Industrial Business Development Director

Thomas Keller Logistics Group•Defiance, OH

37d

About The Position

Lead market origination and deal execution for build-to-suit industrial/warehouse assets ≥100,000 sq. ft. in Ohio, Michigan, and Indiana. Source sites, structure transactions (LOIs through close), and deliver ≥3 closed deals per year while establishing the company’s footprint in the Midwest industrial/warehousing sector.

Requirements

5+ years in industrial real estate/business development with a background at a real estate developer or brokerage firm.
Proven track record sourcing and closing ≥100k sq. ft. industrial/warehouse transactions in OH/MI/IN.
Financial modeling (DCF, sensitivity), rent/cap rate assumptions, yield-on-cost, and margin drivers.
Working knowledge of zoning, entitlement, permitting, and incentive programs.
Negotiation and stakeholder management across public and private actors; executive communication.
Self-starter able to build the business from the ground up.
Proven ability to drive the sales process from plan development to close.
Demonstrated experience in achieving sales targets and developing client-focused, differentiated, and achievable solutions.
Excellent listening, negotiation, and presentation skills.
Excellent quantitative, verbal, and written communications skills.
Excellent problem-solving skills.
Ability to prioritize, meet deadlines, and excel in a fast paced and dynamic work environment.
Must be able to competently manage competing, multiple tasks simultaneously.

Responsibilities

Market scouting and site selection (greenfield/brownfield), including diligence on utilities, infrastructure, labor pools, and incentives.
Relationship-building with municipalities, developers, brokers, utilities, rail/intermodal, and logistics players.
Underwriting and deal structuring; lead LOIs and negotiations through close in partnership with legal and finance.
Pipeline/CRM management and forecasting; maintain diversified sourcing channels (developer, brokerage, municipal/economic development leads).
Cross-functional coordination (legal/finance/construction) to compress cycle times and de-risk entitlement/permitting.
Executive reporting to CEO; establish scorecards, dashboards, and post-mortems on wins/losses.
Operate solo initially; scope and hire analyst support as pipeline scales.
Use a consultative approach, partner with customers to understand their business objectives and prospect for opportunities and then develop and deliver solutions that meet those objectives.
Effectively communicate the value proposition through proposals and presentations by understanding and delivering tailored solutions including lease options, configurations, access requirements and value add services.
Understand industry and client markets and trends, and report on forces that could shift tactical goals and strategic direction.
Develop and execute product positioning and pricing strategies that produce the highest possible long-term market share and earnings.
Ensure effective control of business development results and take corrective action to guarantee that achievement of business development objectives falls within corporate objectives.
Acts with a high degree of market expertise by staying informed on market trends, land availability, pricing, regulatory developments, and competitor offerings in industrial real estate.
Represent the company at trade association meetings, conferences, and industry events.
Establish and maintain relationships with industry influencers and key strategic partners.
Monitor competitor products, sales, and marketing activities.