The Everest Group


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  Angeles, CA
*The Everest Search Group Inc., Lake Tahoe, NV

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Director of Business Development CLS


COMPANY
Our client, APL Logistics, is the logistics division of international marine transportation giant American President Lines, which operates in over 100 countries. This $1 Billion plus international division provides a broad scope of supply chain management services/software solutions, including freight forwarding, warehousing, distribution, transportation, and consolidation/deconsolidation services. Our client is seeking two Directors of Business Development who will be responsible for selling contract logistics services.

LOCATION
New York/New Jersey and Dallas, TX

DESCRIPTION
The Director of Business Development will be responsible for growing warehousing related services through face-to-face contact. The sales emphasis will be on warehousing services. Responsibilities include:
• Selling customized multi-million dollar contracts for warehouse operations division. Includes domestic/International warehouse space, operations management, WMS and freight management. 
• Develop/maintain regional and industry verticals book of business for domestic/International clients. 
• Meet with middle/senior logistics executives in client organizations to scope out and understand needs for warehouse projects and other service sales opportunities.
• Provide coaching, leadership and support to clients within logistics’ organizations specific to warehouse management.
• Develop and maintain sales territory marketing plan by developing strategy to maintain or increase business with each account (existing and potentials), meet/exceed account specific budgets, and management of customer specific forwarding account procedures and sales leads.
• Plan and conduct sales calls, including developing a sales-call plan and call specific objectives materials, conducting face-to-face calls with customers at all levels in their organizations, following up on commitments and issues that arise during sales calls and developing a robust pipeline to meet $5 Million annual sales.
• Communicate on customer and competitive developments that relate to assigned sales territory by communicating to other functions and business units’ account specific needs and opportunities, communicating with external service providers, gathering business intelligence from customers and other sources to identify actions by customer or competitors which could mean a threat or opportunity, and ensuring prompt forwarding of this information to all pertinent individuals in the organization.
• Maintain up-to-date account information including prompt updates of names, address, key accounts, and phone and fax numbers.
• Lead/participate in the post sales implementation team by coordinating the integration of the team members and preparation of the account specific implementation action plan with the new customer.

REQUIREMENTS
• Bachelors degree or equivalent work experience. 
• 5+ years selling multi-million dollar contracts in the warehousing/distribution/freight management service (3PL) industry.
• 5+ years WMS industry experience. 
• Proven track record of closing $5M in new WMS business annually, targeting major retail, consumer goods/manufacturing, electronics, government contracts or apparel based customers.
• Managed the RFQ process for new and existing business services.
• Managed executive/C level customer relationships. 
• Highly skilled on sales negotiation, delivering presentations, and supply-chain logistics.
• Working knowledge of PC based applications and Electronic Information Systems.

COMPENSATION
• $130,000 - $160,000
• Incentive plan