Director, Sales & Business Development

CONNECTED. COMMITTED. CREATIVE.

As a global team of 25,000+ connected employees in 47 countries, we pride ourselves in being the world’s preferred supply chain logistics company – applying insight, service quality and innovation to create sustainable growth for business and society.

When you join our elite team, you’ll have the opportunity to do inspiring work that makes a positive difference while being rewarded with an excellent salary, superior group insurance, a matching pension plan, great perks, a pleasant culture, true work/life balance and the opportunity to help transform and grow our ISO 9001 Certified Company.

You’ll also “Walk-the-Talk” when it comes to Yusen’s 9 Core Values because they resonate with you: Communication. Openness. Customer Focus. Reliability. Teamwork. Accountability. Problem Solving. Continuous Learning. Proactivity.

The DIRECTOR, SALES & BUSINESS DEVELOPMENT is a member of the Executive Leadership Team and has national responsibility for developing and executing the Company’s sales strategy at country level. Their primary focus will be to identify, develop, and implement short-and long-term sales strategies and objectives to maximize business growth and profitability.

WHAT YOU’LL DO:

• Participates in local business activities and events to gain networking opportunities and to expose the local market to the Yusen brand and value proposition.
• Contributes to the update and development of job descriptions, role profiles and performance measurement tools for direct reports as required.
• Manages the department’s budget and approves travel and business expenses of direct reports.
• Is involved in responding to major RFQ’s and manage sales contracts, where required.
• ·Performs the standard responsibilities of a People Leader which includes but is not limited to the following:
• Conducts progressive discipline and terminates employment of direct reports where necessary.
• Works with other employees/departments to collect on delinquent accounts.
• Actively participates on the Executive Leadership Team to ensure the company’s strategic plan is followed and key messages are cascaded to the Sales Team.
• Works closely with Branch Managers to encourage sales initiatives with specific target accounts. Enabling a close working relationship between local sales and branch operations.
• Utilizes the CRM program to ensure all activities are up to date and properly administered (includes ensuring accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities are accurately submitted and maintained in a timely manner).
• Provides advisory support to regional branch, sales, and operations teams to develop standard operating procedures for major regional accounts.
• Manages, trains and counsels direct reports.
• Communicates Company’s Mission & Vision Statements, Strategies, etc. and models cultural attributes.
• Conducts hiring interviews.
• Ensures the Company’s Sales Reporting requirements are met.
• In consultation with the President, completes annual forecasting and sets volume KPI’s and revenue targets as well as analyzing variances to set a well-developed Strategic Sales Plan for the Company.
• Works closely with the Customer Service Manager & Pricing & Procurement Manager to coordinate best practices to attract Top-Level accounts.
• Works closely with the President and Regional Headquarters on CRM planning while supporting regular feedback on the Canadian Sales Teams performance on New/Lost business activities and general growth plans for future development.
• Develops actionable plans to prepare and present proposals for new business, extensions, enhancements, increasing business within each account and overcome objections to closure.
• Responsible for managing Time & Attendance of all Direct Reports in a timely manner in ADP Workforce Now.
• Ensure adherence by team members of corporate and departmental policies and procedures; drive individual accountability for members of the team through leading by example.
• Accountable for managing a high-performance team that will achieve sales targets through new business i.e., in-depth understanding of the industry and the customer market segment, apply appropriate sales techniques to create new business opportunities, and expand current revenue streams and achieve assigned financial goals for volume, revenue, and profit.
• Prepares a personal list of Top-Level Target accounts that will be their sole responsibility to develop and work with the President to manage progress on those accounts on a regular basis.
• Works with the President and Director, Finance & Accounting to review Yusen Canada’s Sales Commission Plan, and reconcile the Sales Team’s activity with regards to the conversion of new business to ensure appropriate commissions.
• Ensures the highest level of service by collaborating with branch operations in identifying and resolving problems in a collaborative manner and leveraging industry expertise and account management experience.
• Trains and develops direct reports plus supports learning/education programs to further develop direct reports.
• Leads effective and efficient team meetings to share relevant information and gauge progress.

WHAT YOU’LL HAVE:

• Effective time management – ability to manage self, time, and priorities.
• Previous experience of establishing strong contributions to an Executive Leadership team to ensure proper steering and achievement of the company’s strategic goals, objectives, and policies.
• Minimum 10 years successful experience in International Freight Forwarding sales which includes strategic sales planning, advanced knowledge of the industry and the Canada IFF market and competent knowledge of Ocean, Air, Overland, Customs and Contract logistics operations.
• High achiever with a proven history of achieving sustainable, profitable business results and leading sales teams to achieve business objectives and increase share and volume growth.
• Post-secondary college degree or university diploma (preferably in business or logistics/supply chain).
• Has a reliable car and possesses Class G Ontario driver’s license.
• Deep experience developing, administering, and maintaining comprehensive sales plans and tracking metrics/success criteria for all sales initiatives, marketing programs and activities.
• Proficiency with Microsoft Office (Word, Excel, Outlook, PPT) and excellent presentation skills.
• Excellent written and verbal business communication skills.
• High customer focus and ability in analyzing root causes with bias for immediate action.
• Proficiency using CRM or similar solutions/tools.
• Expert at connecting with others immediately and maintaining long-term professional relationships with them.
• Continuously looks for opportunities to customer specific offerings or processes by exploring and implementing new approaches and ideas.
• Is fact based and capable of interpreting numerical analyses, i.e., has demonstrated ability to translate analytical concepts and performance into terms customers can understand and act upon in relatively straight forward situations.
• Demonstrates a collaborative, decisive, and engaging leadership style and builds strong, trust-based, positive relationships with internal and external constituents.
• Complies with Yusen’s Vision, Mission and Values (3C’s) and demonstrates the 9 Core Behaviors: Communication, Openness, Customer Focus, Reliability, Teamwork, Accountability, Problem-Solving, Continuous Learning, Proactivity.
• Superior customer service focus.

Yusen Logistics (Canada) Inc. is an equal opportunity employer and values diversity, equity, and inclusion in its workforce. We encourage applications from all qualified individuals and are committed to providing accommodations for people with disabilities throughout the recruitment process and, upon request, will work with qualified job applicants to provide suitable accommodation in a manner that takes into account the applicant’s accessibility needs due to disability. Note: A qualified job applicant with a disability is one who possesses the required skills, education, experience, and training and who can, with reasonable accommodation, perform the essential functions of the position applied for.

We appreciate the interest of all applicants, however only those invited for an interview will be personally responded to. NO AGENCIES PLEASE.