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Director of Business Development

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POST DATE 8/17/2016
END DATE 2/1/2017

UTi Worldwide Inc. Edison, NJ

Edison, NJ
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree



Consider a Career change to UTi/DSV, currently ranked #4 globally, as we have joined forces to become a stable, growing global provider of sustainable, client-focused, and comprehensive supply chain solutions and services.

We have an ambitious growth strategy supported by a combined history of over 100 years of successful service across the global supply chain.

To learn more about us or access our career page, visit OR reach out to our network of professionals across the globe via LinkedIn to make direct connections in your region or area of specialty. We can all be STRONGER TOGETHER!

JOB SUMMARY: The Director of Business Development is an executive-level sales role that is primarily responsible for developing and expanding business within an industry, geography, or service offering. This position would have a heavy focus on Geography. The role is primarily focused on contract logistics and warehouse solutions, however has the ability to sell across the UTi Supply Chain Services. The Director plays an important role in establishing long-term strategic relationships with prospects/clients that typically go beyond the sale of a single point solution. The role is given a high degree of autonomy to manage the solution sales process and is supported extensively by the organization.


Sales Development

* Develops and executes a comprehensive territory plan aimed at identifying the top regional/industry opportunities and expanding business to both new and existing accounts

* Identifies and develops relationships with key decision makers at all levels within an account

* Understands the customer's buying process and identify all influences

* Understands the customer's business (strategically, operationally, financially)

* Works closely with customers to intimately understand their requirements.

* Works across UTi to create custom solutions that deliver value to customers

* Qualifies and quantifies potential growth opportunities

* Leverages company resources (solution experts, industry experts, operations, executive support) to assist in developing account

* Maximizes cross-selling by lending solution/industry expertise to assist related accounts

* Communicates sales development plans and status to management

* Maintains an open dialogue with the account executive sponsor and keeps the sponsor engaged in the account.

* Provides timely and accurate revenue and profitability forecasts

* Participates in the development of corporate business plans

* Participates in the organization of customer forums and related events

* Follows UTi's solution selling process

Post-Sale Account Management

* Maintains close involvement with account post-sale to proactively identify additional opportunities, competitive threats and operational issues

* Successfully transitions account to operations

* Supports implementations by providing input for SLAs

* Further develops account relationships for additional revenue opportunities

* Supports customer satisfaction surveys and SLA (Service Level Agreement) audits

* Works closely with Operations to deliver high level of service to customers

* Helps escalate any unresolved issues or risks before they materially impact UTi

* Effectively manages any issues that arise

People Management

* Leads and manages diverse teams through influence and persuasion, often without direct oversight

* Collaborates closely with regional and local staff to coordinate account activities

* Provides proper guidance and coaching to teams

* Delivers results by leveraging the skills of the right people at the right time

* Leads resolution of difficult issues through effective negotiation tactics

* Manages communication strategy within accounts

* Provides deep account/vertical expertise and training

* Maintains high degree of motivation in team members to retain focus of providing highest levels of customer satisfaction

* Provides ongoing growth and development opportunities for team members

* Provides input for team members' performance reviews

* Works well in a matrix organization

* Works well in a global environment where client business can span multiple continents

* Works effectively via phone, fax, email, web conference

Knowledge Management

* Maintains current knowledge of all aspects of the clients' business through constant updates to our customer management system

* Keeps abreast of industry vertical developments

* Actively contributes to expanding our solution and vertical knowledge

* Contributes to developing the account management program and processes

* CSCMP or other professional services organizations


* Treats the customer as the highest priority

* Pro-actively participates in the processes of the company

* Participates in War Room

* Completes and populates CMS with case studies and account information

* Actively utilizes sales force automation

* Acts as a team player

* Fulfills their role on the team either as a leader or a team member

* Motivates others to perform better

* Leads by serving as a role model

* Exhibits personal skills

* Probes to improve listening

* Listens before speaking

* Completes administrative responsibilities

* Utilizes all SSP, AMP, and other processes

* Turns in reporting on time and complete

* Attends training when offered

* Follows UTi defined processes

* Participates in enterprise or local projects

* Represents UTi in the community

* Acts in accordance with UTi's corporate governance and effective controls

* Displays Business acumen

* Balances the win for the customer with the win for UTi

* What is the Value Proposition for the customer* The Quantified Value* What is the customer RISK for switching*

* How do I manage the account P&L revenue growth vs. margin vs. profit vs. long term

* Projects Personal Mastery

Other Duties

* Performs other duties as assigned


* None

Position Requirements


Education and/or Experience

* Must possess a Bachelor s degree from a 4 year university program

* Must have at least 3 years experience in successfully selling to global Fortune 1000 accounts

Contract Logistics and Warehousing Expertise:

* Minimum 7 years working experience in a Warehouse environment and like industry sectors supply chain (this could be on either side user/provider; ideally with a balance of both operational and solutions selling experience)

Certificates, Licenses, Registrations or Professional Designations

* None


Computer Skills

* Should be comfortable working with standard PC applications (Word, Excel, PowerPoint, Outlook, Internet) as well as using Sales Force Automation and Knowledge Management tools

Language Skills

* English (reading, writing, verbal)

Mathematical Skills

* Intermediate

Other Skills

* Should have experience managing a P&L

* Should be both sales and operationally inclined can sell as well as deliver

* Should have some Logistics industry knowledge and/or experience

* Should be familiar with solution selling concepts and methodologies

* Exposure to and working knowledge of all facets of AIAG standards i.e. Bar code, EDI, Packaging

* Experience across international and domestic transportation services

* Good listener

* Strong track record selling into new accounts

* Excellent conceptual thinking skills ability to formulate a creative solution to address customers needs

* Strong creative problem solving and analytical skills

* Good judgment and initiative

* Demonstrated leadership, people and process management skills

* Excellent verbal,