Director, Business Development

Director, Business Development

We provide clarity in a world of trade complexity so that businesses can grow further, faster, smarter. Over 30,000 clients trust us with their customs brokerage, trade consulting, global trade management and freight needs.

JOB SUMMARY

The Director, Business Development is responsible for developing Freight sales in the geographic region, providing leadership and expertise to the sales team on prospect generation, solution selling, as well as developing and executing sales strategies.  This role ensures optimal performance within the defined region in terms of overall new business revenue generation and adherence to Livingston’s strategic plan, vision and values.

Location : Open to US or Canada.

KEY DUTIES & RESPONSIBILITIES

• Define revenue goals for the region, define individual performance requirements, communicate business development plans and leverage incentive programs to motivate team to overachieve revenue target.
• Manage high-performance teams by establishing a spirit of cooperation and cohesion for achieving goals, displaying attributes that make people want to follow. Lead by example as a hands-on team player with a “roll up the sleeves can-do attitude”. Mentor, inspire, challenge and coach sales team to overachieve their assigned revenue target within identified geography.
• Instill an executable discipline for proactively identifying, creating opportunities and coordinating resources applicable to growing revenue within the geography.
• Ensure sales team members are equipped with the product knowledge, selling-skills and business development strategies required to be successful. Identify performance and training gaps and recommend solutions or training to maximize revenue goals.
• Develop and manage the team to meet and exceed revenue target.
• Manage overall performance and activities of the sales team which includes managing individual revenue targets; ensure that clients and key prospects information are populated into the CRM (Salesforce.com) and produce accurate individual Business Plans reports on a monthly basis.
• Maximize the region’s strength in market position to drive new revenue from prospect accounts and existing accounts.
• Review and analyze information provided by Marketing, Sales Ops, CRM (Salesforce.com), Client feedback and other sources to determine gaps, opportunities or threats and take the necessary steps to capitalize on opportunities.
• Personally devise and lead business opportunities and actively work to assist in business development activities. Establish and maintain effective relationships with clients. Attend and participate in sales meetings.
• Train the team on brand building techniques and how to prepare effective presentations, proposals and RFP responses.
• Understand the competition (strengths, weaknesses, opportunities, threats) and act on them.  Create the business development plan and execute the strategy to expand business to develop new revenue within the geography in alignment with the company’s strategic plans.
• Meet regional sales financial objectives by forecasting requirements, analyzing variances and initiating corrective actions.
• Maintain professional internal and external relationships that meet company core values.
• Proactively establish and maintain effective team relationships with all support functions.
• Work closely with operational functions to ensure new clients’ needs are addressed.
• Build and maintain key relationships with potential clients.
• Work in close collaboration with the marketing solution specialist and other Director of Sales (other regions). Share best practices and develop solutions which benefit all stakeholders. Promote cross functional selling of LII solutions and promote and monitor synergy between the regions lead Program.
• Perform other related duties as assigned by management.
• Adhere to established policies and procedures.

KNOWLEDGE & SKILLS

WORK EXPERIENCE – MINIMUM REQUIRED

5 years of related experience

Team management experience

EDUCATION

Required : Bachelors Degree or equivalent

CERTIFICATIONS DESCRIPTION

COMPETENCIES

Business Acumen and Straight Talk

Customer First Focus

Inclusion and Collaboration

Agility

Accountability

Leading and Developing

We know that women and people of color may be less likely to apply if their professional experience does not exactly match the job description. Livingston is striving to build a culture where differences are celebrated; therefore, if you are excited about this position, we encourage you to apply even if your experience may not check every box.

Livingston is an equal opportunity employer and committed to creating and sustaining an inclusive environment in which all individuals are treated with dignity, respect and one which reflects the diversity of the community in which we operate. Accommodations are available for applicants and employees with disabilities throughout the recruitment process. If you require accommodations for interviews or other meetings, please advise when submitting your application.

Location : Open to US or Canada.