Business Development Manager

  • BDJ Global Logistics
  • Des Plaines, IL, USA
  • Oct 23, 2020

Job Description

The Logistics Business Development Manager will be responsible for winning new business by penetrating new clients & additional locations (accounts) and reactivating former/ dormant clients & accounts. This role will be expected to set demanding personal goals, work as hard as necessary to get things done, take challenges head on, and remain resilient in the face of difficulties. The ideal candidate enjoys selling, negotiating, and changing others' point of view while remaining calm under pressure. This role will also be expected to establish and maintain relationships with prospects and customers and build rapport by tracking opportunities and contacts and following up with them. Responsibilities: * Refine ideal client profile: demographics, psycho-graphics & trigger events. * Identify & pursue TOP 20 Target List. * Refine buyer persona(s) within ideal client profile. * Identify & pursue key stakeholders at TOP 20 Target List. * Cold outreach: phone, email & LinkedIn. * Attend targeted networking events. * Conduct introductory calls with new prospects. * Conduct qualification/ discovery calls with prospects. * Identify current state, desired future state, pains & desired gains of prospects. * Partner with Account Manager & Carrier Sales to build ideal solution & pricing for the prospect. * Present the proposal in-person (or video conference) to key stakeholders. * Overcome objections and secure the win. * Partner with Leadership, Account Manager & Carrier Sales to identify new opportunities to up sell, cross-sell product & service offerings. * Maintain regular contact with the customer including escalations. * Send monthly "Scorecard" report & recap to key stakeholders. * Conduct Quarterly business reviews with key stakeholders. Experience: * Minimum of 3 years of industry related experience (Freight Forwarding / General Brokerage). * Minimum of 3 years in outside sales with a prior track record of meeting / exceeding performance goals & expectations. * Willing to travel to regional / national client locations 50% (depending on market). * Experience using CRM, LinkedIn, and Microsoft Office. * Availability to respond to client escalations after traditional work hours. This position offers a competitive base salary. Related to: Freight, Freight Brokerage, Freight Delivery, Transportation Logistics, Logistics, Transportation, Transportation Brokerage, Trucking, Trucking Brokerage, Truckload Brokerage, Supply Chain, Supply Chain Solutions, 3PL, Third Party Logistics, Shipping, Non-Asset, Non-Asset Brokerage, OTR, lead generation, networking, cold calling, revenue growth, negotiate rates, customer service, RFP, RFQ, business development, enterprise, CRM, prospect, client development, client relationships, TL, Truckload, FTL, Full Truckload Job Requirements: * Refine ideal client profile: demographics, psycho graphics & trigger events. * Identify & pursue TOP 20 Target List. * Refine buyer persona(s) within ideal client profile. * Identify & pursue key stakeholders at TOP 20 Target List. * Cold outreach: phone, email & LinkedIn. * Attend targeted networking events. * Conduct introductory calls with new prospects. * Conduct qualification/ discovery calls with prospects. * Identify current state, desired future state, pains & desired gains of prospects. * Partner with Account Manager & Carrier Sales to build ideal solution & pricing for the prospect. * Present the proposal in-person (or video conference) to key stakeholders. * Overcome objections and secure the win. * Partner with Leadership, Account Manager & Carrier Sales to identify new opportunities to up sell, cross-sell product & service offerings. * Maintain regular contact with the customer including escalations. * Send monthly "Scorecard" report & recap to key stakeholders. * Conduct Quarterly business reviews with key stakeholders Job Type: Full-time Pay: $45,000.00 - $55,000.00 per year Benefits: 401(k) 401(k) Matching Dental Insurance Health Insurance Life Insurance Paid Time Off Vision Insurance Schedule: Day shift Monday to Friday Experience: staffing: 5 years (Preferred) Sales: 5 years (Preferred) Education: Bachelor's (Preferred) Work authorization: United States (Preferred) Additional Compensation: Commission Bonuses This Company Describes Its Culture as: Detail-oriented -- quality and precision-focused Aggressive -- competitive and growth-oriented Team-oriented -- cooperative and collaborative Benefit Conditions: Only full-time employees eligible Work Remotely: No