Director Business Development - Dedicated Transportation

Summary

The Director Business Development (DBD) 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, 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 closed accounts, 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 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 a 5‑year period.
• Sign one 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.
• Develops and delivers effective presentations.
• Effective interpersonal skills.
• Effective negotiation skills.
• Demonstrates customer service skills.
• Demonstrates problem‑solving skills.
• Ability to manage multiple assignments and tasks, set priorities, and adapt to changing conditions and work assignments.
• Ability to think, speak, and act without preparation.
• Ability to create and maintain professional relationships within all levels of the organization (peers, work groups, customers, supervisors).
• Ability to influence internal and/or external constituents.
• Ability to maintain confidential information.
• Ability to work independently and as a member of a team.
• Ability to work within tight time frames and meet strict deadlines.
• Demonstrates time‑management and priority‑setting skills.
• Flexibility to operate and self‑driven to excel in a fast‑paced environment.
• Understanding of services, costs, pricing, and value as an expert.

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

25% to 35%

Outside Sales

The compensation offered to a candidate may be influenced by a variety of factors, including the candidate’s relevant experience; education, including relevant degrees or certifications; work location; market data/ranges; internal equity; internal salary ranges; etc. The position may also be eligible to receive an annual bonus, commission, and/or long‑term incentive plan based on the level and/or type. Compensation ranges for the position are below.

Salaried

Minimum Pay: $140,000
Maximum Pay: $160,000

For all full‑time positions only:
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. For more information about benefits,  () to download the comprehensive benefits summary.