The DeWitt Companies
Business Development Manager
The DeWitt Companies, Honolulu, Hawaii, United States, 96814
Approved Freight Forwarders is part of 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 ManagerSalary Range:
$75,000 - $90,000/yr
Job SummaryA Business Development Manager is responsible for obtaining growth within a territory. Some key skills needed would be to maintain an existing customer base, generate business with new customers, facilitate communication, provide logistics solutions, and lead strategies to meet goals.Duties and ResponsibilitiesManage 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:
Qualify services neededIdentify volumes and frequencyDevelop the value propositionPricing RequestPresent pricing to the CustomerConfirm CommitmentPosition / maximizeOpportunity 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.Identifying desirable volumes for each market.Identifying desirable frequency for each market.Working with the pricing team to obtain rates for new and existing customers (get competitive documentation to verify rates when applicable).Developing pricing that supports the value of the systems and the processes.Developing pricing that supports the market lanes.Opportunity value analysis, complete with monthly and annual revenue.Updating estimated closing date.Completing New Customer form and SOW prior to Pricing Request, submitting to the pricing department together.Confirming pricing structure is compatible with customers' opportunity.Providing competitive justification.Defining why we want this business. Defining why they want to do business with Approved.Performing regular reviews with customers to ensure anticipated monthly revenue is being generated.Knowing your competition in each account: What lanes are they receiving, and why?Competitive intelligence is important. Knowing your competition's strengths and weaknesses.DailyWork 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.BenefitsPaid Time OffPaid Holidays401KMedical & DentalVisionFlex Spending Account (medical and dependent)Supplemental BenefitsEqual Opportunity Employer
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Business Development ManagerSalary Range:
$75,000 - $90,000/yr
Job SummaryA Business Development Manager is responsible for obtaining growth within a territory. Some key skills needed would be to maintain an existing customer base, generate business with new customers, facilitate communication, provide logistics solutions, and lead strategies to meet goals.Duties and ResponsibilitiesManage 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:
Qualify services neededIdentify volumes and frequencyDevelop the value propositionPricing RequestPresent pricing to the CustomerConfirm CommitmentPosition / maximizeOpportunity 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.Identifying desirable volumes for each market.Identifying desirable frequency for each market.Working with the pricing team to obtain rates for new and existing customers (get competitive documentation to verify rates when applicable).Developing pricing that supports the value of the systems and the processes.Developing pricing that supports the market lanes.Opportunity value analysis, complete with monthly and annual revenue.Updating estimated closing date.Completing New Customer form and SOW prior to Pricing Request, submitting to the pricing department together.Confirming pricing structure is compatible with customers' opportunity.Providing competitive justification.Defining why we want this business. Defining why they want to do business with Approved.Performing regular reviews with customers to ensure anticipated monthly revenue is being generated.Knowing your competition in each account: What lanes are they receiving, and why?Competitive intelligence is important. Knowing your competition's strengths and weaknesses.DailyWork 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.BenefitsPaid Time OffPaid Holidays401KMedical & DentalVisionFlex Spending Account (medical and dependent)Supplemental BenefitsEqual Opportunity Employer
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