Franklin Park, Illinois
Director of Sales and Business Development Job Opening in Franklin Park, Illinois - SALES LEADER
THE COMPANY
Headquartered near Chicago, this culture and values focused company has locations throughout the United States and is poised to double in size in 2017. As a logistics innovator, the company's expertise includes: Value-added Warehousing and Distribution (VAWD), Operations Staffing, Transportation Management services, and Technology based solutions. This Company serves customers ranging from Fortune 50 companies to mid-sized organizations, in industries as diverse as consumer products, industrial parts, transportation, medical supplies and devices, and aerospace & defense.
THE POSITION
In addition to generating new commercial accounts, the Sales Leader will generate new sales and incremental Recurring Monthly Revenue within the existing customer base. The successful candidate will be able to leverage previous accounts and bring in new accounts. Responsibilities include the following:
Generate new sales of over $3mm per year.
Identify and meet with the ?Decision Makers? at targeted prospect companies
Determine prospect/customer?s ?Needs Gap? and effectively communicate how the Company?s 3PL services/solutions fills that ?Needs Gap?
Lead all business development prospect discussions for 3PL services focusing on value-added warehousing and distribution (VAWD), Contract Logistics, and Transportation Management services.
Focus on selling 3PL services to prospective customers in the Manufacturing, Consumer Products, Healthcare/Pharma and aerospace & defense industries.
Develop and manage the sales pipeline required to meet the annual new business and client retention goals.
Create and present professional, effective, profitable, and ?win-win? customer proposals.
Collaborate with internal resources to develop pricing and RFP responses.
Accurately process customer transactions such as orders and quotes
Participate in weekly meetings to discuss sales pipeline, sales forecast, tactics, RFPs, new sales, existing jobs and billing.
Work with all functional teams within the organization (marketing, operations, HR, finance).
Manage time effectively, meet personal goals and work effectively with all colleagues.
Maintain proficiency in using personal computer, customer management software and other common office equipment and software.
Follow company policies and procedures, and model Core Values.
Attend team meetings concerning sales targets, forecasts, and goals.
Participate in fielding incoming telephone calls as needed.
Complete and deliver customer contracts and get signed paperwork returned promptly.
Lead/participate in Customer performance reviews.
Key Internal Relationships include:
Daily communication and interaction with President & CEO as well as other Executive Management.
Regular communication with Operations and Finance (referrals, existing customer needs).
Interacts with other Business Unit Leaders and sales reps to discuss solutions for customer projects and or quotes.
Maintains a positive and good relationship with customers and operations.
THE INDIVIDUAL
This person will have prior sales experience with a logistics company and have a track record of increasing sales each year. Personal skill set should include:
Has sold over $3mm in new sales each year.
Proven ability to navigate complex organizations and meet with targeted decision makers.
Proven ability to prospects/customers identify ?Needs Gap? and effectively communicate how their Company?s services/solutions fills that ?Needs Gap?
Must have minimum 8-10 years business development experience in the 3PL industry, specifically with Value added Warehousing & Distribution (VAWD) and Transportation Management.
Strong demonstrable success in achieving multi-million dollar sales, especially in 3PL within the Manufacturing, Consumer Products and Healthcare/Pharma industries.
Experienced with 3PL warehousing & transportation management services, industry trends, and competitive landscape.
Excellent communication and presentation skills and expertise in consultative selling methods.
Ability to independently manage a sales pipeline of prospects and multiple business development proposals.
Strong computer skills with PC-based desktop applications, such as MS PowerPoint, MS Word, MS Excel, email, and web-based meeting and presentation applications. Experience with CRM applications is preferred.
Basic knowledge of supply chain systems, especially for transportation and warehouse management.
Highly energetic and internally motivated.
Communicates effectively & persuasively over the phone to a high volume of people throughout the workday.
Able to repetitively overcome objections from sales leads.
Excellent organizational and time management skills; Plans, prioritizes, and organizes work effectively.
Excellent relationship management and networking skills
Decision-making, problem resolution and creative thinking skills.
Must be honest, compassionate, assertive and systematic.
Strong PowerPoint / Presentation development experience.
Manages difficult situations effectively.
Demonstrates willingness to undertake duties as assigned.
Keeps current on new industry specific solutions, case studies, capabilities for our customers.
Demonstrates a positive attitude and uses sound judgment.
Works effectively with others in a variety of settings.
Represents the values of the company.
Bachelor Degree (B.A.) from four-year college or university.
Job Type: Full-time
Required education:
Bachelor's
Required experience:
Business Development: 3 years
Logistics: 3 years
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