Business Development Associate

Purpose of Job: 

Support the development of the organization’s volume, revenue and market share through targeted growth accounts, unassigned accounts and qualification of new business opportunities utilizing best sales techniques and professional sales strategies

Main Duties and Responsibilities:

• Sell the organization’s value and innovative transportation solutions in a professional manner.
• Obtain established volume and revenue levels by developing strategic sales techniques and building customer relationships.
• Develop and maintain contact with potential sales customers and develop and maintain lasting relationships/partnerships with customers within assigned territory.
• Work within a team-focused environment relying on a variety of resources to manage a specific territory.
• Demonstrate ability to develop new business from targeted and unassigned accounts. 
• Monitor performance of current book of business and address issues proactively.
• Create inside sales campaigns to reach out and define business opportunities
• Generates qualified sales leads through cold calling and pursues required activity on sales leads/quotes produced by company.
• Follow up on cold and warm leads to further the sales process
• Represents shipper’s interest with other departments, such as Equipment Control, Intermodal Dispatch, Pricing and Operations. 
• Prepare sales presentations; must be comfortable with public speaking. 
• Utilize the Dynamics Customer Relationship Management (CRM) System Database to maintain account profiles and track all sales leads for all assigned accounts (control and service) in the sales territory.
• Maintain CRM Dynamics calendar which includes daily, weekly, and monthly appointments including post-call notes.
• Initiate and monitor complete onboarding process of new accounts through credit, booking process, EDI needs, etc.
• Ensure the corporate goal of maximization of prices on all cargoes while supporting the revenue goals established in the business plan 
• Provide analysis and recommendations designed to assist the organization meet its annual business plan as well as long-term objectives
• Work closely with Marketing to identify and qualify potential growth opportunities that support strategic goals
• Prepares weekly sales calls activity reports, including quarterly pre-plan itinerary.
• Provide budgets and forecasts 
• Provide support for the quotation system process, coordination of any/all information departments to ensure customer needs are met.
• Respond to incoming inquiries in an accurate and timely manner ensuring customers’ needs are met.
• Monitor and follow-up on daily quote logs produced to obtain customer feedback, ensuring feedback is passed through for further review.
• Maintain open lines of communication with all other departments
• Provide quality support to internal and external customers
• Consistently demonstrate the competencies required for an individual contributor within the organization
• Support and promote safe, productive, and ethical behavior throughout the organization
• Travel may be required, occasional of up to 20% of role could involve travel.

Secondary Duties and Responsibilities: 

• Learn, adapt, and monitor the use of internal procedures and policies to complete assigned tasks.
• Strong communication skills required for both internal and external customers.
• Participates in on-going selling skills training.
• Works with other departments to coordinate and produce specialized customer reports when needed.
• Assist the Company in any necessary duties to achieve Company goals.
• Perform other related duties as assigned.
• Adherence to the Integrated Management System that covers Quality, Environmental, and Safety ISO (International Organization for Standardization) certifications.

Authority/Judgment/Disclosure/Financial Responsibility:

Authority Selections:

Limited supervision. Work is performed to a large extent on own responsibility after assignment, with some choice of method. Occasionally develops own method.

Judgment Decisions:

Mistakes and errors in judgment are moderate in nature and expensive to correct, usually limited to one department or phase of work.

Disclosure of Information Selections:

This position involves regular work with some information of major importance, which if disclosed may be detrimental to the company’s interests. This position will provide access to confidential customer contracts which are not to be shared with others. This also goes with any Tote Maritime/Saltchuk company revenue information obtained throughout internal meetings.

Financial Responsibility Selections:

No authority to commit funds for the organization

Skills:

• Minimum of 3 years’ experience in the shipping industry
• Strong sense of customer satisfaction and desire for every customer interaction to be a positive one.
• Traditional and nontraditional sales techniques including relationship selling skills
• Proficient in Microsoft Office Suite Applications is preferred
• Ability to read, analyze, interpret, and write general business reports, correspondence, and standard operating procedures
• Must possess excellent teamwork habits to function in a cooperative, interactive Commercial group
• Superior telephone/personal contact skills
• Exceptional time management and organizational skills is a must
• Bilingual English/Spanish language fluency a plus
• Strong work ethic and a positive attitude

Education:

Bachelor’s Degree in related field or equivalent experience preferred

Certificates, Licenses, Registrations:

A valid driver’s license is required

TOTE Maritime Puerto Rico, LLC is an Equal Opportunity Employer – Affirmative Action and a VEVRAA Federal Contractor. We are committed to a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin disability, or status as a protected veteran. TOTE Maritime Puerto Rico is a drug-free employer and a participant of the E-Verify Employment Verification Program.

As part of the team, full-time employees will receive a comprehensive benefits package, which includes health, dental, vision, life insurance, short term disability, employee assistance program, 401(k) with company match and discretionary funding, tuition reimbursement, supplemental parental leave, jury duty, and bereavement leave. Full-time employees will receive a minimum of 10 days’ vacation, 10 days sick, 10 days paid holidays and one floating holiday every 12 months. In addition, we offer an annual discretionary bonus (based on eligibility).