Regional Vice President of Business Development

TMC Transportation is the nation’s largest employee-owned, open deck transportation company. Founded in 1972, and headquartered in Des Moines, Iowa, TMC provides expert transportation services and supply-chain management solutions throughout the 48 contiguous states. If you’re seeking a rewarding career at a dynamic company built on integrity, innovation and dedication to quality and customer service, then join us in our Destination of Excellence.

TMC Offers:

• Competitive Salary
• Comprehensive Benefit Package
• 401(k) Plan
• Employee Ownership - ESOP!
• Generous Vacation
• Company Car

Ideal candidates will reside in one of the following locations:

• Ohio / Michigan - United States
• Northeast - United States
• Texas / Oklahoma - United States

PRIMARY FUNCTION:

RVP’s conducts tasks and processes aimed at developing and implementing growth opportunities within TMC and between our business partners. Represents the entire range of company products and services to assigned customers; while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are achieved.

The primary responsibility of this role is to develop and grow mutually beneficial truckload client relationships that deliver positive results for both the client and TMC. The RVP works within a specific geographic area to develop, manage, and enhance relationships with clients that TMC primarily services. Identify and develop new business opportunities with both prospective and existing Customers in his/her assigned territory.

DUTIES AND RESPONSIBILITIES:

The RVP is concerned with the analytical preparation of potential growth opportunities as well as the subsequent support and monitoring of its implementation. Both in the development phase and the implementation phase, our business developers collaborate and integrate the knowledge and feedback from the organization’s internal departments. This assures that the organization can implement the growth opportunity successfully.

• Closely coordinates company executive involvement with customer management to achieve strategic account objectives.
• Coordinating the involvement of company personnel; including support, service, and management resources to meet account performance, objectives, and customer expectations.
• Load solution development efforts that best address customer’s needs, while coordinating the involvement of all necessary company personnel.
• Meeting assigned targets for profitable sales volume and strategic objectives on assigned accounts.
• Preemptively assesses, clarifies, and validates customers’ needs on an ongoing basis.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives and financial targets.
• Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.
• Serve as the Company’s business representative for all matters relating to the services TMC provides its customers.
• Gather information relative to potential and existing accounts, coordinate needs and direct the development of service proposals designed to match the Features and Benefits that TMC may provide to the Customer’s expressed needs.
• Effectively and professionally present Service and Price Proposals to potential and existing Customers to advance the Company’s market objectives.
• Meet or exceed the sales activity standards as determined by the Company from time to time.
• Develop geographic specific plans according to clients’ needs and abilities that are commensurate with the line of business needs.
• Balance account relationships and internal capabilities to improve asset utilization, deliver an improved client experience and improve network balance.
• Develop specific geographic expertise to generate the right revenue at the right time in the right place to balance and expand our network.
• Establish relationships with clients and industry experts to maintain a pulse on the competitive landscape of the market to be most effective in a selling environment.
• Drive key factor performance results (network value, revenue, price increases, margin improvement, EBIT, outbound flows on network lanes, filling of empty lanes for dedicated backhaul, etc.).
• Interface with functional units to include Market Managers, Pricing, Customer Service and Service Planners, TMC leadership, Operations, and suppliers to ensure successful execution of the service offerings to clients.
• Maintain complete knowledge of client base in assigned geographic area, and work to maximize profitability by balancing client mix based on aggregate network value.
• Other duties as assigned

MINIMUM QUALIFICATIONS/EXPERIENCE:

• Four-year degree, preferably in Transportation and Logistics, and/or relevant experience in transportation or related field.
• Transportation sales experience required with preference for flatbed or open deck solutions
• Demonstrated success in transportation sales, including revenue growth and account development
• Strong computer skills using Microsoft Office products.
• Ability to function in a fast-paced work environment and tolerate stress.
• Ability to plan and organize, diligence, critical thinking skills.
• Excellent oral and written communication skills.
• Business Acumen - Effectively manages revenue and cost. Anticipates client and market opportunities and responds appropriately.
• Effective selling techniques via phone and electronic communication.
• Strong geographical knowledge (of competition, shippers/receivers, economic trends) preferred.
• Decision Making - Collects the required data to balance long term and short-term objectives when making decisions.

PHYSICAL REQUIREMENTS AND WORK ENVIRONMENT: The physical requirements and work environment described are representative of those present while performing the essential functions of this job.

• Must have the ability to travel at least 50% of the time
• Must have valid driver's license
• Must be able to sit and use telephone and computer, simultaneously, for extended periods of time.