Business Development Director - Dedicated Accounts

Department:

Job Description:

JOB SUMMARY:

The Business Development Director – Dedicated Accounts will be responsible for leading and driving the dedicated sales efforts to achieve revenue and growth targets. This role specifically targets customers throughout the United States with a focus on shippers that operate a private fleet or currently contract with a Dedicated provider. This position is responsible for meeting with executive decision-makers to prospect and hunt new Dedicated service offerings. This position is the primary owner of the account(s) to which it is aligned and focuses on defining the opportunity strategy to sell to the customer.

Uncapped incentive with Competitive pay!!

JOB DESCRIPTION:

Key Responsibilities

• Complete understanding of analyzing complex shipment data, design preparation, and Dedicated pricing models.
• Actively prospecting and generating leads through various channels, including cold calling, networking, referrals, and researching.
• Understanding the transportation needs of prospective customers and providing customized solutions that earn Stevens Transport a sizable market share.
• Preparing and submitting business contracts, pricing agreements, and terms of service that secure new business partnerships.
• Collaborating with internal teams, including operations, accounting, and engineering to ensure seamless service delivery and customer satisfaction.
• Consistently conferring with customers to evaluate performance while soliciting additional business.
• Preparing and delivering sales presentations for virtual and face-to-face meetings with customers (extensive travel may be required)
• Staying up to date on transportation and refrigerated shipping industry trends
• Execution of account pricing strategies with Executive Team
• Develop sales plans that are future-oriented, support business strategies and reflect understanding of emerging, as well as existing, opportunities and markets.

QUALIFICATIONS:

Minimum Qualifications

• 3+ years of demonstratable success selling Dedicated Contract Services solutions with a strong emphasis on new customer acquisition.
• Ability to identify target markets, industries and potential clients to independently generate & qualify leads and convert to sales opportunities.
• Ability to uncover customer needs and assimilate them into compelling value propositions that build an effective case for change thus increasing the probability of sales success.
• Ability to leverage market insights to adjust sales strategies and identify areas for innovation & differentiation and connect these to Stevens’ core value propositions.
• Experience in developing and presenting compelling proposals that showcase our value proposition and case for change to potential dedicated contract carriage clients.
• Relationship building at the Executive and C-Suite levels.
• Extensive experience in networking with transportation department decision makers
• Experience carrying new client proposals from cradle to grave completion.
• Ability to identify and pursue new business opportunities and partnerships within the transportation sector.
• Up to date with current industry trends, market dynamics, and competitor activities
• Experience working closely with cross-functional teams to ensure alignment between sales, operations, and customer service
• Significant understanding of the transportation industry, including logistics, freight, and supply chain management

Preferred Qualifications

• 2+ years of dedicated contract services operations or customer service experience (on-site a plus).
• 3+ years of experience selling temperature control/refrigerated dedicated contract services solutions.
• Salesforce.com experience
• Demonstrates a “constantly qualifying” approach to pipeline management and time investment.
• President’s Club or equivalent achievement for dedicated contract services sales performance
• Experience selling in a smaller/start up dedicated business unit
• Experience in selling specialized dedicated contract carriage solutions (assets and/or services)
• Exceptional negotiation, presentation, and closing skills for dedicated contract services accounts   

SKILLS AND ABILITIES:  

• Sales Cold calling
• Highly Competitive
• Multi-tasking
• Business Development
• Overcoming objections
• Presentation skills
• Problem solving
• Goal setting
• Opportunity identification
• Prospecting
• Cross functional collaboration
• Reporting and Analysis
• Relationship building
• Sales cycle completion
• Negotiations
• Client prospecting
• Strategic think
• Networking
• Lead evaluation
• Exceptional Communication
• Accounting & Finance
• Analytical thought
• Transportation Law
• CRM expertise – Salesforce.com
• Account Management

Work Experience:

8-10 years of progressive experience in sales and business development within the transportation industry.

Education:

Bachelors: Business Administration/Management (Required), Bachelors: Business Communications

Workshift:

Education:

In compliance with Federal and State equal employment opportunity laws, qualified candidates are considered for all positions without regard to race, color, religion, sex, national origin, age, marital status, veteran status, non-job-related disability, or any other protected group status.