The Everest Group


*A division of The Everest Search Group, Inc., Los
  Angeles, CA
*The Everest Search Group Inc., Lake Tahoe, NV

Ranked Top 200 of America's Best Executive Search Firms in 2017 by Forbes

Director of Business Development Integrated Solutions


About The Company 
Our client, Kenco Group, is the largest woman-owned third-party logistics company in the U.S. For over 60 years, Kenco has provided integrated logistics solutions that includes distribution and fulfillment, comprehensive transportation management, material handling services, real estate management and information technology. Since their first contract in 1967, Kenco has grown into nearly $1 billion revenue generating, fully integrated logistics provider managing over 90 distribution facilities with more than 30 million square feet of space serving over 200 clients nationwide. 

Location
Flexible

Summary
Working across Kenco business units and product lines, the Director of Business Development Integrated Solutions will have responsibility for achieving defined revenue and margin growth targets. This position is a critical part of the leadership team that drives the company sales and marketing execution, and plays a key role in developing the company’s strategy and product development.

Role you will play:
• Responsible for building a portfolio and driving revenues within the assigned industry scope by being the owner of the entire opportunity development cycle (Prospect—Evaluate — Propose— Close). This involves identifying business opportunities, selling concepts to new customers, influencing existing customers to give additional business and building/maintaining relationships throughout the organizations.
• Deliver the required level of sustained top-line and bottom-line growth while maintaining industry leading win percentages (hit rate).
• Successfully lead internal pursuit teams and subject matter experts to coordinate Business Development functions.
• Conduct industry and target customer research as well as competitor analysis.
• Partner and collaborate with all business and support functions of the organization to accomplish strategic goals & objectives
• Develop and execute a go-to-market strategy for the assigned industry vertical.

Background Profile
• Minimum 8 years of experience in third-party logistics and/or supply chain management consulting
• Minimum 3 years sales/account/solutions management experience in third-party logistics and/or supply chain consulting. Demonstrated success in sales quota attainment a plus.
• Significant Business Development and Project Management experience required
• Bachelor’s Degree required
• Post-graduate degree a plus and strongly preferred
• Understanding of consultative selling techniques and proactive sales processes required
• Industry experience includes, but not limited to: Consumer goods, Retail and eCommerce, Contract Logistics, Warehousing and Transportation Management 
• Candidates must possess and demonstrate strong communication skills, both written and oral, with the ability to lead meetings and make presentations to a wide audience, including C-level executives as well as hourly personnel
• Demonstrated ability to serve as a “trusted advisor” to current and potential customers 
• Must demonstrate integrity, enthusiasm, and initiative in their daily work
• Has strong experience in managing complex and difficult negotiations resulting in win/win conclusions; this includes a solid financial understanding and experience in handling legal matters and setting up complex service contracts and incentive programs
• Ability to travel extensively; the role is industry specific, regardless of geography, and may require frequent traveling to all regions of the Americas

Compensation
• Base salary 
• Bonus potential 
• 401k + other benefits