The Business Development Manager is responsible for finding new business opportunities, building relationships with clients, and developing strategies to drive revenue growth for the Company with a focus on onshore logistics and related services including freight brokerage.
The role will involve nurturing relationships with legacy clients, managing their accounts, ensure client satisfaction, and find ways to enhance client retention, operational efficiency and profitability through new product and service offerings and alternate revenues.
The growth aspect is focused on acquiring new clients, exploring new markets and identifying strategic areas for development, with a focus on expanding the product offering including Integral Solutions (3PL) offering terminal, warehousing, onshore logistics including OTR and barge movements, customs brokerage, freight brokerage, etc.
The individual should have a team orientated mindset and be able to work independently and as part of a cross-functional team. They must have superior communications and time management skills, problem-solving ability, negotiation tactics, a solid understanding of the logistics industry, and the ability to onboard new clients.
Summary of Objectives
- Actively pursue new business opportunities with a strong “hunter” mentality, using a variety of methods including cold calling, canvassing, social media outreach, networking, and participation in industry events to promote the company’s brand and full-service offering; aggressively pursue and establish leads and contacts throughout the industry.
- Promote NLI’s brand and full portfolio of services through client engagement, sales meetings, presentations, and trade shows.
- Participate in sales presentations, sales meetings, and trade shows.
- Build and maintain strong client relationships by understanding client needs, setting achievable goals, and delivering tailored solutions.
- Aggressively pursue and establish leads and contacts throughout the industry. As a guide role is 60% hunting and 40% farming.
- Collaborate with USSHIP team personnel to meet with existing Port Agency clients, identify opportunities/pain points and tailor a solution with the goal of securing new revenues.
- Work closely with clients to determine achievable goals. Respond to all client inquiries, including prepare, submit and close bids/proposals.
- Lead data-driven sales efforts, leveraging analytics to create strategic advantages and enhance decision-making.
- Build and manage a robust sales pipeline, maintaining a pipeline value of at least 4x the annual revenue target.
- Achieve a minimum 25%-win ratio on pursued business opportunities.
- Negotiating terms and conditions with clients that support the development of profitable business that achieves or exceeds the NLI defined metrics.
- Take on additional duties as required by management and contribute to a collaborative, flexible work environment.
- Abide by company HSEQ policies and procedures.
- This role may evolve in response to changes in industry practices and technological advancements.
Requirements
Education / Experience:
- Bachelor’s degree in business, Marketing, or a related field.
- Minimum of ten (10) years of experience in sales or business development with a proven track record of revenue growth.
- Demonstrated ability to work collaboratively with colleagues to foster a results-driven, team-oriented environment.
Requirements:
- Willingness and ability to travel regionally and internationally up to 40% of the time.
- Strong understanding of port agency services and vessel operations is highly preferred.
- Proficiency in Microsoft Windows and Microsoft Office Suite, including Excel and Word is required.
- Strong organizational skills and the ability to multi-task across procedural and project management tasks under tight deadlines.
- Understanding of financial reports including budgetary guidelines and project expenditures.
- Ability to work collaboratively with colleagues and staff to create a results-driven, team-oriented environment.
- Ability to multitask and work in a dynamic fast paced environment with tight deadlines.
- Ability to pivot among priorities quickly and deliver short-term analytics and long-term projects.
- Effective verbal and written communications skills.
- Confident decision-making skills, particularly in defining project guidelines, purpose, follow-through, and successful completion.
- Familiarity with financial reporting, including budgeting and project cost control.
- Excellent communication and leadership skills are mandatory.
- Comfortable communicating and interacting with remote teams at all levels to gather information.
- Confident with decision making regarding determining project guidelines, purpose, following through and completion.
- Ability to work collaboratively across departmental functions.
- Self-directed, results oriented.
- Must have a valid driver’s license and clean / safe motor vehicle record.
- Must be able to obtain a Transportation Workers Identification Card (TWIC).
Working Conditions
- This position is based in a professional office environment and requires prolonged periods of sitting and working at a computer.
- Work is typically performed in a climate-controlled setting with standard office equipment such as computers, phones, photocopiers, and filing cabinets.
- Occasional lifting of office supplies or documents weighing up to 25 pounds may be required.
- Minimal exposure to physical risk; however, employees must follow all company safety protocols, including proper ergonomic practices and general workplace safety procedures.
- May be required to attend safety briefings or training relevant to the maritime industry to support understanding of company operations.
- Must adhere to all workplace policies and contribute to a safe, organized, and professional office environment
EEO Statement
Norton Lilly International is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based on race, color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), sexual orientation, gender identity or expression, age, national origin or ancestry, citizenship, disability, genetic information, marital status, military or veteran status, or any other characteristic protected by applicable federal, state, or local law.
Skills Required
- Bachelor's degree in business, marketing, or a related field
- At least 10 years of sales or business development experience with a proven revenue-growth record
- Willingness and ability to travel regionally and internationally up to 40% of the time
- Proficiency in Microsoft Windows and Microsoft Office Suite, including Excel and Word
- Valid driver's license and clean or safe motor vehicle record
- Ability to obtain a Transportation Worker Identification Credential (TWIC)
- Strong understanding of port agency services and vessel operations
- Strong communication, negotiation, organizational, multitasking, decision-making, and leadership skills
- Ability to understand financial reports, budgets, and project expenditures
- Ability to collaborate across departments and work independently in a fast-paced environment
What We Do
John Norton established Norton & Co. in 1841, and we have since sprouted into the most reliable and longest-running ship agency in America. For over 180 years, our clients have depended on us to come through for them time and time again. Now Norton Lilly International, we have grown our modest roots into a dense, embedded network crisscrossing the Western Hemisphere, from Canada to Panama and Guam to the Caribbean. There is simply no replacement for our veteran perspective when it comes to success in professional maritime industries.
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