Business Development Manager (Forwarding

Business Development Manager

At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries.

We are proudly part of Japan Post.

JOB SUMMARY

The Business Development Manager is responsible for the growth of freight forwarding account sales for his/her territory. This individual will be responsible for achieving sales quotas and goals that will be outlined by management.

LOCATION:

Flexible, preference for New York, Chicago, Atlanta, Georgia and Texas.

PRIMARY DUTIES & RESPONSIBILITIES

• Identifies new business opportunities through contact with prospective clients in the assigned market and for cross selling new services to existing clients.
• Identifies market trends and competitive rate actions and communicates those trends to the product and management teams
• Exercises proactive solution development by creating and maintaining a client lifecycle program for his/her top clients.
• Builds a solid understanding of target customers/assigned account base (contact, commodities/ trade lanes, type of business, contract information/exceptions, and service requirements)
• Assists and facilitates in the preparation of RFQ's and bids
• Identifies the competitive service strengths and weaknesses of the company and makes recommendations for continuous improvement initiatives
• Provides weekly and monthly performance metrics to the sales administrator
• Understands pricing and cost components associated with proposed solutions
• Performs for other duties including: sales presentations, developing deliverables, coordinating implementation, creating and adding to existing marketing materials where appropriate
• Enters new customer data and other sales data for clients into Toll CRM and maintains this information per company policy
• Meets specific volume and revenue requirements for each product in the Toll portfolio as designated by the SVP, Sales
• Manages time and sales territory to be able to reach the desired amount of sales calls (10) on a weekly basis ensuring maximum Toll exposure to the market
• Ensures effective and timely responses to all sales leads/key correspondence within identified timelines
• Manages expenses and other company assets in accordance with corporate guidelines
• Complies with the Toll Global Forwarding Business Improvement Programme Quality, Risk and Human Resource Reference Manuals and the Toll Workplace Standards and Code of Conduct and the GF Employee Handbook
• Performs other duties as assigned by management
• Travel required (50% by car and 5% by air)

JOB REQUIREMENTS

Essential Minimum Qualifications

• Bachelor's Degree in Business or related field
• Minimum of two to five (2-5) years' experience in Sales/Business Development
• Valid driver's license required

Preferred Qualifications

• Experience with Global Forwarding operations and market intelligence
• Energetic, with a positive attitude
• Self-confident and willing to take responsibility
• Strong communication skills

SKILLS ESSENTIAL TO THE JOB

Technical

• Windows Operating System
• MS Office Applications (Outlook, Word, Excel, and Access)
• Working knowledge of Air & Ocean Freight operations, including the following:
• Basic IATA Knowledge
• FAA & TSA Regulations
• Export Regulations / AES
• Knowledge of FMC Compliance Requirements
• Understanding of US Customs / Import Requirements
• Value based solution selling incorporating Ocean/Air freight / Customs Brokerage / Warehousing & Distribution services highly preferred
• Proven track record of consistently exceeding objectives and quotas
• Knowledge of transportation and logistics industry required

Business

• Demonstrated critical thinking, using logic and reasoning to identify strengths, weaknesses, opportunities and risks, and identifying alternative solutions or approaches
• Proven ability to handle confidential information with discretion
• Ability to multi-task and work independently
• Time management skills

Human Relations

• Self-motivated, with an ability to…