Director, Business Development - Logistics & Manufacturing, West Region

Cushman & Wakefield Inc•Nashville, TN

55d•$148,750 - $175,000

About The Position

We are seeking a proven, inspiring, and expert hands-on leader for C&W Services' Business Development organization. Reporting to the VP, Business Development - West/ Central Region, the Director of Business Development, Logistics and Manufacturing will be responsible for leading and executing the company's Logistics and Manufacturing business development growth strategy. As a member of the C&W Services Business Development team, this leader will partner with Client Services VP, Logistics and Manufacturing, and other leaders to develop and implement plans to increase profitable revenue while expanding the company's client base across the Logistics and Manufacturing vertical markets. The ideal candidate will have experience leading growth initiatives in facilities service, facilities management, or other relevant B2B services industry. This leader will be responsible for establishing the go-to-market strategy and will also play a key role in cultivating and converting business. The VP of Business Development, Logistics and Manufacturing will partner closely with the VP, Client Services and the extended Client Services teams on targeted new business opportunities. The role will also partner closely with the Commercial Operations team to build, direct, and utilize a new sales model through the launch of an end-to-end revenue generation engine. This engine encompasses targeting & segmentation, digital marketing, prospecting, and competitive solutioning, including pricing. The Director of Business Development, Logistics and Manufacturing will leverage this new efficient model to expand the pipeline, lower customer acquisition costs (CAC), and increase our win rates. This leader will be comfortable working with data and digital tools to identify opportunities, track progress and drive scalable, repeatable, and reliable sales processes. He/she will also pursue cross-selling activities across the various Cushman & Wakefield service lines and collaborate with cross-division leadership to build integrated buyer solutions within the Logistics and Manufacturing vertical markets. This role requires a strategic thinker with the ability to think outside the box to identify new growth opportunities. He/she will be a strong leader with the ability to motivate and inspire others to achieve results.

Requirements

10+ years of experience in sales or business development with a proven track record of sustained success.
MUST have experience selling facility services within the manufacturing/logistics industry.
Facilities Services, Facilities Management or comparable B2B sales experience.
Proven track record of success in developing and executing growth strategy.
Experience guiding and collaborating with cross functional teams.
Excellent analytical skills and experience using data to inform decision-making.
Ability to execute multiple initiatives simultaneously.
Outstanding written and verbal communication and influencing skills.
Experience with CRM software.

Responsibilities

Develop and execute a comprehensive growth strategy that will increase revenue, market share, and profitability within the Logistics and Manufacturing vertical markets.
Annual achievement of growth and margin targets.
Provide guidance and mentorship of the extended teams to ensure mutual success.
Provide leadership and direction during times of change or crisis
Establish strong data hygiene practices in Salesforce to ensure all activities are accurately recorded and up to date.
Maintain a robust and recurring sales pipeline to drive consistent success and support organizational growth.
Partner with our segmentation team to identify and assess new business opportunities, developing plans to deliver significant market share within the Logistics and Manufacturing vertical markets.
Create and deliver a method of constantly assessing the buyer journey to ensure our commitment to "reliable delivery".
Partner with Commercial Operations team to monitor and evaluate competitor activities, services, and products.
Maximize key relationships to create synergies, alliances, and opportunities.
Stay current on industry trends and best practices, sharing knowledge with the team and across the organization.
Utilize data and market trends to inform decision making and sales planning.
Develop relationships with key partners and customers, work to expand existing partnerships and identify new ones.
Serve as a thought leader within the organization and externally, championing growth and transformation.
Collaborate with all functions to ensure seamless execution of the strategic roadmap.
Active and detailed pipeline management ensuring compliance of data management.
Direct the preparation and delivery of sales presentation and proposals.

Benefits

Cushman & Wakefield also provides eligible employees with an opportunity to enroll in a variety of benefit programs, generally including health, vision, and dental insurance, flexible spending accounts, health savings accounts, retirement savings plans, life, and disability insurance programs, and paid and unpaid time away from work.
In addition to a comprehensive benefits package, Cushman and Wakefield provide eligible employees with competitive pay, which may vary depending on eligibility factors such as geographic location, date of hire, total hours worked, job type, business line, and applicability of collective bargaining agreements.

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