Business Development Executive - Brokerage

at Penske in Chicago, Illinois, United States

Job Description

Position Summary:

The Business Development Executive is responsible at a national level for securing new business from companies currently not using Penske as well as upselling to in-house domestic accounts to increase Penske’s wallet share. We are looking for a candidate who is dynamic, highly motivated, reliable, and who understands and appreciates the importance of a team effort to achieve goals. The candidate should be able to use a consultative sales approach to gain business. The Business Development Executive will be required to design solutions for prospective customers and onboard new customers effectively to hand off to the operations team. Must be knowledgeable of all aspects of inside and outside sales techniques and procedures. Must have excellent verbal and written communication skills.

Major Responsibilities:

Growth

- Proactively identify, pursue, and maintain a constant pipeline of potential Brokerage customers to meet or exceed

established quotas.

- Gain and maintain access to decision-makers via a disciplined and structured prospecting regimen, including cold

calling, networking, attending tradeshows, and social media.

- Explain products or services and prices, and answer questions from customers.

- Prepare estimates, and bids that meet specific customer needs.

- Adjust sales scripts to better target the needs and interests of specific individuals.

- Take the lead in negotiating and closing deals by uncovering and addressing objections / concerns from the customer.

- Achieve defined transactional sales goals and development standards required to attain the next level of career

advancement.

- Monitor market conditions, product innovations, and competitors’ products, prices, and sales.

- Other projects and tasks as assigned by supervisor

Customer Focus

- Develop comprehensive understanding of the customer’s business model and their unique challenges.

- Manage accounts to retain existing relationships and grow share of Brokerage business.

- Establish relationships with customers with freight spending less than 25 million.

- Work with the Brokerage team to resolve problems and to provide ongoing support to customers.

- Answer customers’ questions about products, prices, availability, product uses, and credit terms.

Internal Business Partnerships

- Leverage operational support while working within a team to continually improve the efficiency of overall book of

business.

- Develop strategic partnerships with Penske Truck Leasing and inside the Penske Logistics organization to identify cross-sell opportunities within specified market areas.

- Collaborate with the Brokerage team on pricing decisions, supplier selection and timing

Reporting

- Accurately track growth opportunities through a Customer Relationship Management (CRM) tool.

- Obtain customer information such as name, address, and payment method, and enter orders into Mercury Gate.

- Continually analyze Brokerage accounts to determine efficiency and profitability.

- Take the lead in communicating direction and progress / status of Brokerage deals to senior leadership.

Qualifications:

- 5 years or more of outside sales experience in the Brokerage or Logistics environment.

- Preferred to have current IATA dangerous goods certification and STA status.

- Bachelor’s degree or equivalent experience preferred.

- Experience in collaborating across multiple departments to achieve goals.

- Must have strong attention to detail and effective communication skills.

- Strong customer focus

- Must be skilled in Problem Solving / Process Improvement.

- Ability to manage multiple tasks and prioritize time-sensitive situations.

- Advanced desktop computer skills including Microsoft Excel and Outlook required.

- Ability to develop and maintain professional working relationships with customers and Penske personnel.

- Team player with flexibility in working different shifts.

- Regular, predictable, full attendance is an essential function of the job.

- Willingness to travel as necessary, work the required schedule, work at the specific location required, complete Penske employment application, and submit to a background investigation (to include past employment, education, and criminal history) and drug screening

Physical Requirements:

- The physical and mental demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

- The associate will be required to: read; communicate verbally and/or in written form; remember and analyze certain information; and remember and understand certain instructions or guidelines.

- While performing the duties of this job, the associate may be required to stand, walk, and sit. The associate is frequently required to use hands to touch, handle, and feel, and to reach with hands and arms. The associate must be able to occasionally lift and/or move up to 25lbs/12kg.

- Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and the ability to adjust focus.

Penske is an Equal Opportunity Employer.

Job Function: Account Management

Job Family: Sales

Address: 500 W MADISON ST STE 1180

Primary Location: US-IL-Chicago

Employer: Penske Logistics LLC

Req ID: 2409535