Manager, Business Development

As a part of the NYK Group, Yusen Logistics (Americas) Inc. performs a key role in keeping world trade moving by offering air and ocean freight forwarding, global warehousing, reverse logistics, intermodal and multimodal transportation, and supply chain solutions to some of the world’s largest industries.

The Manager, Business Development is responsible for successfully selling and expanding our services in domestic transportation (OTR and Intermodal solutions) for medium- large sized accounts within a specific geographic region. Key responsibilities include: continuously driving revenue growth, meeting annual revenue and gross margin budgets by successfully growing business, enhancing total gross profit with existing customers and adding new customers to the portfolio each year.

**Business Development:** * Develop new business opportunities through research, prospecting and qualifying new opportunities. This will include customer visits & developing customer relationships within the defined geographical area or market. * Develop actionable opportunities to grow specific business, and manage those opportunities through the strategic selling and pipeline processes. * Develop, maintain and deliver a portfolio budget and plan by developing strategies to maintain and increase business within each account, as well as growing new accounts * Coordinate with the pricing team to develop and present proposals, lead commercial strategy and customer negotiations, coordinate decision-making process, and overcome objections to closure **Customer Strategy Development:** * Produce customer supply chain maps/documentation and create customer specific strategies * Strategize with current and prospective customers to grow share of wallet, diversify active product offerings and define advantages for new opportunities * Align YLA’s capabilities and services to customer needs using technical, organizational, and customer knowledge * Lead Account Reviews/Award management process to ensure on-going customer engagement is positive and results in a growing book of business * Attend National Sales seminars, sales meetings, or educational activities to stay up to date on the latest developments, services and other general information of interest to customers. * Coordination and liaison with internal teams: * Ensure the highest level of service by collaborating with branch operations in identifying and resolving problems and leveraging industry expertise and account management experience. * Work with other employees/department to collect on delinquent accounts. * Provide advisory support and assistance to other department members/ manager as needed

* Bachelor’s Degree preferred with 3 years’ of related experience in domestic logistics or transportation. An equivalent combination of education and experience may be considered * A minimum 2 year’s direct sales experience is required. * Must have used sales automation tools including CRM (Customer Relationship Management) and be proficient in Microsoft Office (Word, Excel and PowerPoint specifically) * Ability to travel extensively throughout assigned region. * Leadership – Demonstrates a collaborative, decisive, and engaging leadership style. Builds strong, trust-based, positive relationships with internal and external constituents. * Communication - Expresses ideas and information effectively, both written and orally. Seeks out and listens to others’ ideas and suggestions. Provides clear and concise feedback to customers, peers and superiors. Values others’ input. Can deliver solid and compelling reasons why customers will benefit from a relationship with Yusen Logistics (Americas) Inc. * Presentation Skills: Demonstrates self-confidence when presenting to a small group or potential customer. * Strategy Development –Creates successful implementation plans at the individual customer level. * Analytical Approach – Is fact based and capable of interpreting numerical analyses. Can demonstrate an ability to translate analytical concepts and performance into terms customers can understand and act upon in relatively straight forward situations. * Sales Budget Management – Demonstrates capabilities in sales budgeting, forecasting, and management to revenue, volume, cost and margin objectives. Can demonstrate ability to read and understand typical sales budget reports. * Product Knowledge: Demonstrate full product knowledge of Transportation’s Core Products (OTR Brokerage, Intermodal ISO and Intermodal Core), and general product knowledge of YLA’s International and Contract Logistics products (AFF, OFF, CHB, OCM, Warehouse). * Innovation -- Continuously looks for opportunities to customer specific offerings or processes by exploring and implementing new approaches and ideas.