Summary
The Director Business Development (DBD) is responsible for leading the pursuit of new business and expansion/renewal business as applicable. A successful DBD will coordinate the complete sales cycle process including lead generation, prospect qualification, and leading the cross-functional pursuit team by providing clear direction on deal strategy: pricing, service, value proposition, and presentation message and medium. The focus for this position is on new sales contracts, team selling, and solution selling. The individual will be issued a sales quota, for which they will be held responsible.
Essential Functions
- Lead deal pursuit: Create deal and pricing strategy, proposal plan of attack, prospect new brands and develop industry network to build pipeline, explore cross-sell opportunities where applicable, negotiate contracts, and close deals.
- Continued commercial support on accounts closed: Explore cross-selling opportunities for existing clients.
- Further education on vertical for consultative selling.
Additional Responsibilities
- Focus in one vertical/business unit – can work other deals at sales leader’s discretion. Understand how Ryder’s solutions can be customized to meet customer’s needs. Transition new accounts to combo after 24 months unless otherwise decided by Sales & Operations management. Transition new business to Director of Key Accounts to further develop after 24 months unless otherwise decided by Sales & Operations management.
- Propose $120 million over a 5-year period.
- Sign 1 cross-sell opportunity SCS/DTS.
- Adhere to Ryder’s Policies and Procedures including Travel and Expense Policy.
- Performs other duties as assigned.
Skills and Abilities
- Ability to listen, write, and speak effectively; inform, explain, and give instructions.
- Develops and delivers effective presentations.
- Effective interpersonal and negotiation skills.
- Demonstrates customer service and problem-solving skills.
- Ability to manage multiple assignments and tasks, set priorities, and adapt to changing conditions and work assignments.
- Ability to effectively think, speak, and act without preparation.
- Ability to create and maintain professional relationships within all levels of the organization (peers, work groups, customers, supervisors).
- Ability to influence internal and/or external constituents.
- Ability to maintain confidential information.
- Ability to work independently and as a member of a team.
- Ability to work within tight timeframes and meet strict deadlines.
- Demonstrates time management and priority setting skills.
- Flexibility to operate and self-driven to excel in a fast-paced environment.
- Understanding of services, costs, pricing, and value expert required.
Qualifications
- Bachelor's degree required in business administration, finance, or related field.
- Master's degree preferred in business administration (MBA).
- Five (5) years or more of sales experience: 3 years at quota and 2 years at 75% of quota required.
- Five (5) years or more in selling supply chain solutions and/or achieve quota attainment more than 3 times within a 60-month period required.
- Understanding of services, costs, pricing, and value expert required.
- Noncommercial Driver License CLASS E.
Travel - 30% to 50%
Job Category: Outside Sales
Compensation Information:
The compensation offered to a candidate may be influenced by a variety of factors, including the candidate’s relevant experience; education, including relevant degrees or certifications; work location; market data/ranges; internal equity; internal salary ranges; etc.
Pay Type:
Salaried
Minimum Pay Range:
$130,000
Maximum Pay Range:
$160,000
The position may also be eligible to receive an annual bonus, commission, and/or long-term incentive plan based on the level and/or type.
Benefits Information:
For all Full-time positions only: Ryder offers comprehensive health and welfare benefits, including medical, prescription, dental, vision, life insurance, and disability insurance options, as well as paid time off for vacation, illness, bereavement, family and parental leave, and a tax-advantaged 401(k) retirement savings plan.
Ryder is proud to be an Equal Opportunity Employer and Drug-Free workplace.
All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, among other things, or status as a qualified individual with a disability.
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