VP - Strategic Development

PRIMARY FUNCTION:

VP of Strategic Development conducts tasks and processes aimed at developing and implementing growth opportunities within TMC’s Specialized Division and between our business partners. Represents the entire range of company products and services to assigned customers; while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are achieved. The primary responsibility of this role is to develop and grow mutually beneficial specialized truckload client relationships that deliver positive results for both the client and TMC. The VP of Strategic Development works nationwide to develop, manage, and enhance relationships with clients that TMC primarily services. Identify and develop new business opportunities for the Specialized Division with both prospective and existing customers.

DUTIES AND RESPONSIBILITIES The VP of Strategic Development is concerned with the analytical preparation of potential growth opportunities for the Specialized Division as well as the subsequent support and monitoring of its implementation. Both in the development phase and the implementation phase, our business developers collaborate and integrate the knowledge and feedback from the Specialized Department. This assures that the organization can implement the growth opportunity successfully.

• Closely coordinates company executive involvement with customer management to achieve strategic account objectives.
• Coordinating the involvement of company personnel; including support, service, and management resources to meet account performance, objectives, and customer expectations.
• Load solution development efforts that best address customer’s needs, while coordinating the involvement of all necessary company personnel.
• Meeting assigned targets for profitable sales volume and strategic objectives on assigned accounts.
• Preemptively assesses, clarifies, and validates customers’ needs on an ongoing basis.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives and financial targets.
• Works closely with the Specialized operations team to ensure customer satisfaction and problem resolution.
• Serve as the Company’s business representative for all matters relating to the services TMC provides its customers.
• Gather information relative to potential and existing accounts, coordinate needs and direct the development of service proposals designed to match the Features and Benefits that TMC may provide to the Customer’s expressed needs.
• Effectively and professionally present Service and Price Proposals to potential and existing Customers to advance the Company’s market objectives.
• Meet or exceed the sales activity standards as determined by the Company
• Develop geographic specific plans according to clients’ needs and abilities that are commensurate with the Specialized line of business needs.
• Balance account relationships and internal capabilities to improve Specialized equipment utilization, deliver an improved client experience, and improve network balance.
• Develop specific geographic expertise to generate the right revenue at the right time in the right place to balance and expand our network.
• Establish relationships with clients and industry experts to maintain a pulse on the competitive landscape of the market to be most effective in a selling environment.
• Drive key factor performance results (network value, revenue, price increases, margin improvement, EBIT, outbound flows on network lanes, etc.).
• Interface with functional units to include Market Managers, Pricing, Customer Service and Service Planners, TMC leadership, Operations, and suppliers to ensure successful execution of the service offerings to clients.
• Maintain complete knowledge of client base for the Specialized Division, and work to maximize profitability by balancing client mix based on aggregate network value.
• Other Duties as assigned