Vice President Of Business Development

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Job description

The United States Postal Service has retained the Executive Search Practice of Robert Half to help identify a Vice President - Business Development.

The Vice President - Business Development will lead the design and execution of commercial sales strategies for large, direct customers and indirect partners serving as the executive customer relationship manager. S/he will lead the development of negotiation strategies, ensuring volume and contract contribution expectations are achieved. S/he will serve as an industry expert; providing strategy and guidance on industry best practices and standards in support of sales initiatives, operational best practices, and innovative strategies. The incumbent will be responsible for managing a complex business solutions organization for a large enterprise. This role will be based in the greater Washington, DC. Metropolitan area.

Key responsibilities will include the following:

· Leading the development and execution of enterprise-wide direct sales strategy for multi-million-dollar commercial package customers to retain and grow commercial business.

· Leading the development and execution of enterprise-wide indirect sales strategy for channel partners (e.g., consolidators, resellers, marketplaces, e-commerce platforms, fulfillment).

· Identifying strategic high growth or under-penetrated customer segments to increase the scope of USPS customer and market intelligence.

· Directing the development of Negotiated Service Agreement (NSA)/sales contract strategies and modeling to support contract negotiations and customer pricing recommendations for all customers that merit an NSA, including customers served by the Chief Customer Marketing Office (CCMO).

· Leading the evaluation of industry best practices to identify strategies for improving client relationships. Overseeing the execution of commercial customer partnerships to ensure compliance with policies, service standards, and commercial terms.

· Developing customer relations strategies for all key customers. Creating annual and quarterly plans to ensure organizational alignment with cross-functional teams (e.g., Business Evaluation, Pricing, Legal, Operations).

· Conducting meetings with all key customers to review compliance to all contract terms, including quarterly meetings with strategic customers.

The successful candidate will have:

· An undergraduate degree in Business, industrial Engineering, Supply Chain Management, Logistics, Economics, or a closely related field from an accredited college or university is desired. A Master's degree is preferred.

· 10+ years of professional and progressive experience managing and developing sales strategies in the shipping and logistics industry for a large organization or large B2B sales force including at least 5 years of experience directly managing employees, including providing direction, guidance, and feedback to ensure achievement of goals and objectives.

· 10+ years of professional and progressive experience growing multi-million dollar sales contracts through negotiation and new customer acquisition for a large organization of which at least 3 years of experience developing strategies and programs to drive cross-functional change.

· Possess professional experience negotiating contracts in the logistics and package delivery industry OR five years of professional experience leading a large (50+) person B2B sales force and managing multi-million-dollar customer relationships. Experience in logistics, distribution, transportation is an advantage.

· The ability to communicate verbally and in writing to all levels of the organization and external stakeholders sufficient to clearly explain information to the target audience and respond to requested information in an appropriate manner.

· Proven professional experience developing commercial solutions utilizing existing assets for a large organization.

· Excellent communication and presentation skills and the ability to obtain a Top Secret/SCI Clearance.

Compensation includes a competitive salary and excellent health and retirement benefits.