https://amzn.to/44P6GXZ
Vice President-Business Development
JOB SUMMARY:
The Vice President of Business Development will execute Capstone’s go-to-market strategy and drive growth for the company. Working with Capstone’s warehouse management services division, across various service lines, this person is responsible for achieving defined revenue and margin growth targets through the sale of complex solutions to new, large, and strategically important target customers. This position is a critical part of the team that drives sales and marketing execution and plays a key role in developing the company’s strategy and product development. The mission of this team is to increase the company’s market share and maximize returns, to thrive against competitors.
The ideal candidate will have broad and deep relationships with Consumer Product manufacturers. They need to be an effective collaborator and motivator who can lead a team of subject matter experts to sales success. This is a high-impact, highly visible role that requires a strategic, personable, creative, analytical, results-oriented, and organized leader.
ESSENTIAL FUNCTIONS:
· Responsible for building and closing an opportunity pipeline that drives new revenue across all Capstone solutions, including ownership of the entire opportunity development cycle (Prospect—Evaluate—Propose—Close). This involves identifying business opportunities, selling concepts to new customers, influencing existing customers to give additional business and building/maintaining relationships throughout diverse organizations.
· Deliver the required level of sustained top-line and bottom-line growth while maintaining industry leading win percentages.
· Successfully lead internal pursuit teams and subject matter experts to coordinate Business Development functions.
· Conduct industry and target customer research as well as competitor analysis.
· Partner and collaborate with all divisions and support functions of the organization to accomplish strategic goals & objectives.
· Drive the early sales cycle, collaborating with Marketing to identify and advance new leads, contacts, and opportunities.
· Stay current on market trends, research, and tools.
· Periodically represent the company at industry events and conferences.
· Perform additional responsibilities as assigned.
QUALIFICATIONS:
· Prefer past work experience in operations and/or engineering within the logistics industry
COMPETENCIES:
· Consistently achieving results, even under tough circumstances
· Experience with consultative selling techniques and proactive sales processes – demonstrated ability to serve as a “trusted advisor” to current and potential customers
· Strong experience in managing complex and difficult negotiations resulting in win/win conclusions; this includes a solid financial understanding and experience in handling legal matters and setting up complex service contracts and incentive programs
· Highly organized, strategic, and creative personality with strong business acumen
· Robust attention to details without losing sight of the big picture
· Strong prioritization skills with the ability to make strategic choices and decisions which align with company goals
· Logistics solution design and financial analysis expertise preferred
· Strong problem solving, negotiation, and interpersonal skills
· Ability to lead and inspire direct / indirect reports, strategic partners, and vendors
· Competence to work independently and with minimum direction
· Robust attention to the details without losing sight of the big picture
· Up-to-date knowledge of logistics best practices
· Holding self and others accountable to meet commitments
· Anticipates and balances the needs of multiple stakeholders
· Must demonstrate integrity, enthusiasm, and initiative in their daily work
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