- Successful onboarding which includes understanding core capabilities, the APLL network, internal resources, solutions deployed and progressing assigned target accounts
- Development of assigned accounts resulting in qualified pipeline opportunities
- Identifying required internal resources and leading the sales pursuit team and strategy to win targeted opportunities
- Expansion of services with emphasis on order management but also including transloading/ distribution, ocean freight forwarding, land transport and associated supply chain solutions
- Identification of opportunities in the markets served (North America, North Asia, South Asia, Southeast Asia, EMEA and Latin America) which will largely encompass shipments to/from North America
- Support new product initiatives such as global order management, regional distribution/mixing hub concepts, data analytics services, vertical expansion and others
- Driving revenue from new customers and achieving Revenue Growth targets as defined within Performance Management plan
- Contribution Margin growth as defined within PMT
- Achieve first year quota requirements
- Develop a sales action plan for named Energy/Industrial accounts/appropriate segments that enables the achievement of sales objectives
- Develop and close business with targeted customers
- Develop trusted partnerships with strategic accounts via face-to-face (and other communication protocols) at all levels in their organization
- Develop, communicate and execute a coherent, go to market action plan in conjunction with appropriate internal APLL stakeholders
- Ensure that core team honors and addresses core client commitments while addressing and managing the handling of key client issues that arise.
- Communicate pertinent customer/territory developments to appropriate APLL internal stakeholders
- Support CRM/administrative activities including opportunity overviews/updates, pipeline status, customer/account profile information, contact details, target account programs and other tasks
- Lead business development efforts organizing cross functional resources needed including engineering, product management, pricing, technology, operations and other resources as needed
- Maintain professional and technical knowledge by participating in local trade, professional and civic associations as a representative of the company; review professional publications, establish networks and drive relevant partnerships
- Participate and support post sales implementation/delivery efforts
- Meet/exceed new business budget
- Stay within travel and entertainment budget assigned
- Track record of consistently exceeding quota in "hunter" sales role within Energy/Industrial verticals
- Bachelor's Degree (logistics, transportation, business, or related focus preferred), or an equivalent combination of education & experience; Graduate (MBA)
- Minimum 7 years of industry experience, and experience in professional selling capacity, with national account experience
- Intimate knowledge of international logistics solutions, competitive offerings and associated technology; strong understanding of international and domestic transportation services
- Proven relationship skills are required to create, maintain and enhance customer partnerships
- Ability to communicate and interact effectively with multi-functional personnel from diverse backgrounds
- Working knowledge of PC-based applications and Electronic Information Systems
- Exceptional negotiation skills, competence with MS Office applications and general administrative capabilities
- Effective interpersonal skills, active listening, dependability, flexibility
- Excellent and effective verbal and written communication skills
- Effective Problem solving and confident decision making
- Confident and compelling presentation skills
- Collaborative focus with ability to navigate in a high-volume transaction environment
- Self-starter that effectively meets company targets and goals
- Goal oriented with a disciplined approach and ability to focus on high priority efforts
- Motivated with the ability to adapt to a diverse set of industry sector targets
- Effectively manage consultative selling techniques that deliver winning solutions
- Driving People Performance
- Judgment & Decision Making
- Operational Excellence
- Business & Technical Skills
- Customer Driven
- Building Relationships & Networks
- Communicating & Influencing Others
- Ethics & Integrity
- Strategic & Commercial Thinking
- Collaborative approach
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Senior Manager, Energy/Industrial Business Development - Scottsdale, United States - APL Logistics
Description
Job Description"
COMPANY BACKGROUND/CULTURE
APLL is one of the world's leading 3rd party logistics providers and offers a portfolio of best in class supply chain/logistics solutions that connect global suppliers, vendors, and customers across the globe. The client designs, operates and optimizes global supply chains facilitating efficient, on-time, cost effective delivery wherever needed. APLL's innovative end-to-end solutions leverage data connectivity, AI/ML and sustainability capabilities to deliver enhanced visibility, control and customer satisfaction. The company is in growth mode. The Director of Business Development will have a great ability to impact organizational growth while achieving substantive financial compensation.
OVERVIEW:
This role will focus on developing new business opportunities ("hunter mode") with companies in the Energy/Industrial verticals not currently transacting business with the organization. The individual will be responsible for account strategy, lead generation, relationship management, opportunity identification, solutions development, and deal execution. The Director of Business Development will align activities to support the organization's strategic initiatives and will play a lead role in designing solutions accordingly. This role requires domain experience within the Energy/Industrial verticals, previous experience selling international supply chain/logistics solutions, familiarity with "value based" complex selling along with a track record for closing transformational deals.
KEY RESULT AREAS:
QUALIFICATIONS and REQUIREMENTS
The position is remote. Must be able to travel both domestically and internationally, in adherence with the defined company travel policy. Out of town, overnight travel requirements could be up to 50% in a post COVID environment.
This position specification should not be construed to contain every function/responsibility that may be required to be performed by an incumbent in this job. Incumbents are required to perform other functions, as assigned.
Candidates must be within 250 miles of an APL Logistics facility or office.
The typical salary range for this position is: $107,520 - $190,000.
The actual salary offer will take into account multiple factors including skills, experience, education and location. Please note that the salary details listed in role postings reflect the base salary only, not total compensation, which includes bonus and benefits.
Candidates are eligible for the following benefits:
•PTO
•Company Bonus Plan
•401(K) SAVE Plan
•Annual Fixed Contribution
•9 paid holidays
•Medical, Dental, Vision, and Life & Disability coverage
•Voluntary Benefits
•Accident/Critical Illness/Hospital Indemnity Benefits
•Tuition reimbursement and student loan assistance
•Employee Assistance Program (EAP)
•Health Savings Account (HSA) with employer funding and wellness incentives
•Flexible Spending Account (FSA)
•Employee Referral Program
"
About Us
MAKING THE IMPOSSIBLE, POSSIBLE
APL Logistics provides innovative, global supply-chain solutions across Automotive, Consumer, Industrial and Retail markets. These solutions include Order Management, Distribution & Fulfillment, Customs Brokerage and Transportation products delivered across six regions. We also pioneered the use of visual data analysis and offer a robust Data Management and Analytics product suite to help you understand and solve complex problems that span systems and processes. Our brand was built alongside a culture of deep customer focus and attention, and we are known for providing flexible solutions to complex problems.
AT THE HEART OF OUR OFFERING IS A GLOBAL, CROSS-FUNCTIONAL ABILITY TO MANAGE CUSTOMER ORDERS FROM ORIGIN ALL THE WAY TO FINAL DESTINATION VIA A NETWORK OF GLOBAL PROFESSIONALS.
EEO Statement for US-
The company is committed to and supports equal employment opportunity and affirmative action to all employees and applicants for employment. Equal employment opportunity means equal treatment of employees and applicants without regard to the following legally-protected characteristics: race, color, religion, creed, sex (gender identity), pregnancy (including childbirth and related medical conditions), sexual orientation, marital status, national origin, ancestry, age (40 and over), medical condition, genetic information (including characteristics and testing), veteran status, physical or mental disability status or any other legally-protected status.
