Business Development Manager (Forwarding)

Toll Group•Long Beach, CA

2d•Hybrid

About The Position

The Business Development Manager is responsible for the growth of freight forwarding account sales for his/her territory. This individual will be responsible for achieving sales quotas and goals that will be outlined by management. The role involves identifying new business opportunities, understanding market trends, developing solutions for clients, and managing sales activities within an assigned territory. The position requires a strong understanding of the transportation and logistics industry, including air and ocean freight operations, export/import regulations, and customs brokerage.

Requirements

Bachelor’s Degree in Business or related field
Minimum of two to five (2-5) years’ experience in Sales/Business Development
Valid driver’s license required
Working knowledge of Air & Ocean Freight operations
Basic IATA Knowledge
FAA & TSA Regulations
Export Regulations / AES
Knowledge of FMC Compliance Requirements
Understanding of US Customs / Import Requirements
Proven track record of consistently exceeding objectives and quotas
Knowledge of transportation and logistics industry required
Demonstrated critical thinking, using logic and reasoning to identify strengths, weaknesses, opportunities and risks, and identifying alternative solutions or approaches
Proven ability to handle confidential information with discretion
Ability to multi-task and work independently
Time management skills
Self-motivated, with an ability to self-manage
Strong interpersonal/communication skills
Must be entitled to work in United States of America
Prepared to undertake pre-employment checks including a criminal history check and medical.

Nice To Haves

Experience with Global Forwarding operations and market intelligence
Energetic, with a positive attitude
Self-confident and willing to take responsibility
Value based solution selling incorporating Ocean/Air freight / Customs Brokerage / Warehousing & Distribution services highly preferred

Responsibilities

Identifies new business opportunities through contact with prospective clients in the assigned market and for cross selling new services to existing clients.
Identifies market trends and competitive rate actions and communicates those trends to the product and management teams.
Exercises proactive solution development by creating and maintaining a client lifecycle program for his/her top clients.
Builds a solid understanding of target customers/assigned account base (contact, commodities/ trade lanes, type of business, contract information/exceptions, and service requirements).
Assists and facilitates in the preparation of RFQs and bids.
Identifies the competitive service strengths and weaknesses of the company and makes recommendations for continuous improvement initiatives.
Provides weekly and monthly performance metrics to the sales administrator.
Understands pricing and cost components associated with proposed solutions.
Performs for other duties including: sales presentations, developing deliverables, coordinating implementation, creating and adding to existing marketing materials where appropriate.
Enters new customer data and other sales data for clients into Toll CRM and maintains this information per company policy.
Meets specific volume and revenue requirements for each product in the Toll portfolio as designated by the SVP, Sales.
Manages time and sales territory to be able to reach the desired amount of sales calls (10) on a weekly basis ensuring maximum Toll exposure to the market.
Ensures effective and timely responses to all sales leads/key correspondence within identified timelines.
Manages expenses and other company assets in accordance with corporate guidelines.
Complies with the Toll Global Forwarding Business Improvement Programme Quality, Risk and Human Resource Reference Manuals and the Toll Workplace Standards and Code of Conduct and the GF Employee Handbook.
Performs other duties as assigned by management.