Director, Business Development

Solutions driven success.

XPO is a top ten global provider of transportation services, with a highly integrated network of people, technology and physical assets. At XPO Logistics, we look for employees who like a challenge and can communicate effectively in all situations. We want to leverage your skills and years of experience to drive positive results while ensuring a bright future for yourself and XPO. If you're looking for a growth opportunity, join us at XPO.

As the Director, Business Development, you will drive incremental revenue growth and proactively plan for renewals while acting as a single point of contact for the business unit. You will also collaborate with the Strategic Account Managers (SAMs) to establish the overall global forwarding account plan and resolve customer issues. Become a part of our growing, dynamic team and we'll help you develop your career to a level that will exceed your expectations.

Pay, benefits and more.

We are eager to attract the best, so we offer competitive compensation and a generous benefits package, including full health insurance (medical, dental and vision), 401(k), life insurance, disability and the opportunity to participate in a company incentive plan.

What you'll do on a typical day:

• Promote XPO's full complement of forwarding solutions: Ocean Freight, Cross Border, Air Freight, Customs Brokerage, Transload and Warehouse solutions
• Growing and diversify the company's logistics business in Latin America via the Miami office and gateway, in compliance with all corporate objectives
• Manage base of accounts to strengthen relationships and promote growth within accounts
• Serve as the customers' primary sales contact supporting their day-to-day activities.
• Adapt a consultative customer sales approach and serve as the customer advocate ensuring their needs are surpassed.
• Collaborate internally with sales, operations, agents, and pricing departments to establish contract rates with targeted customers.
• Build a pipeline of targets by prospecting for business through a variety of activities, including prospecting via phone, web meetings and perform in-person sales visits to uncover and develop new business
• Translate business opportunities into incremental revenues through strong selling activities
• Responsible for overall volume and gross profit growth in the designated trade lane through direct sales activity in coordination with overseas counterparts and agents in Latin America
• Performs regular visits to qualified prospects and customers, in accordance with Management's directives, to drive the business and grow the company's revenue, market share and profitability
• Builds relationships at all levels and represents the company in a professional manner, including making presentations
• Self manages various administrative aspects (CRM, expense reports, etc.)
• Achieves the annual growth KPI's (revenue, profit, volume)
• Identify top opportunities to pursue during the CST (consignee selling trip)
• Ultimately responsible for Miami Sales Pipeline
• Prepare and present quarterly action plan and progress report to the Director of Operations

Because traffic can be controlled overseas, growth in the lane will be achieved by supporting and building the network in Latin America:

• With a minimum of one CST (consignee selling trip) per quarter
• Direct point of sales for Miami
• Work in conjunction with Miami Pricing Team
• Acting as the commercial liaison between the overseas team/agents and XPO Miami

What you need to succeed at XPO:

At a minimum, you'll need:

• Bachelor's degree or equivalent related work or military experience
• 7 years of combined experience in global forwarding sales, third-party logistics, project management and/or logistics
• Proven track record building forwarding relationships and business connecting LATAM with the US market

It'd be great if you also have:

• Bachelor's degree in Transportation
• Availability to travel up to 50% of the time
• Experience in account management and customer issue resolution
• Familiarity with Salesforce.com
• Excellent verbal and written communication skills; ability to present clean, organized and thorough information and data appropriate for intended audience

Be part of

We are proud to be an Equal Opportunity/Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, sex, disability, veteran or other protected status.

All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test.

The above statements are not an exhaustive list of all required responsibilities, duties and skills for this job classification.

Review XPO's candidate privacy statement here.