Business Development Manager - Outside Sales

$68,000 - $77,000/Yr

Unclassified - Fresno, CA

Full-time - Mid Level

Fresno, CA

10,001+ employees

About the position

At Ryder, we believe that our most important competitive advantage is our people. As a Business Development Manager (BDM), you will be part of a dynamic team that is equipped to succeed and empowered to develop your sales career. This role is crucial as you will be responsible for developing new customer business within your assigned sales territory. You will educate and develop prospects' value perception of Ryder's services by utilizing the Ryder Sales Process. This involves creating sales plans, analyzing the profitability of prospects, and fully understanding the competitive influences and risks associated with each account. This is a straight hunter role, and we are looking for someone who is eager and hungry to hunt for new business opportunities. In this position, you will develop a pre-sales strategy for target accounts and maintain a sales activity pipeline that meets and exceeds required quota revenues. You will respond proactively to leads and represent the full spectrum of Ryder services. Collaboration with Account Representatives (ARs) and Customer Development Managers (CDMs) will be essential to transition accounts and increase sales opportunities. You will also work with National Sales to generate sales opportunities within your territory and ensure that new customer orientation is completed effectively. Your role will require you to identify prospect needs and value components through quality needs assessments and value-based proposal preparation. You will continually develop account selling strategies to improve effectiveness and familiarize General Managers (GMs) and CDMs with sales in progress. Additionally, you will contribute to the effective transition of sold accounts and perform necessary administrative functions to support these accounts. Reporting sales activity to management and ensuring compliance with sales protocols will also be part of your responsibilities. You will leverage all available resources to expand new opportunities and develop account profile information on all prospect solicitations. Continuous training and improvement of your sales skills, industry knowledge, and personal growth will be encouraged.

Responsibilities

• Develop pre-sales strategy for 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.
• Perform administrative functions necessary to support accounts.
• Report sales activity to management.
• Engage in 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.
• Engage in training and improvement of sales skills, industry knowledge and personal growth needs.

Requirements

• 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.
• Ability to interpret financial data advanced required.

Nice-to-haves

• Represent the full spectrum of Ryder's services to new and potential customers advanced preferred.

Benefits

• Full benefits package
• 401k employer match
• Discount on shares
• Salary range from $68,000 to $77,000
• Commission potential, with total compensation expected to be between $130,000 to $165,000.