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Livingston International · 6 days ago

Director of Business Development - Freight

United States

Full-time

Remote

Lead/Staff, Director/Executive

5+ years exp

Livingston International provides clarity in a world of trade complexity, assisting businesses with customs brokerage, trade consulting, global trade management, and freight needs. The Director of Business Development is responsible for developing sales strategies, leading the sales team, and ensuring revenue generation in the defined geographic region.

AppsConsultingLogisticsSupply Chain Management

Hiring Manager

Rebecca McQueeney

Responsibilities

Define revenue goals for the region, define individual performance requirements, communicate business development plans and leverage incentive programs to motivate team to overachieve revenue target

Manage high-performance teams by establishing a spirit of cooperation and cohesion for achieving goals, displaying attributes that make people want to follow. Lead by example as a hands-on team player with a “roll up the sleeves can-do attitude”. Mentor, inspire, challenge and coach sales team to overachieve their assigned revenue target within identified geography

Instill an executable discipline for proactively identifying, creating opportunities and coordinating resources applicable to growing revenue within the geography

Ensure sales team members are equipped with the product knowledge, selling-skills and business development strategies required to be successful. Identify performance and training gaps and recommend solutions or training to maximize revenue goals

Develop and manage the team to meet and exceed revenue target

Manage overall performance and activities of the sales team which includes managing individual revenue targets; ensure that clients and key prospects information are populated into the CRM (Salesforce.com) and produce accurate individual Business Plans reports on a monthly basis

Maximize the region’s strength in market position to drive new revenue from prospect accounts and existing accounts

Review and analyze information provided by Marketing, Sales Ops, CRM (Salesforce.com), Client feedback and other sources to determine gaps, opportunities or threats and take the necessary steps to capitalize on opportunities

Personally devise and lead business opportunities and actively work to assist in business development activities. Establish and maintain effective relationships with clients. Attend and participate in sales meetings

Train the team on brand building techniques and how to prepare effective presentations, proposals and RFP responses

Understand the competition (strengths, weaknesses, opportunities, threats) and act on them. Create the business development plan and execute the strategy to expand business to develop new revenue within the geography in alignment with the company’s strategic plans

Meet regional sales financial objectives by forecasting requirements, analyzing variances and initiating corrective actions

Maintain professional internal and external relationships that meet company core values

Proactively establish and maintain effective team relationships with all support functions

Work closely with operational functions to ensure new clients’ needs are addressed

Build and maintain key relationships with potential clients

Work in close collaboration with the marketing solution specialist and other Director of Sales (other regions). Share best practices and develop solutions which benefit all stakeholders. Promote cross functional selling of LII solutions and promote and monitor synergy between the regions lead Program

Perform other related duties as assigned by management

Adhere to established policies and procedures

Qualification

B2B salesSales team managementRevenue generationSalesforce.comNegotiation skillsAnalytical skillsTeam developmentCommunication skillsRelationship building

Required

5 years of related experience

Team management experience

Bachelors Degree or equivalent

Preferred

Knowledge of Salesforce.com, CVI and Challenger Selling tools are beneficial but not a requirement

Proven track record of building and developing high performing sales team

Excellent needs assessment skills. Ability to anticipate, determine, capture and analyze customer-specific, trade-related business information requirements

Strong recruitment, development and retention experience

Effective and persuasive negotiator

Proven success building a pipeline within identified strategic accounts, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with key decision-makers. Proven track record of achieving/exceeding revenue targets

Excellent B2B sales and customer retention experience