Director of Business Development

2 weeks ago

Etobicoke, Canada XTL TRANSPORT INC. Full time

Summary:

The Director of Business Development (DBD) is responsible for leading and executing the sales and account development strategy in their designated region to support the company's ambitious growth objectives. This role involves overseeing a team of Business Development Executives and working closely with cross-functional teams to secure new business, retain existing accounts, and maximize profitability. The DBD will ensure alignment with corporate strategic goals, maintain a robust pipeline, and develop strategies to penetrate markets, particularly in Cross-Border Transportation Management and Market Expansion between Canada and the U.S. Additionally, the DBD will oversee the management of corporate accounts based in both Canada and the U.S. to ensure sustainable growth and long-term partnerships.

Organization Consideration: This position is accountable to the Vice President of Sales & Marketing and manages the activities of the Business Development Executive team within the defined region.

Responsibilities

1. Leadership and Team Management

· Lead, motivate, and develop a team of Business Development Executives to achieve regional and cross-border sales targets.

· Provide strategic direction and mentorship, ensuring the team is equipped to drive revenue and meet KPIs.

· Foster a high-performance culture focused on accountability, customer engagement, and results-driven performance.

· Act as a subject matter expert, assisting with prospecting, negotiations, and closing complex cross-border deals.

· Review team performance regularly and provide actionable feedback through evaluations and coaching.

· Collaborate with the VP of Sales to set regional and cross-border objectives aligned with corporate growth strategies.

2. Sales Strategy and Execution

· Develop and implement a cross-border sales strategy aligned with corporate goals and market demands.

· Lead efforts in new business acquisition and account development, focusing on high-priority, high-value cross-border targets.

· Oversee qualification processes to ensure the sales team engages in consultative selling to meet customer needs.

· Regularly refine the sales process to optimize conversion rates from lead generation to closure.

· Monitor industry trends, competitor activity, and client needs to keep the cross-border strategy proactive and adaptable.

3. Relationship Management and Client Engagement

· Build and maintain strong relationships with senior executives and decision-makers within key corporate accounts in Canada and the U.S.

· Ensure the retention and growth of existing corporate accounts by identifying new cross-border business opportunities and developing strategic account plans.

· Oversee quarterly business reviews (QBRs) and key client meetings to ensure high levels of service and engagement.

· Collaborate with the Operations and Customer Service teams to address client concerns and drive satisfaction.

4. Budget and Performance Management

  • Develop and manage the regional and cross-border sales budget, ensuring forecasts and revenue projections align with corporate growth objectives.
  • Monitor sales performance and adjust strategies to meet regional and cross-border sales targets.

· Ensure adherence to pricing and contractual guidelines to optimize profitability and mitigate risks.

5. Cross-Functional Collaboration

· Collaborate with the Pricing, Marketing, and Operations teams to develop targeted cross-border sales campaigns and customer-specific solutions.

· Work with Marketing to align branding, communications, and outreach efforts with cross-border sales strategies.

· Ensure timely and effective responses to RFPs, proposals, and customer inquiries, partnering with internal teams to deliver high-quality solutions.

6. Culture and Values

  • Support and actively demonstrate XTL's core principles and company culture.
  • Promote a work environment based on values of "LEAD WITH GRACE": Leadership, Empowerment, Appreciation, Diversity, Work Ethic, Integrity, Trust, Honesty, Growth, Respect, Agility, Creativity, and Excellence.
  • Encourage innovation, agility, and creativity, ensuring a dynamic, forward-thinking approach to business development.

Performance Objectives

· Achieve or exceed annual cross-border sales and revenue targets, measured through quarterly and annual results.

· Ensure consistent growth in the cross-border pipeline, focusing on high-value accounts and emerging opportunities.

· Maintain client satisfaction and retention, contributing to revenue expansion through effective corporate account management.

· Collaborate with cross-functional teams to execute the cross-border sales strategy and ensure operational excellence.

Main Requirements and Competencies

Skills & Abilities

  • A minimum of 5-7 years of experience in sales leadership, ideally within transportation, warehousing, and logistics sectors.
  • Proven track record of successfully managing and growing regional sales teams in a B2B environment.
  • Strong strategic thinking, aligning business development efforts with corporate goals.
  • Excellent communication, negotiation, and relationship-building skills.
  • Ability to engage senior-level decision-makers and manage complex sales cycles.
  • Expertise in sales management tools, including Salesforce, and proficiency in MS Office Suite.
  • Knowledge of industry-specific software (TMS, WMS) is a plus.
  • Valid driver's license and ability to travel within the region and into the U.S.

Resolution of Problems and Initiative

  • Strong problem-solving skills, able to navigate complex client issues and market challenges.
  • Demonstrate confidence in decision-making and the ability to drive initiatives independently.

Work Environment

· The role requires approximately 40-50% travel within the region and across the Canada-U.S. border, with occasional travel to corporate offices.

· Ability to travel on a monthly basis within the U.S. and Canada.

· The remaining time will be spent in the office, depending on team requirements.

· Ability to meet tight deadlines and adapt to changing business conditions.

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