leads, align account strategies, advance pursuits and address barriers to growth.
• Partner with legal, credit, compliance and operations teams to align commercial commitments with approved service scope, contractual requirements and customer onboarding needs.
• Travel to customer locations, Ryder facilities and relevant border markets in the United States and Mexico as business needs require.
• Adhere to Ryder's Policies and Procedures including Travel and Expense Policy.

• Performs other duties as assigned.

Skills and Abilities

• Expert knowledge of Mexico and U.S.-Mexico cross-border transportation services, cost drivers, pricing and customer value, Required
• Ability to explain and sell through-trailer and transload solutions, border drayage, Mexico domestic transportation and integrated domestic capacity; assess fit with Ryder's approved capabilities, Required
• Working knowledge of customs broker coordination, documentation, border processes, cargo security and carrier qualification sufficient to identify requirements and engage the appropriate specialists, Required
• Professional fluency in English and Spanish, with the ability to lead customer discovery, presentations and commercial discussions in both languages, Required
• Ability to develop and deliver executive-level proposals and articulate an integrated Ryder value proposition, Required
• Advanced consultative selling, negotiation and complex account planning skills, Required
• Ability to lead cross-functional pursuits and influence stakeholders across countries and business divisions without direct authority, Required
• Ability to create and maintain professional relationships with customers, Ryder Mexico, domestic sales teams and operating leaders, Required
• Strong commercial judgment and ability to balance growth, profitability, operational feasibility and customer commitments, Required
• Ability to diagnose customer supply chain challenges and work with operating experts to develop practical solutions, Required
• Ability to manage multiple complex pursuits, set priorities, maintain forecast discipline and meet deadlines, Required
• Ability to work independently and as a member of a team in a fast-paced environment, Required
• Effective listening, written communication, customer service and problem-solving skills, Required
• Ability to maintain confidential customer, pricing and business information, Required
• 10 years or more of transportation, logistics or supply chain sales experience, including at least 5 years directly selling Mexico and U.S.-Mexico cross-border transportation solutions, Required
• Valid driver's license and ability to travel within the United States and Mexico, including a valid passport.
• Experience selling integrated brokerage, dedicated, transportation management, warehousing or intermodal solutions supporting Mexico supply chains, Preferred
• Demonstrated record of personally originating, negotiating and closing complex Mexico and cross-border contracts, with sustained quota attainment and measurable profitable growth. Candidates must be able to substantiate their role, results and successful customer launches, Required
• Established relationships with Mexico and U.S. shipper decision-makers and demonstrated ability to generate new opportunities through an industry network, Required
• Proven experience leading joint pursuits across commercial and operating teams in Mexico and the United States, Required

Qualifications

• Bachelor's degree in business administration, finance, or related field, Required
• Master's degree in business administration, Preferred
• 5 years or more in in selling supply chain solutions and/or achieve quota attainment more than 3 times within a 60-month period, Preferred
• 5 years or more in sales experience: 3 years at quota and 2 years at 75% of quota, Preferred
• Non-Commercial Driver License CLASS E, Required

Job Category
Outside Sales

Compensation Information:

The compensation offered to a candidate may be influenced by a variety of factors, including the candidate's relevant experience; education, including relevant degrees or certifications; work location; market data/ranges; internal equity; internal salary ranges; etc. The position may also be eligible to receive an annual bonus, commission, and/or long-term incentive plan based on the level and/or type. Compensation ranges for the position are below:

Pay Type:
Salaried

Minimum Pay Range:
100000

Maximum Pay Range:
110000

Benefits Information:

For all Full-time positions only: Ryder offers comprehensive health and welfare benefits, to include medical, prescription, dental, vision, life insurance and disability insurance options, as well as paid time off for vacation, illness, bereavement, family and parental leave, and a tax-advantaged 401(k) retirement savings plan.