Business Development Manager - Sales

Ryder - Evansville, IN

Full-time - Mid Level

Evansville, IN

Rental and Leasing Services

About the position

As a Business Development Manager (BDM) at Ryder, you will play a crucial role in driving new customer business within your assigned sales territory, which includes Evansville, IN and Louisville, KY. This position is designed for a motivated individual who thrives in a hunter role, focusing on developing and nurturing new business opportunities. You will be responsible for educating prospects about Ryder's services and enhancing their perception of value through the Ryder Sales Process. This involves creating detailed sales plans, analyzing the profitability of potential clients, and understanding the competitive landscape and risks associated with each account. Your day-to-day responsibilities will include developing a robust sales activity pipeline to meet and exceed revenue quotas, responding proactively to leads, and representing the full spectrum of Ryder's services. You will collaborate with Account Representatives (ARs) and Customer Development Managers (CDMs) to transition accounts and identify new sales opportunities. Additionally, you will ensure that new customer orientations are completed and work closely with Distribution Services Directors (DSDs) to develop Dedicated Contract Carriage (DCC) opportunities. In this role, you will also conduct quality needs assessments to identify prospect requirements and prepare value-based proposals. Continuous improvement of your account selling strategies will be essential, as will familiarizing General Managers (GMs) and CDMs with ongoing sales efforts and their potential impacts. You will be expected to report sales activities to management, comply with sales protocols, and create supportive relationships with Customer Business Units (CBUs). Your ability to leverage resources across the organization will be key to expanding new opportunities and developing comprehensive account profiles for all prospect solicitations. This position requires a high degree of initiative, self-motivation, and the ability to work both independently and as part of a team. You will need to be flexible and capable of multi-tasking in a fast-paced environment while maintaining excellent organizational and time management skills. A strong understanding of Ryder's product offerings and the ability to interpret financial data will be critical to your success in this role.

Responsibilities

• Develop pre-sales strategy for target accounts.
• Develop a sales activity pipeline sufficient to meet and exceed required quota revenues.
• Respond proactively to leads furnished.
• Represent the 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.

Nice-to-haves

• Experience in contractual based sales.
• Advanced understanding of Ryder's product offerings.

Benefits

• Full benefits package
• 401k employer match
• Discount on shares
• Company cell phone
• Mileage reimbursement
• Excellent monthly commission payout potential