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Director, Business Development

2 months ago

Calgary, Canada Trimac Transportation, Ltd (ND) Full time

WHY TRIMAC?
Are you a highly motivated self-starter who continually looks for new opportunities and initiatives to drive change across the organization? Are you looking for a creative, challenging job that contributes to your community's way of life in a stable industry? Are you highly collaborative and believe that the best results are achieved through strong relationships and partnerships? Trimac is a North American company with over 75 years of history that is geared to embrace a changing, technology-driven future and we're looking for candidates who want to join us on our journey

THE ROLE
This position sets the strategy and leads a team of marketing and business development professionals charged with identifying and securing and managing client relationships for Trimac's truckline-adjacent companies and business units. Combining an industry network of connections and contacts and broad knowledge of transportation services, modes and delivery models, the successful leader will establish and maintain the company's profile of brands and capabilities with current/prospective customers and markets.

This position regularly interacts with all levels of internal management, portfolio company leadership teams, and senior decision makers at client organizations.

WHO YOU ARE

  • An experienced leader and sales professional with experience across all key transportation modes and service lines (trucking, warehousing, freight forwarding, brokerage, intermodal, tank wash, equipment maintenance)
  • Leading cross functional teams to assess, develop and execute new initiatives based on business cases which clearly outline anticipated costs, benefits, and risk-adjusted ROI
  • A decisive individual capable of providing big picture perspective and sound judgement
  • Excellent communications skills; able to relate to people at all levels of an organization and at all levels of technical competence
  • Well connected, organized, self-directed & able to cultivate a wide array of internal and external connections, prospects and strategic relationships
  • Situationally aware and able to dynamically shift between creativity & flexibility, and holding the line depending on the situation & circumstances
  • Demonstrated ability to set clear, specific & challenging goals, and leading his/her organization towards achieving them
  • Strong negotiation skills and experience drafting, interpreting and implementing contracts
  • Recognized problem solver with ability to get to yes, and always pushing to close
  • Constantly balances meeting customer needs and creating value for the organization
  • Leading cross functional teams to assess, develop and execute new initiatives based on business cases which clearly outline anticipated costs, benefits, and risk-adjusted ROI
  • Excellent prioritization and triage skills; able to allocate and direct resources to immediate/urgent matters without sacrificing longer term objectives


A DAY IN THE LIFE

Increase Trimac's reach, capabilities, and diversification by cultivating relationships by creating and implementing a sales planning and management strategy to significantly expand revenue and market share of Trimac's truckline-adjacent segments, and develop new services as appropriate.

Specific accountabilities include:
  • Developing and implementing both strategic account and regional sales plans that are consistent with the overall company strategic plan
  • Working with parent and portfolio company management to establish and achieve annual volume, price and market share budgets / forecasts
  • Monitoring and reporting on price, volume and market share performance
  • Setting and being accountable for the achievement of the Sales team's plans and budgets
  • Selling consolidated services to customers across all operating regions and portfolio companies and collaborating with business unit leaders to resolve service concerns
  • Maintaining rapport with key customers by making periodic visits, exploring their needs and partnering to resolve problems, elevating the customer throughout the organization and enhancing customer engagement
  • Attending industry events to expand and enhance business networks, generate opportunities and increase the profile of the company's brands and services
  • Monitoring industry and competitive landscapes to identify, prioritize and execute strategies to capitalize on market opportunities

REQUIREMENTS

  • Business Degree (Master's Degree or professional designation preferred)
  • 10+ years progressive leadership or management experience in transportation operations or other multi-location, heavy industry, safety sensitive environment
  • Previous experience in heavy machinery, railway, warehouse or distribution center environments strongly preferred
  • Strong knowledge of ISO tank transportation regulations, industry best practices and safety standards.
  • Proven track record of strategic planning, financial management and business development.

Examples of Accountabilities 2024

  • Establish and deepen Trimac strategic relationships within the SEP markets
  • Assist Trimac operations team in achievement of target volume and profitability of former Butacis/Five Aces assets
  • Assess and implement the appropriate market positioning and go-to-market plan for Trimac's transloading/warehousing, including the ISO container and AIP businesses
  • Develop a capacity management framework to maximize utilization and returns for existing "brownfield" maintenance and wash rack facilities. Identify market opportunities to partner, acquire competitors or develop new "greenfield" sites
  • Conduct a market assessment regarding opportunities to expand the ISO container storage markets and, if warranted, develop a business case to secure expansion capital
  • Collaborate with leadership and HR teams to identify workforce needs and align talent acquisition strategies with business objectives

SAFETY COMMITMENTS

  • We make Safety a part of every decision.
  • We make Safety personal.
  • We have the courage to intervene.
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