Business Development Manager, Corridor

Job Description

Scope of Position

Business Development Manager (BDM) create, lead, communicate and maintain the vision and strategy for the Corridor Business development. Ensure we are in sync with company strategy and financial expectations. Leads the Customer Retention & Development (CRD) team and drives the grow of local market share by adding value earlier in the sales cycle through a dedicated, knowledge-based development resources.

BDM is responsible for supporting the growth of each product within the Corridor as well as driving collaboration across the network to identify opportunities with existing and new potential customers and establishes strategies that result in the Corridor business development and revenue growth; in adherence to the company’s policy and procedures; while striving for efficiency & profitability and supporting our Vision and Mission Statement, making our promise real to all our employees and customers.

Key Deliverables

Proactively monitor the following key metrics to achieve the expected results:

• Employee Satisfaction
  • Timely & Valuable Performance Reviews every 12 months.
  • Timely one on ones every 3 moths
  • All team members to complete 52 hr. trainings per yr. (4.33 per month) and required training.
  • Servant Leadership mindset. Use team feedback to adapt and maximize the leadership quality and impact
• Business Development
  • District Excellence Metrics
    • Revenue growth 5% existing customers.
    • Revenue growth 5% new customers.
    • Protect and align the right resources to 90% of the revenue.
    • Monitored 10% revenue consistently to identify opportunities.
    • Minimum of 20 Leads in CRM monthly.
    • Minimumof 15 Active Prospect Opportunities monthly (Team Member).
    • Minimumof 15 Active Prospect Opportunities monthly (Owner).
    • Minimumof 10 Active Target Opportunities monthly (Team Member).
    • Minimum of 10 Active Target Opportunities monthly (Owner).
    • Participate in at least 12 – 18 seminars and workshops / webinars per year.

Administration and Personnel Management:

• Exemplify and Teach Our Culture, Mission and Goals.
• Follow the 10 Critical Success Factor and the ‘What’s expected of a Manager’ guidelines.
• Own your self-development. Prepare, follow-up and execute on your personal development goals.
• Build healthy cross-functional relationship and work environment, promote team spirit and cohesiveness in the department.
• Ensure that department is properly staffed, structured and organized and interview regularly.
• Ensure your team is equipped with the necessary tools and skills to grow revenue through product & GEO diversification.
• Engage with team members, conduct check-in meetings regularly assisting them with ongoing feedback, coaching and mentoring.
• Be visionary as it relates to managing staff, processes and tools to be able to handle volume spikes, growth locally or supporting other branches.
• Ensure that company controls, policies, procedures, processes are understood and complied with.
• Establish and manage Corridor TBP, specifically Business Development and department TBP goals.
• Efficient management of the department and Corridor initiatives and projects, including a proactive and efficient communication flow with Department Managers and corridor staff accordingly.
• Escalate necessary issues to District Manager.

Responsibilities:

Business Development:

• Create and maintain the vision and strategy for the Corridor Business Development.
• Assess market trends and communicate them to the Corridor and Regional leadership teams.
• Work with Corridor and Regional product leaders to facilitate development of any product initiative.
• Actively engage in closing large opportunities with the sales executive team.
• Maintains the momentum and business development consistency to result in steady and ever-increasing revenue growth for the Corridor.
• New Business Sales Calls
  • Serve as resource for sales team.
  • Collaborate with operations teams for new opportunity pricing.
• Development calls with existing customers
  • Collaborate with GAMs to identify development opportunities.
  • Collaborate with operations teams for development pricing.
• Network Opportunity Management
  • Serve as resources for network sales teams.
  • Own network pipeline for district growth.
• Leverage the network and our existing customer relationships.
• Monitor accounts’ revenue trends, and ensure you have the right structure and AM in place to bring account to their full potential.
• Strategic team-sell with MTY, GDL, MEX & US Offices.
• Maintain and develop relationships with existing and new customers through solid value propositions.
• Ensure the Corridor is active in creating as many customer touch points as possible; including meetings, seminars, webinars, customer training and appreciation events, etc.
• Collaborates with CRD Manager and Product Managers in creating and driving a comprehensive development program to secure and maintain existing customers.
• Collaborates with product managers to develop sales strategies with all offices.
• Identifies needs and sells detailed and tailored services that provide value-added services to potential customers.
• Own and drive strategic selling, technology solutions, EDI and network solutions.
• Understand and disseminate market intelligence. Develop infrastructure and service provider relationships, carrier mixes, routing options and market climate details in an effort to create unique customer solutions for our Corridor.
• Represent the Corridor on weekly/monthly Product & Vertical calls with the goal of understanding operational and market intelligence to grow business.
• In collaboration with CRD Manager conduct weekly and monthly pipeline review and quarterly performance reviews.
• Stay current with developments and changes in regulations or company offerings.
• Understand the local market through customer visits and feedback.
• Actively participate in customer events and seminars/webinars.

Lead a Team of Revenue Developers:

• Leads CRD Manager and AM team towards expectations.
• CRD Program to be measured in accordance to District Excellence Metrics and local measurements.
• Ensure that our CRD program is structured to protect and align the right resources to 90% of the revenue and monitored 10% revenue consistently to identify opportunities.
• Ensure the CRD measurements & ‘indicators of progress’ reports are reviewed and managed frequently to meet minimum CRD program expectations.
• Ensure the AM measurements and ‘indicators of progress‘ reports are reviewed and managed frequently so that Account Managers are set up for success in meeting revenue and retention goals.
• In collaboration with CRD Manager drive weekly sales meetings.
• Regularly attend customer calls with CRD Manager and AM and provide constructive feedback accordingly.
• Ensure exceptional Customer Experience, foster a culture of superior customer service throughout the department and Corridor.
• Create a consistent and effective stream of customer touch points

Communication & Visibility - send out monthly recap on:

• Number of opportunities in each required status vs. your minimum goal.
• News relevant to changes in the market(s), network updates, upcoming seminars, etc.

Qualifications

To be the most effective in this position we are looking for the following skills and experience:

• Education (preferred ): Bachelor's degree in Business Administration or equivalent combination of education and experience.
• 3-5 years of personnel management experience
• Proven experience in sales and business development.
• 5 yeas knowledge of Expeditors product and services and operating systems (preferred).
• Exhibit a leadership style that empowers and fosters a cohesive team environment.
• Strong customer focus.
• Strong interpersonal and communication skills, ability to communicate at all levels written and oral communication and presentations.
• Ability to relate and influence clients, service providers and employees at all levels.
• Strong time management skills
• Problem solving and business analytical skills.
• Strong project management skills.
• Analytics skills and attention to detail.
• Ability to complete work within standard procedures, guidelines and office policies.
• Ability to work in a fast paced and constantly changing environment.
• Self-driven personality and good business sense.
• Confident, enthusiastic, persuasive and goal oriented.
• Empowered to make quick decisions in response to changing conditions.
• Strong computer skills, including knowledge of all Microsoft Office applications.
• Availability to travel.
• English and Spanish fluency (oral and written).

Additional Information

All your information will be kept confidential according to EEO guidelines.