VICE PRESIDENT OF BUSINESS DEVELOPMENT

Summary

UCW Logistics provides a full complement of third-party logistics services and total transportation solutions. Whether our clients are moving product within the states or around the world, we offer our warehouse and transportation solutions to provide the best solutions in the industry. Our dedicated staff of experienced and creative professionals combine their talents with robust transportation and warehouse management systems to create powerful resources which reduce costs, streamline operations, and increase operating efficiency.

The fundamental role of the Vice President of Business Development is to develop and administer a selling program that effectively contributes to UCW’s goals. The VP of Business Development will be responsible for the development and performance of all sales activities in the assigned market, including establishing plans and strategies to expand the customer base and contributing to the development of training and educational programs for clients and Account Executives. The VP of Business Development will decide how many salespeople to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, what type of presentation they should make, and how the sales function should be structured for maximum contact with customers and will provide leadership towards the achievement of maximum profitability and growth in line with UCW’s Core Values.

Essential Duties and Responsibilities

Including the following. Other duties may be assigned.

Sales Leadership:

• Responsible for obtaining profitable results through the sales team by developing the team through motivation, counselling, skills development and product knowledge development
• Responsible for managing the sales team, developing a business plan covering sales, revenue, and expense controls, meeting agreed targets, and promoting UCW’s presence
• Lead and schedule weekly and/or monthly team meetings with sales team and leadership
• Embody UCW’s culture and maintain high sales employee engagement
• Meet pre-determined revenue goals through the activities of direct reports
• Ensure correct usage of CRM and other sales applications
• Train and ensure adherence to the sales process

Personnel:

• Plan and implement a specific performance review system that describes the responsibilities and expectations for each member of the sales team, set individual territory sales and commission targets and administer the commission plan
• Personally observe the performance of sales representatives in the field on a regular basis
• Responsible for the recruitment, direction, organization and leadership of sales managers and sales representatives to accomplish defined objectives
• Provide high standards of ongoing training for the sales representatives so that they possess sufficient technical knowledge to present information on UCW’s services in an accurate and balanced manner
• Train new salespeople to ensure success
• Coach and develop direct reports

Administration:

• Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior leadership on maximizing business relationships and creating an environment where customer service can flourish
• Responsible for monitoring the performance of the sales team (inclusive of Sales Agents and Operating Agents) by establishing a system of reports and communications involving lead generation, sales reports, cyclical sales meetings, sales newsletters and electronic bulletins
• Assign sales territories, set sales goals, and establish training programs for UCW’s sales representatives
• Track sales team metrics and report data to leadership on a regular basis
• Implement performance plans according to company procedure

Planning:

• Assist in the development of the annual sales plan, specifically advising on realistic forecasts for each service and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force and sales promotion program plans
• Ability to assess current service offerings and to identify missed opportunities
• Partner with Operations to ensure clear communication, commitment, and teamwork from all UCW departments to provide a complete customer solution

Qualifications and Requirements

• Bachelor’s degree required, MBA preferred
• 6-10 years successful sales leadership as VP of Sales or Sales Director
• A proven track record and demonstrated success leading teams
• Experience hiring, coaching and developing a geographic team
• Demonstrated success in achieving quota in enterprise class sales
• Ability to establish and manage executive-level customer relationships
• Ability to work effectively in a matrix-management environment with extended team members
• Ability to resolve complex problems
• An effective sales team leader that can work well with all UCW teams
• Ability to develop strategies and execute

Benefits

UCW Logistics offers a competitive salary and annual bonus program along with comprehensive benefits that include:

• Paid Time Off
• Employer Paid Health Insurance
• Dental Insurance
• Vision Insurance
• Life Insurance
• 401(k) with Company matching
• Tuition Reimbursement

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.

The above statements are intended to describe the general nature and level of work performed by people assigned to this position. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. All employees may be required to perform duties outside of their normal responsibilities from time to time as needed.