Business Development Manager

at  Ryder System

SUMMARY

The Business Development Manager (BDM) FMS will have responsibility for developing new customer business within their assigned sales territory. It is the responsibility of the incumbent to educate and develop the prospects’ value perception of Ryder’s services by using the Ryder Sales Process. This is accomplished by developing sales plans, analyzing profitability of prospects and fully understanding the competitive influences and risks with each account.

SKILLS AND ABILITIES

• Strong verbal and written communication skills
• Ability to create and maintain professional relationships within all levels of the organization (peers, work groups, customers, supervisors)
• Possesses a high degree of initiative.
• Must be self-motivated.
• Ability to work independently and as a member of a team.
• Possesses flexibility to work in a fast paced, dynamic environment.
• Capable of multi-tasking, highly organized, with excellent time management skills
• Detail oriented with excellent follow-up practices.
• Good understanding of Ryder’s product offerings
• Represent the full spectrum of Ryder’s services to new and potential customers advanced required.
• Ability to interpret financial data advanced required.

QUALIFICATIONS

• Bachelor’s degree required in Business and/or Finance and Accounting or equivalent experience.
• Five (5) years or more demonstrated consecutive sales excellence (quota achievement) in prior sales responsibilities required.
• Good understanding of Ryder’s product offerings. Represent the full spectrum of Ryder’s services to new and potential customers advanced preferred.
• Ability to interpret financial data advanced required.
  DOT Regulated: No

ESSENTIAL FUNCTIONS

• Develop pre-sales strategy for the target accounts. Develop a sales activity pipeline sufficient to meet and exceed required quota revenues. Respond pro-actively to leads furnished. Represent full spectrum of Ryder services. Work with ARs and CDMs to transition accounts and increase sales opportunities as required. Work with National Sales to develop and/or assist in generating sales opportunities within assigned territory. Ensure that new customer orientation is completed. Work with DSDs to develop DCC opportunities.
• Identify prospect needs/requirements and value components through quality needs assessment and value-based proposal preparation. Develop account selling strategies on a continual basis to improve effectiveness. Familiarize GMs & CDMs with sales in progress and their potential impact on their areas of responsibility. Contribute to an effective transition of accounts sold. Administrative functions necessary to support account.
• Report sales activity to management. Sales protocol and SOM compliance activities. Create supportive working relationships with CBUs. Leverage all resources to expand new opportunities, i.e., MDS, Safety, Finance, etc. Develop account profile information on all prospect solicitations.
• Training and improvement of sales skills, industry knowledge and personal growth needs