DescriptionSummary:The Director of Business Development is responsible for delivering new business consistent with Walker SCM's sales strategy and revenue growth. This position reports to the Vice President - Customer Development. New business goals will be tied to specific sales metrics including annual financial targets, increasing new customer logos, and expanding services with existing customers. The service offerings associated with new business pursuits include any combination of Warehousing, Domestic Transportation, Co-Packing, Value-Added Services, and International Freight Forwarding. New business contracts should be minimum 12-month term or ideally longer. Industry focus will be as a "generalist" in principle. However, each BD will focus on one or two channels ranging from Consumer, Retail, Life Science, Technology, Industrial, and Automotive. Assignment of an Industry focus will also depend on the company's growth priority combined with individual BD skill sets. Lead generation and sales pipeline will be the responsibility of each BD. Walker provides access to company CRM software tools, conferences, association memberships/affiliations, and networking events. As part of our Account Management program, BDs will also perform a "sales support" role for existing customers. The objective is to collaborate in tandem with Operations to provide commercial contract support, strategic engagement, and promote new service offerings. Strong interpersonal and team building skills are essential to partner with all Walker SCM departments including Ops, Engineering, Quality, Finance, IT, and the Executive Team.
Responsibilities:- Act as a true hunter - proactively identify and pursue new business opportunities, using a consultative approach that uncovers prospects' real challenges and creates pathways to engagement.
- Build and maintain an active pipeline against aggressive revenue and profitability targets, with accurate forecasting.
- Lead end-to-end RFI and RFP processes, from opportunity identification through contract execution.
- Develop targeted account strategies and negotiate commercial agreements that support sustainable, profitable growth.
- Take a consultative approach with every prospect and customer, building relationships beyond procurement to decision-makers, P&L owners, and executive leaders.
- Support existing customers through renewals, repricing, and QBRs to preserve retention and identify expansion opportunities.
- Build strong, collaborative relationships across Operations, Engineering, Quality, Finance, IT, and Executive leadership.
- Align internal resources to support customer requirements and promote a customer-focused culture.
- Monitor market and industry trends, providing "voice of the customer" insight to position yourself as a trusted advisor and Walker for new opportunities.
Represent Walker at conferences, networking events, and industry associations to build brand presence and pipeline. - Build strong peer relationships and contribute to team knowledge-sharing, while demonstrating the strategic thinking and leadership presence Walker looks to cultivate for future growth.
- Maintain current knowledge of supply chain trends and best practices as a continual student of the profession.
Qualifications:- Bachelor's Degree in Business, Supply Chain, or relevant discipline
- Minimum 10 years' experience in related field(s)
- Prior experience in Operations, Transportation, or related field that demonstrates deep knowledge of the 3PL space preferred
- Superior Listening, Oral, and Written skills a must
