Business Development Manager

3 weeks ago

Saanich, Canada Challenger Motor Freight Inc Full time

BUSINESS DEVELOPMENT MANAGER

ASL Distribution Services, a Fastfrate Company, is seeking a driven, experienced and dynamic Sales Candidate with a strong hunting mentality to join our team and help us expand our client base for our Precision Parcel and Package Deliveries division. If you are passionate about sales, an influential negotiator, high performer and a strategic relationship builder, we want to hear from you

The Sales Candidate is responsible for developing new business by penetrating new accounts. He/She is responsible to identify decision makers, coordinate customer meetings, and develop strategic solutions to grow revenue.

Job Responsibilities

- Deliver new billed revenue during fiscal year to meet or exceed quotas and performance metrics
- Identifies, qualifies, and closes new business opportunities primarily focused on parcel transportation while still selling and securing full menu of supply chain services offered by Fastfrate Group
- Actively seek out and engage potential clients through cold calling, networking, and other lead-generation strategies.
- Schedules customer appointments with key decision-makers to overcome barriers and identify growth opportunities
- Prepare and deliver compelling sales presentations, proposals, and agreements to prospective clients.
- Collaborates with Operations to establish standard operating procedures (SOP's) for meeting customer expectations
- Plans quarterly business reviews (QBR’s) with customers to review business trends and performance
- Applies sales strategies gained from sales training to identify areas where ASL and Fastfrate Group services can be implemented
- Participates in joint customer calls with peers and counterparts to promote our capabilities

- Creates sales strategies by gathering market information, analyzing opportunities and documenting sales methodology.
- Track sales activities and pipeline progress using CRM software, providing regular reports to management while maintaining accurate customer files.
- Works with operations to address trending issues.
- Other related duties as may be required.

Knowledge and Skills

- Parcel and package transportation
- Organized and strategic planner
- Cold Calling
- Relationship builder
- Critical thinker
- New Business Development
- Analytical with ability to conduct research and develop territory sales plans

The purpose of this role is to solution sell the full scope of services to new customers with the key deliverables achieving assigned revenue objectives and enabling maximum revenue growth.

Qualifications

Education and Training

- Minimum of secondary education, with preference of post-secondary education (business or sales stream), or a combination of education and experience.

Experience

- A minimum of 3 years experience in parcel transportation/final mile sales.
- Intermodal, final mile transportation, warehousing, drayage, and transload experience is beneficial
- Operational knowledge including various roles within transportation would be beneficial.
- A solid network and client base to call upon and demonstrated success selling in parcel transportation (final mile and/or end-to-end parcel transportation).

Skills and Attributes

- Strong hunting skills
- Proven experience in parcel transportation
- Excellent interpersonal skills and a desire to resolve problems in a timely fashion.
- Considerable tact, courtesy and diplomacy are required when dealing with Customers, either existing or new. Problem solving demands require immediate action, to ensure the consistent application of strategies for growth.
- Excellent communication and negotiation skills.
- Warehousing and transportation and general supply chain sales experience is an asset, with a desire to grow professionally.
- Computer skills in Microsoft Office, Windows environment and CRM (ie Salesforce) are key to succeeding in this role.
- Business Development focused
- Demonstrated customer relationship skills.
- Able to work deadlines in high transactional environment.
- Ability to champion business needs in a collaborative manner to colleagues.
- Results focused.

Supervision

- Able to work with little supervision

Special Requirements

- Subject to a clear criminal background check prior to employment.

Valid driver's license and access to vehicle

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