Director, Business Development

The Opportunity

An opportunity like this doesn’t come up every day, in fact, it has taken 20+ years for this particular opportunity to come to light. Just imagine being the first person to offer up the services of a warehousing company that has never, ever, lost a client. Think of the fun you could have with the length and breadth of Canada as your exclusive Green Field to play in. Yes, that is the opportunity in front of you today.

Why have they not had sales in the past? I’m glad you asked, never losing a client they haven’t had a burning need for new business as do organizations that suffer from the excruciating dilemma whereby clients exit the back door as fast as or faster than they come in the front.

Focusing on executional excellence, delivering on promises and fostering long-term relationships has been their only focus and it has served them exceedingly well throughout their history. Having a desire to neither deviate from this exceptional path nor waiver in their commitment to operational excellence, yet having a goal of doubling in size within the next 5 years, they are seeking to welcome onboard a true business development professional who can add this sales focus to their organization.

As this is their inaugural foray into sales there is no team to manage at this time; however, there are resources available to support the administrative aspects of the sales process and cycle. Over time there is a desire to build out a sales team but this will depend on many factors not the least of which will be your overall success driving new business.

Position Description

Delivering best in class dedicated 3PL warehousing solutions to large international organizations (household names in the food / CPG space) in a polished, professional manner they are looking for a business development person who espouses these fundamental character traits and possesses a track record of landing these large, complex deals.

You will have a proven history of success selling contract warehousing services, those where an entire building is dedicated to a specific client, and a long term contract is signed. While not an operational genius you will certainly be conversant and knowledgeable in all the aspects of warehousing such to put forth an intelligent and compelling value proposition as you engage with potential new clients, inclusive of familiarity with a broad array of pricing structures such as “cost plus”, etc. etc.

A certain amount of stick-to-itiveness and perseverance will be a hallmark of both past and future success as this type of work involves a long sales cycle, with a significant relationship building component and is often RFP/RFQ driven.

There are normally two types of potential clients, those that continue to do their own warehousing and those that are currently outsourcing their warehousing to a competitor. You will have experience bringing on business from both of these types. Furthermore, the sales process will often involve selling warehousing services here in Canada to US-based decision makers and thus a modicum of “as needed” travel will be required.

We look forward to discussing this role in greater detail with all interested and suitable individuals, it’s a great story to share!

Experience

Possessing an impeccable track record and an immaculate reputation our client is looking for a like-minded and similarly oriented Ambassador for their organization. Above all else, the sales function must continue to espouse these principals and forever remain a trusted player in the warehousing service fabric within Canada.

Qualifications

You will come “fully loaded” with a strong understanding of the contract warehousing marketplace and will continue to remain “in the know” through various means not the least of which would be active participation with/in/at industry related associations, functions, etc.

Education

• Post-Secondary education is an asset; Background in Supply Chain knowledge and/or management.
• Specific training and knowledge in sales, administration, marketing, sales techniques negotiation and/or any other relevant work experience.