Business Development Manager - Outside Sales

$60,000 - $65,000/Yr

Ryder - Allentown, PA

Full-time - Mid Level

Allentown, PA

Rental and Leasing Services

About the position

At Ryder, our most important competitive advantage is our people. As a Business Development Manager (BDM), you will be part of a dynamic team, equipped to succeed and empowered to develop your sales career. This role is crucial for developing new customer business within your assigned sales territory, specifically in Allentown, PA. You will be responsible for educating prospects on the value of Ryder's services through the Ryder Sales Process. This involves creating sales plans, analyzing the profitability of prospects, and understanding the competitive landscape and risks associated with each account. This is a straight hunter role, and we are looking for someone who is eager to pursue new business opportunities. In this position, you will develop a pre-sales strategy for target accounts and maintain a sales activity pipeline to meet and exceed revenue quotas. You will respond proactively to leads, represent the full spectrum of Ryder services, and collaborate with Account Representatives (ARs) and Customer Development Managers (CDMs) to transition accounts and enhance sales opportunities. Your role will also include ensuring that new customer orientations are completed and working with Direct Store Delivery (DSD) teams to develop Distribution Center (DCC) opportunities. You will identify prospect needs through quality assessments and prepare value-based proposals. Continually developing account selling strategies will be essential to improve effectiveness. You will familiarize General Managers (GMs) and CDMs with ongoing sales and their potential impacts. Additionally, you will report sales activity to management, ensure compliance with sales protocols, and create supportive relationships with Customer Business Units (CBUs). Training and improving your sales skills, industry knowledge, and personal growth will also be part of your responsibilities.

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

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

Benefits

• Comprehensive health and welfare benefits including medical, prescription, dental, vision, life insurance, and disability insurance options.
• Paid time off for vacation, illness, bereavement, family and parental leave.
• Tax-advantaged 401(k) retirement savings plan with employer match.
• Discount on shares.