Logistics Business Development Manager

SUMMARY

The Logistics Business Development Manager will lead capture and opportunity pipeline development activities for the company and provide full life cycle management and support of the proposal response in close collaboration with moving, relocation and logistics business unit leaders and their teams. This position is focused on driving growth across our multiple lines of business and is responsible for identifying and qualifying new business opportunities originating from a variety of electronic RFP/bid/procurement opportunity sources, participating in needs assessments, leading the creation of solution recommendations and the development of oral and written solution presentations, written proposal responses and other business development collateral, as needed.

The incumbent will lead and/or participate in team selling presentations, and will play a key role in achieving a common understanding of solutions to complex problems among executive and senior-level decision-makers with diverse viewpoints. The incumbent is also expected to assess unusual situations for business development opportunities, interpret data using statistical and visual modeling methods and independently develop action plans for addressing these opportunities.

The ideal candidate is someone who is a self-starter, intellectually curious, thrives under pressure and enjoys a collaborative work environment.

ESSENTIAL DUTIES & RESPONSIBILITIES

• Manage the full life cycle of the proposal response process, from identification and analysis of RFPs to final production and submission of proposals.
• Research, query and continuously monitor industry publications, electronic RFP/bid/procurement government and other commercial opportunity sources, along with attending industry events as a company representative, for identifying potential new business development opportunities in moving, relocation and logistics.
• Form and manage proposal response teams, by meeting with internal colleagues at all levels of the organization, and assigning tasks and completion dates as necessary and appropriate. The incumbent will schedule regular check-ins and provide relevant coaching as needed.
• Review the work of cross-functional team members on the proposal team for accuracy, relevancy and completeness.
• Assist the capture team with the identification and recruitment of service providers and contractors required for a successful bid submission.
• Lead and/or participate in, as necessary and appropriate, team-selling presentations of proposal submissions to external clients. The incumbent will play a key role in achieving a common understanding of solutions to complex problems among executive and senior-level decision-makers with diverse viewpoints.
• Register new business development opportunities in the company’s CRM database; monitor, note and report on wins, losses and no-decisions using CRM reporting and analytics tools.
• Produce and present client management (e.g., client and/or company activity) reports on a periodic basis, with an interpretation of findings and recommendations for future action.
• Create, manage and maintain a company wide proposal library, to include previous RFPs, RFP submissions and proposals.
• Collaborate on the development of engaging and informative business development content, ensuring consistent tone, voice, perspective and alignment with brand guidelines and standards.
• Perform market and competitive analyses in targeted geographies/markets/industries to identify new business development opportunities. The incumbent is expected to assess unusual situations, interpret data using statistical and visual modeling methods (e.g., regression analysis, flowcharts, diagrams, etc.) and independently develop action plans for addressing these opportunities.
• Support management initiatives and requests as needed.
• All other duties as assigned.

SKILLS, ABILITIES, CHARACTERISTICS, TRAITS

• Exceptional people interaction skills and a “service” mentality toward internal and external customers.
• Self-motivated and possess a thorough understanding of winning strategies.
• Possess excellent project management and time management skills.
• Strong planning and organizational skills and the ability to gather, organize, interpret and collate data from multiple sources.
• Strong strategic thinking and sales skills are also critically important, along with a keen eye for detail.

SUPERVISORY RESPONSIBILITIES

• Demonstrate strong leadership skills and motivate others to work effectively in a dynamic, less structured, deadline-driven environment that requires interaction with internal and external stakeholders at all levels of an organization.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Experience leading the…