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Director of Sales and Business Development

Remote, Work from Home
Job Title: Director of Sales and Business Development
Department:  Sales & Business Development
Primary Location: Remote / Personal Residency
Reports To:  CEO
Employment Type:  Salary, Bonus Plan
Travel:  30% - 40%

Primary Role

Vigilant Global Trade Services is seeking an experienced, positive, driven, and motivated team player to join our leadership team. In this position, the Director of Sales & Business Development will play a key role in the company’s growth trajectory by developing and fostering relationships to expand Vigilant’s customer base and expand strategic relationships with business partners. The Director of Sales and Business Development has responsibility for selling trade compliance managed services, along with Vigilant’s project work capabilities, and driving profitable growth. In addition, the Director of Sales and Business Development will capitalize on new revenue generating business partnerships by identifying and evaluating third parties that facilitate strategic business growth.

The entrepreneurial culture of Vigilant demands that the successful candidate has a strong work ethic and the ability to work independently.

Vigilant Core Values
  • Our People are our Greatest Competitive Advantage 
  • Quality over Quantity
  • Integrity
  • Passionate/Can-do Attitude
  • Respect
  • Communication
  • Accountability
  • Positivity

Primary Job Responsibilities

  • Develop and execute a detailed sales strategy, focused on delivering value to clients.
  • Develop and manage opportunities through all stages of the sales cycle, with strong ability to close deals with prospective clients.
  • Responsible for monitoring the competitive landscape, along with the market trends to assess further opportunities for new business.
  • Assess client pain points; lead extensive discussions to best define and present solutions that solve the client’s problem(s).
  • Design, document, and deliver high quality proposals and statements of work to prospective clients.
  • Prepare and deliver powerful, persuasive presentations for prospective clients, effectively demonstrating the differentiation of Vigilant’s service offering.
  • Maintain a robust deal pipeline toward targeted prospective clients to continually drive new business opportunities.
  • Responsible for overall deal tracking, from initial lead to deal closure, and timely status updates in Vigilant’s CRM system.
  • Full participation in Vigilant’s EOS process with accountability for sales and business development.
  • Responsible for driving profitable growth.

  • Create and implement a comprehensive strategy for the development of new business partnerships.
  • Add strategic business partners positioned to maximize referral opportunities.
  • Track and measure success of business partnerships, and impact on revenue.
Other Representative Job Duties may include:
  • Proactively differentiate Vigilant from competitors in the market as the quality provider of trade compliance services; ensure the full spectrum of Vigilant’s capabilities are highlighted and effectively marketed.
  • Establish and maintain sales goals, metrics, and milestones to ensure the comprehensive strategy is measurable.
  • Lead discussions, discovery sessions and negotiations with prospective clients.
  • Work collaboratively with Vigilant legal to ensure new client contract negotiations of terms and conditions are timely.
  • Attend conferences and industry events, always representing Vigilant in a professional manner.
  • Work collaboratively with the Client Success/Service Delivery team, Finance, HR and Legal team.
  • Develop Sales and Business Development budget each year, tracking success and taking corrective actions if results are not tracking to budget..
  • Create and implement a deal review process, along with process to assess lost deals.
  • Ensure all sales processes and procedures are documented, implemented, and continuously improved.
  • Other duties as assigned.

Required Knowledge, Skills and Experience
  • Bachelor’s degree in marketing, Business or other degree in a related field.
  • Minimum of 7 years’ prior experience selling in the global trade compliance or logistics industries.
  • Minimum of 5 years’ experience selling managed services to new clients.
  • Minimum of 5 years in leadership roles, focused on global sales and business development experience.
  • Must have ability to learn new services and technology solutions and turn them into a winning strategy to attract and acquire new clients.
  • Proven track record of qualifying, scoping, and closing revenue generating partnerships.
  • Experience developing, monitoring, and managing the budgeting process.
  • Excellent verbal and written communication skills are critical.
  • Ability to thoroughly assess potential client’s needs, determine an effective solution(s), and deliver a professionally written Statement of Work outlining Vigilant’s proposal addressing the client’s need.
  • Experience developing and delivering client focused presentations and proposals.
  • Excellent listening, negotiation and influencing skills.
  • Possess a “Hunter” attitude for strategic sales, adept at all phases of selling cycle, from lead creation, proposal preparation, negotiation to deal closure.
  • Ability to add value to the relationship by distilling, summarizing, interpreting, and communicating information to facilitate its usefulness.
  • Strong planning and organization skills, able to prioritize and adapt.
  • Must be self-starting, self-directing, and technically savvy, while working independently and remotely.
  • Competent with various business systems (Word, Excel, PowerPoint) & CRM (ZoHo preferred but not mandatory)
  • The ability to travel 30%-40%.

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