Director of Business Development

Description

About Us

WIT Logistics LLC, A Walker SCM, LLC affiliate company, brings an experienced team approach to multi-national logistics service. We provide superior products without sacrificing the small firm attributes that have distinguished our firm since its inception - personal attention, expertise and reliability. We are a 3PL provider which includes expertise across the entire supply chain including transportation, warehousing and distribution, assembly and contract packaging service.

Summary:

The Director of Business Development is responsible for delivering new business consistent with Walker SCM's sales strategy and revenue growth. This position reports to the Vice President - Customer Development. New business goals will be tied to specific sales metrics including annual financial targets, increasing new customer logos, and expanding services with existing customers. The service offerings associated with new business pursuits include any combination of Warehousing, Domestic Transportation, Co-Packing, Value-Added Services, and International Freight Forwarding. New business contracts should be minimum 12-month term or ideally longer. Industry focus will be as a "generalist" in principle. However, each BD will focus on one or two channels ranging from Consumer, Retail, Life Science, Technology, Industrial, and Automotive. Assignment of an Industry focus will also depend on the company's growth priority combined with individual BD skill sets. Lead generation and sales pipeline will be the responsibility of each BD. Walker provides access to company CRM software tools, conferences, association memberships/affiliations, and networking events. As part of our Account Management program, BDs will also perform a "sales support" role for existing customers. The objective is to collaborate in tandem with Operations to provide commercial contract support, strategic engagement, and promote new service offerings. Strong interpersonal and team building skills are essential to partner with all Walker SCM departments including Ops, Engineering, Quality, Finance, IT, and the Executive Team.


Responsibilities:

• Lead Generation: Seek, position, and produce new business opportunities that promote growth in support of our sales strategy.
• Pipeline: Generate and maintain active prospects and pursuits with a target of 3X the value of annual sales targets.
• Close: Secure profitable new business contracts positioning Walker to expand our customer logos, geographical markets, and financial targets.
• Quarterback end-to-end RFI and RFP processes from pre-prospecting phase to contract execution. Critical tasks include coordination of conference calls, gathering customer intel, value proposition, win-themes, proposal development, and pricing strategy.
• Identify and attend conferences, networking events, and other customer-facing activities to promote lead generation along with the Walker brand.
• Leverage Walker's CRM tools and social media platforms to maximize leads.
• Develop an individual strategy that supports the corporate growth strategy.
• Build strong, collaborative relationships internally with Operations, Engineering, Quality Finance, Technology, and Executive departments within Walker.
• Comply with administrative responsibilities regarding sales document retention and controls.
• Monitor market intelligence and industry trends to position yourself as a trusted advisor.
• Provide Account Management support to existing customers with commercial discussions, contract renewals, repricing efforts, QBRs and relevant meetings in order to preserve maximum client retention.
• Develop growth opportunities with your assigned existing customers to promote new business by introducing incremental services.
• Develop targeted account strategies which deliver required levels of revenue and profitability.
• Provide relevant "voice of the customer" and industry intelligence in order to position Walker for new opportunities with meaningful information to make winning decisions.
• Develop strategies to build relationships beyond procurement contacts within customers and prospects to the decision-makers, P&L owners, and executive leaders.
• Spend time monitoring the current Walker network, visiting our sites, and becoming a SME of what we do, where we do it, and the value we bring to our clients.
• Identify opportunities to continue personal professional development and education in order to remain a student of the supply chain profession.
• Actively participate in and contribute to both Sales Team meetings and corporate meetings.
• Build relationships within your peer group to leverage team building, networking, and information sharing.
• Coordinate and execute "lessons learned" sessions at the conclusion of all sales pursuits.

Qualifications:

• Bachelor's Degree in Business, Supply Chain, or relevant discipline
• Minimum 10 years' experience in related field(s)
• Prior experience in Operations, Transportation, or related field that demonstrates deep knowledge of the 3PL space preferred
• Superior Listening, Oral, and Written skills a must

WIT provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.