Director, Business Development

Overview

Position Summary

Business Development role for identifying business opportunities, developing strategies and actions to engage, develop, and acquire new clients for the Supply Chain Solutions (SCS) Origin Management (OM) portfolio.


The OM Service/solution scope is defined as Purchase Order (PO), Vendor/ Supplier Management, LSP/ Carrier, Booking, Shipment and Document Management services, including Origin Cargo Consolidation (CFS/CY) & Destination Delivery Management services (Port to Door) from International Origins. It also includes 'end to end' Visibility and Monitoring, system to system data integration and solution configuration to meet client specific service needs, and other required services and functionalities supporting the value proposition.

This role provides a great opportunity to further develop and enhance invaluable skills through training, networking, and on-the-job experience. You will play an important part in this new and exciting area within Yusen Logistics and will be able to leave your own handprint on this function by influencing its development with your experience and skills.

Responsibilities

Essential Duties and Responsibilities

• Understanding and experience with Origin Management (OM) solutions and related value proposition/deliverables for clients across multiple industry verticals (including retail, technology, automotive, aerospace.)
• Solution engagement/selling may include other complimentary services offered by SCS or other Yusen Logistics Business Unit's (Ocean Freight Forwarding, Air Freight Forwarding, Contract Logistics).
• A general knowledge and understanding of current logistics technology trends and how it supports solution enhancement and/or new product capabilities needed to secure new business.
• Develop and execute an assigned regional Business Development plan for new OM business, delivering volume, revenue, margin growth and strategic goals to meet fiscal year business plan objectives. The annual Regional Business Development plan will be updated as needed and ensures a defined focus and plan.
• Use available prospect / qualification tools, relationships, and professional connections to prospect for new clients and manage the opportunity discovery process. Development of client sales strategies and focused presentation material (incl. system demos & pricing/ commercial recommendations) including customized proposals (RFx, etc.).
• Client engagement targeting senior decision-making levels (Director, VP, C Suite) to ensure professional communication & relationships.
• Structured client feedback including unsuccessful pursuits summarized and disseminated within the organization to help improve/calibrate future engagements, product and solutions.
• Provide SCS Business Development Leadership with regular pursuit and new business development updates ensuring compliance with our Customer Relationship Management (CRM System) standards and regular internal meetings. This will include strategic insight into targeting future clients, pipeline development, financial forecasts, market developments & Yusen SCS solution/product enhancements as needed.
• Solution/proposal should be consistent with SCS defined OM capabilities including internal discussions and sign off for deploying requested new services or functionality and related negotiations/expectations management with the client.
• Post new business win, ensure clear communication is provided to summarize and document the Commercial agreements (Contract, Pricing, Scope of Work) to guide customer account management, implementation and operational teams for a successful go live. Commercial Responsibilities include contract negotiation and sign off, credit establishment, and participation during the transition meetings with the client.
• Continue to remain in regular contact with the new client, through alignment with the customer account teams, to ensure relationships continuity; this may include remaining engaged and contributing to Monthly and Quarterly Business Reviews.
• Ability to represent & promote professionally Yusen Logistics / OM at industry functions and meetings.

• Self-starter in all new business development activities, including arranging travel, meetings, material, and hosting internal/external calls. Some International travel can be expected.

Qualifications

• Degree in Business Administration, Procurement/Sourcing, Supply Chain Management, Logistics, or other related disciplines.
• At least 5+ years of successful experience in either selling OM services/solutions in the US or in an OM Operational/client supporting roles.

Required Hard Skills

• Proficient in MS Office Suite (Excel, Teams PowerPoint, Word). Expert-level skills in MS Office and knowledge in data visualization tools such as PowerBI or Tableau preferred.

Required Soft Skills

• Strategic and data-focused mindset with strong analytical and research skills.
• Ambitious and highly organized self-starter with a curious mind and an ability for out-of-the-box thinking that can thrive in a dynamic environment.
• Outstanding negotiator with the ability to influence internal and external stakeholders.
• Ability to successfully manage expectations of stakeholders, leadership, and colleagues across key initiatives.
• Flexibility to drive and adapt to changes in the organization including but not limited to strategic goals, systems, structures, processes, policies, or procedures.
• Ability to effectively prioritize workload, manage competing responsibilities and make sound business decisions to meet objectives with minimal direction while complying with company policies.
• Proven expertise in the preparation and presentation of information, conclusions, and decisions.
• An ability to effectively communicate strategic, technical, process-related, and other business matters to a variety of stakeholders and customers across all levels, both orally and in writing.
• Strong leadership skills and ability to lead cross functional teams and impact decisions across the organization.
• Proven team player with superior interpersonal and relationship management skills that is comfortable in working closely and collaboratively with people of various backgrounds, functional groups, and levels of responsibility within the Yusen and Customer organizations.

Other Preferred Skills

• Understanding of wider logistics functions including but not limited to different modes of transportation (Air, Ocean, Intermodal, FTL, LTL, Drayage, Parcel) including the application of fuel and accessorials, warehousing services, and the service offerings of LLPs, 3PLs and 4PLs.
• Understanding of contract structures, general contractual, insurance and liability language and terms, as well as transportation-specific language and knowledge of USC and CFR Titles 49 incl. the Carmack Amendment.
• Understand legal requirements to provide logistics services including but not limited motor carrier, broker and freight forwarder authorities, hours-of-service, and CTPAT regulations.
• Understanding of the importance and effect of sustainability efforts, evaluation of environmental impacts and emission calculations, and transportation-related sustainability areas such as SmartWay, Alternative Fuel Vehicles (LNG/CNG) and Zero-Emission Trucks (BEV/FCEV).

Other Requirements

• Ability to travel, sometimes overnight, as required.
• Ability to work five (5) days per week for at least eight (8) hours, and occasionally longer.
• International travel when required.

The above statements are intended to describe the general nature of work being performed. They are not to be construed as an exhaustive list of all responsibilities, duties and skills required.

Benefits

Yusen offers a generous Employee Benefits Package including:

• Medical, Dental, and Vision beginning the 1st of the month following start date
• 401k with a company match
• Standard 10 days PTO
• Eligible for sales incentive plan
• 7 Paid Holidays
• Eligble for OT pay if applicable
• Flexible Spending Accounts, Life and Accidental Death & Dismemberment Insurance, Short & Long Term Disability, Tuition Assistance Program, Commuter Benefits, vacation, and much more

Any and all benefits offered are subject to the eligibility requirements, terms, and provisions set forth in the respective policies and plan documents, which you may request from Human Resources.

About Yusen Logistics (Americas )

Yusen Logistics is working to become the world's preferred supply chain logistics company. Our complete offer is designed to forge better connections between businesses, customers and communities - through innovative supply chain management, freight forwarding, warehousing and distribution services. As a company we're dedicated to a culture of continuous improvement, ensuring everyone who works with us is committed, connected and creative in making us the world's preferred choice.

Yusen Logistics (Americas) Inc. values each individual employee and is committed to a diverse and inclusive workforce by providing equal employment opportunities for all applicants without regard to race, religion, color, sex, national origin, citizenship status, uniform service member status, age, disability, sexual and gender orientation, genetic information, or any other protected status in accordance with all applicable federal, state and local laws.

Los Angeles County Only : Yusen Logistics (Americas) Inc. will consider qualified applicants with a criminal history pursuant to the California Fair Chance Act. You do not need to disclose your criminal history or participate in a background check until a conditional job offer is made to you. After making a conditional offer and running a background check, if Yusen Logistics (Americas) Inc. is concerned about conviction that is directly related to the job, you will be given the chance to explain the circumstances surrounding the conviction, provide mitigating evidence, or challenge the accuracy of the background report. Find out more about the Fair Chance Act by visiting the Civil Right's Department Fair Chance Act webpage.