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Business Development Director

Company: Foss Maritime
Location: Portland
Posted on: November 26, 2022

Job Description:

This website is AudioEye enabled and is being optimized for accessibility. To open the AudioEye Toolbar, press "shift + =". Some assistive technologies may require the use of a passthrough function before this keystroke. For more information, activate the button labeled "Explore your accessibility options".Develop sales in the marine transportation project market with both prospective (new) and existing accounts, in both domestic and foreign markets. In this outside sales role, the Business Development Director will build Foss' book of business by leveraging existing relationships as well as prospecting, developing and closing new business opportunities through face to face meetings within an assigned territory. ESSENTIAL FUNCTIONS:

  • Generates harbor services and marine project business through utilization of owned and chartered in assets (including Foss International assets) within an assigned territory.
  • Under the guidance of the VP, MT Business Development & Contract Services, establishes utilization goals of MT assets and strategic sales plans to achieve them.
  • Directs growth strategies within prescribed territory (market segments, geographical, vertical).
  • Develops business case strategies for growth or divestiture in market segments.
  • Maximizes contact time in the field and develops market penetration with existing and potential clients.
  • Acquires and maintains knowledge of competitive market and assets to potentially charter for opportunities.
  • Acts as the first point of contact and entry point in the assigned market place.
  • Represents Foss in industry functions and seminar attendance to heighten marketplace visibility.
  • Provides analysis and guidance in service segmentation and pricing strategies.
  • Supports business line managers in evaluation and preparation of bids and RFP's.
  • Manages negotiations of contracts, renewal or first time bids and resulting administration.
  • Manages the coordinated response to large project RFP's.
  • In conjunction with the Pricing Manager and the VP, manages the economic analysis and pricing for large projects.
  • Provides analytical support for RFP's, bids, and other business development efforts.
  • Fosters cross-selling opportunities within the company and with other FMC companies.
  • In a matrixed organization, liaises with Project Services to develop, team sell and manage new and secured contacts, and with Finance to analyze bid packages.
  • Provides budgets, plans and forecasts in compliance with company standards necessary to predict assigned business segment activity.
  • Compiles and publishes various statistical information for business analysis purposes.
  • Utilizes company technology platforms including CRM and SAP to develop business analytics including actual and projected sales field activity information.
  • Travels as required, including domestic and international trips.
  • Performs special duties and other projects as assigned.
  • Adheres to all company policies.
  • Accomplishes all tasks as appropriately assigned or requested.
  • Provides direction and leadership to achieve company Core Values, Mission and Safety Vision. KNOWLEDGE SKILLS AND ABILITIES:
    • Excellent communication and human relation skills in dealing with customers and employees within matrix organization.
    • Ability to deal with difficult and stressful situations in a positive manner.
    • Ability to make independent decisions in areas of rate development, customer relations, problem solving that impact company profit and loss.
    • Ability to work with all levels of associates.
    • Ability to organize and prioritize workload; comfortable in an unstructured environment.
    • Able to perform duties with minimum direction.
    • Able to be a team leader and mentor to other employees.
    • Capabilities to develop, understand, interpret and analyze accounting and financial information for preparation of proposals.
    • Computer proficiency, including MS Office Suite, Maximizer, SAP, CRM.
    • High-level expertise in Excel modeling and pricing strategy.
    • Use of financial consolidation software and analytical tools.
    • Experience in vendor management on large projects.
    • Knowledge of tug and barge operations, and applications to harbor services lines of business.
    • Knowledge of competitive marine industry environment and relationships between companies (vendors, customers, competitors).
    • General knowledge of ship assist and regional towing business dynamics, including volume and cost impacts.
    • Ability to analyze and handle confidential information. MINIMUM REQUIREMENTS: Bachelor's degree in business, management or engineering required and 5 - 8 years' work experience in the marine industry, with a minimum of five years' experience in projects or project management. An MBA or leadership and management training a plus. Foreign sales experience is required. Prior experience working in JV or other cooperative relationship with third parties is required.Foss Maritime Company is an Equal Opportunity - Affirmative Action Employer and a VEVRAA Federal Contractor. We are committed to a diverse workforce and taking affirmative action to employ and advance in employment qualified women, minorities, individuals with disabilities and protected veterans. Foss is a drug-free employer and a participant of the E-Verify Employment Verification Program. Address 9030 NW St. Helens Road, Portland, Oregon 97231

Keywords: Foss Maritime, Portland , Business Development Director, Executive , Portland, Oregon

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