Business Development Consultant II

Job Responsibility: Farrow, a wholly owned subsidiary of Kuehne+Nagel Group, is headquartered in Windsor, Canada. Farrow brings to the global trade industry over 110 years of expertise in cross-border customs brokerage, import/export trade compliance consulting, and integrated logistics services (international freight forwarding/global supply chain management, warehousing/distribution, and ground transportation). With operating locations across Canada, the United States, and Europe, Farrow manages over 800 employees with 38 offices and warehouses including those of acquired companies D.J. Powers Co. Inc. and Link+ Corporation. Farrow is proud to be a Canada's Best Managed Companies winner for fourteen consecutive years, achieving Platinum Club status in the most recent eight years - an accomplishment few companies attain. Position Summary The Business Development Consultant is a key member of the sales team and is responsible for the sale of Farrow's services and solutions to potential and existing customers within an assigned territory. The Business Development Consultant maintains and operates in accordance with Farrow's policies, and standards and ensures adherence to our mission, vision and values. Key Responsibilities

• In conjunction with Sales leadership, develop and set specific and measurable sales targets (activity and revenue) on a monthly, quarterly and annual basis.
• Develop and maintain a pipeline of new opportunities for the assigned territory.
• Daily by phone, prospecting for potential clients using cold calls, referrals/leads from branches and other departments and recommendations from existing clients. Follow up on all leads.
• Meet with potential clients daily to describe our services and obtain the necessary information to prepare proposals (i.e. the volume of shipments, the complexity of the database, financial exposure to our company, etc.). Answer potential clients' questions and leave them with company marketing brochures.
• Present proposal to prospective client outlining costs, services we will provide and any additional information on the corporation as required. Follow the standard proposal format with any modifications to meet the special needs of the potential client
• Lead and support formal RFPs and presentations covering larger revenue opportunities
• Liaise with clients, Trade Compliance, Operations, Client Partnering Departments as well as branch locations to ensure that all necessary data had been gathered to meet the internal and client requirements.
• Participate in all sales and other training provided by Farrow and/or Kuehne & Nagel.
• Work collaboratively with the Senior Director of Sales Operations and RFP Management.
• Participate in special projects and promotional campaigns under the direction of Sales leadership.
• Prepare required weekly/monthly sales reports within the prescribed time frames
• All other duties as prescribed by Management.

Education and Experience

• Post-secondary diploma/education (minimum 2-year program) in sales, marketing or business.
• More than 7 years of sales experience with significant experience in customs brokerage and related industries.

Competencies, Working Skills & Attributes

• Result-oriented individual with a sense of urgency; motivated by success; natural "winner"
• Demonstrated expertise in initiating and managing successful business-to-business sales and service relationships
• Strong and polished professional communication skills, negotiating abilities and excellent phone etiquette
• The incumbent must be able to operate standard office equipment including a computer, calculator, photocopiers, and telephone.
• Be fully functional with the Microsoft Office suite of products including Outlook, Word, Excel, PowerPoint, and Teams.
• Experience utilizing a CRM, preferably Salesforce and be comfortable with social media.
• Excellent time management skills to effectively meet the required sales targets.
• Excellent organizational and prioritizing skills to keep track of new leads, meetings that have been arranged, dealing with many client concerns and sales proposals.

Working Conditions, Mental Effort & Physical Requirements

• Must hold a valid driver's license and have no restrictions on travel between Canada/US and abroad. A valid passport is required.
• Must be able to sit for an extended time while travelling, preparing documents, etc.
• Ability to focus on a computer screen, written materials, traffic, etc. for extended periods.
• Manual dexterity is required to use a computer and peripherals.
• Able to work under deadlines and high stress.
• Able to professionally handle various personnel and other issues as they arise
• Travel may involve risk due to hazardous road conditions, flying, etc.

Farrow is an equal opportunity employer, committed to diversity and inclusion. Accommodations for job applicants with disabilities are available on request.