Executive Director, Academic Technologies, Innovation & Research Computing

Job Description

The Director Business Development 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.

• 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 DBD.
  • Explore cross‑selling opportunities for existing clients
• Further education on vertical for consultative selling.

• Focus in one vertical/business unit – can work on 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 5‑year period.
• Sign 1 cross‑sell opportunity SCS /DTS.
• Adhere to Ryder’s Policies and Procedures including Travel and Expense Policy.
• Perform other duties as assigned.

• Ability to listen, write, and speak effectively; inform, explain, and give instructions.
• Develop and deliver effective presentations.
• Effective interpersonal skills.
• Effective negotiation skills.
• Demonstrate customer service skills.
• Demonstrate problem‑solving skills.
• Manage multiple assignments and tasks, set priorities, and adapt to changing conditions and work assignments.
• Think, speak, and act without preparation.
• Create and maintain professional relationships at all levels of the organization (peers, work groups, customers, supervisors).
• Influence internal and/or external constituents.
• Maintain confidentiality.
• Work independently and as a member of a team.
• Work within tight time frames and meet strict deadlines.
• Demonstrate time management and priority‑setting skills.
• Flexibility and self‑drive to excel in a fast‑paced environment.
• Understanding of services, costs, pricing and value; expert required.

• Bachelor’s degree required in business administration, finance, or related field.
• Master’s degree preferred in business administration (MBA).
• Five (5) years or more sales experience, including 3 years at quota and 2 years at 75% of quota required.
• Five (5) years or more selling supply chain solutions and/or achieving quota attainment more than 3 times within a 60‑month period required.
• Understanding of services, costs, pricing and value; expert required.

Travel: 50% of the time (approx). Remote otherwise.

Job Category:
Outside Sales.

Pay type:

Salaried.

Minimum pay range: $140,000.

Maximum pay range: $170,000.

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 disability.