The primary responsibility of this role is to develop and grow mutually beneficial Dedicated customer relationships that deliver positive results for both the client and SNI. The Dedicated Director of New Business Development, will work within a specific geographic area to develop, manage and enhance relationships with clients in order to augment or replace their existing Private/Dedicated Fleet. This role emphasizes aggressively establishing new relationships that are in addition to customers already in the Schneider National portfolio. Responsible for developing leads on their own and will also be provided leads via a centralized lead generation effort. Responsible to coordinate Enterprise resources in order to facilitate the sale as well as successfully transition the deal to the Business Implementation Team (BIT). Additionally, this position is accountable to provide on-going, critical market insight into new products needed as well as competitive pricing intelligence.




Job Requirements



DUTIES AND RESPONSIBILITIES:



1. Create and manage a pipeline of new business opportunities that produce in excess of 100 working units annually.

2. Develop and maintain a source of leads by gathering industry, competitor and customer data. Utilize proprietary systems to track and manage leads through the sales process.

3. Provide information to the Pricing/Engineering team to effectively model and price new opportunities, via site visits, interviews, and RFP reviews,.

4. Orchestrate the delivery of our solution to the customer including hard copy response through formal in person proposal.

Interface with functional units to include Operations, BIT, Customer Service, Billing to ensure successful execution of the service offerings to customers.
Perform market research to understand the competitive landscape within your assigned geographic region.


REQUIREMENTS:



1. Bachelor’s degree and five to seven years proven sales experience required or equivalent combination, specifically in the area of Private/Dedicated Fleet services.

2. Strategic Thinking – Takes a learning approach to the marketplace. Determines ability to provide value based on customer needs.

Business Acumen – Understands his/her way around the balance sheet.
Strong organizational skills with ability to manage multiple priorities.
Strong communication skills both oral and written. Capable of working with and selling to C-Level decision makers.
Effective selling techniques in person, via the phone, and electronic communication.
Strong geographical knowledge (of competition, shippers/receivers, and economic trends) preferred.
Customer Relationship Skills - Understands customer needs, anticipates changes and responds appropriately.
Negotiation Skills - Ability to protect the interests of SNI during negotiations. Identify leverage points for customer price and volume negotiations while protecting the relationships.
Computer Knowledge – Knowledge of Microsoft Word, Excel and PowerPoint; sales force automation tool exposure.