Business Development Manager - The DeWitt Companies

Approved Freight Forwarders is part The DeWitt Companies, a fourth-generation family of five sister companies that provides relocation, logistics, warehousing and freight forwarding services to businesses, households and military customers all over the world.

We started in 1991 entrusted with the world’s freight, we provide ocean freight consolidations, air freight and over-the-road transport of goods. We are the only freight forwarder in Hawaii with terminals on all four major islands. And with more than 300,000 square feet of space, our warehouses can accommodate a diverse set of logistics needs. As a Top 100 3PL provider, our highly trained logistics experts use advanced technology to tailor shipping solutions. We are seeking a Business Development Manager to join our team at our Honolulu location.

Job Title: Business Development Manager
Salary Range: $75,000 - $90,000/yr
Location: This position can we located on Oahu, Kauai, Maui, or the island of Hawai'i.

Job Summary
A Busniness Development Manager is responsible for obtaining growth within a territory.  Some key skills needed would be to be able to maintain an existing customer base, generate business with new customers, facilitate communication, provide logistics solutions and lead strategies to meet goals.

Duties and Responsibilities

• Manage quotes that come in for the company
• Maintain existing business, grow it organically by: Cross selling, understanding other opportunities, referrals, and vendor leads.
• Manage GRI, leverage service for additional revenue.
• Margin improvement on accounts not operating within specific guidelines.
• Work within CRM to enter all call notes after each call.
• Set up new opportunities in the CRM and push them through the sales stages.
  1. Qualify services needed
  2. Identify volumes and frequency
  3. Develop the value proposition
  4. Pricing Request
  5. Present pricing to the Customer
  6. Confirm Commitment
  7. Position / maximize
  8.  Opportunity status is Won

Look for opportunity in each account by:

• Identifying desirable products and shipment profiles. Including density, packaging, handling characteristics, value, and susceptibility to damage.
• Identify desirable volumes for each market.
• Identify desirable frequency for each market.
• Work with the pricing team to obtain rates for new and existing customers (Get competitive documentation to verify rates when applicable.
• Develop pricing that supports the value of the systems and the processes.
• Develop pricing that supports the market lanes.
• Opportunity value analysis, complete with monthly and annual revenue.
• Update estimated closing date.
• Complete New Customer form, and SOW prior to Pricing Request, submit to pricing department together.
• Confirm pricing structure is compatible with customers opportunity.
• Provide competitive justification.
• Define why we want this business. Define why they want to do business with Approved.
• Perform regular reviews with customers to make sure anticipated monthly revenue is being generated.
• Know your competition in each account. What lanes are they receiving, and why?
• Competitive intelligence is important. Know your competitions strengths and weaknesses.

Daily

• Work quotes in the CRM. All quotes must be followed up on within 45 minutes.
• Define quotes vs permanent pricing and the steps to take with each opportunity.
• Close out all CRM inquiries within 20 days.
• Work with the Director of Sales, the Pricing Manager and Project Operations as well as collaborating with Local California, Local Hawaii and National and International Sales teams.

Required Skills/Abilities:

• Excellent verbal and written communication skills.
• Excellent sales and customer service skills with proven negotiation skills.
• Excellent organizational skills and attention to detail.
• Proficient with Microsoft Office Suite or related software.
• Experience with CRM (Cargowise)
• Financial and business acumen
• Strong leadership and mentorship skills
• Detail-oriented

Education and Experience:

•             Bachelor’s degree in business, Business Administration, or related field, OR
•             Comparable record of sales leadership experience required.
•             At least three years of sales experience required.

Physical Requirements:

•             Prolonged periods of sitting at a desk and working on a computer.
•             Must be able to lift up to 15 pounds at times.

Benefits

• Paid Time Off
• Paid Holidays
• 401K
• Medical & Dental
• Vision
• Flex Spending Account (medical and dependent)
• Supplemental Benefits

https://www.thedewittcompanies.com/ccpa/

Equal Opportunity Employer

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