Business Development Manager
2 weeks ago
Calling all growth-oriented security professionals for innovative Business Development role
About TSS:
Terminal Security Solutions, Inc. (TSS) is a premier maritime security services firm specializing in cargo facility security, cruise terminal security and crew safeguarding. Part of the Nautilus Group of Companies for 10 years, TSS has the support of a stable and well capitalized parent group with a maritime history going back over 150 years. Currently, TSS is entrusted to secure facility operations for major marine terminal operators and cruise lines for ports in Southern California, Houston/Galveston region, South and Central Florida and the New York/New Jersey area.
Summary
The Business Development Manager is responsible for the growth and expansion of revenue through new and recurring accounts in the cargo sectors across the USA for TSS, the maritime security business of Nautilus International Holding Corporation. The duties include seeking out new business opportunities, engaging with existing and new target customers, contract management and development of rate quotations, RFP responses and proposals including preparing supporting financial evaluations. The employee will also collaborate with operations personnel to ensure the commercial strategy is aligned with technical constraints and expectations. The Business Development Manager reports directly to the TSS President. Competitive total compensation package includes base salary plus variable pay incentives (tied to sales growth and contract profitability) and a comprehensive benefits package.
Qualifications & Skills Required
Use self-generated and company provided leads to conduct routine sales and marketing efforts specifically for prospective marine terminal/cargo clients and port authorities in line with TSS Business Strategy.
Identify opportunities for growth within existing TSS locations and outside of existing locations.
Proven track record of securing and servicing client contracts with a focus on profitability.
Work with operational staff and management at all locations for input on all commercial aspects of rate proposals, RFP responses, and rate renewals. Creating relationships with operations personnel will be key, as will having a strong understanding of operational processes.
Develop and maintain relationships with customers of TSS as well as key stakeholders in the local and international maritime community.
Connect with existing customers to ensure our service levels are meeting expectations.
Develop pricing models to ensure existing and potential business opportunities are priced in a competitive and profitable manner.
Collaborate with TSS President and the Financial Reporting department to build financial models to ensure existing business is priced appropriately and to model new business opportunities.
Responsible for quotations, RFP responses, proposals, and contract renewals for TSS cargo/marine terminal business.
Create projections for future bid opportunities in the cargo/marine terminal and port authority sectors.
Support TSS President and/or other senior management in preparing the cargo security aspects of TSS’ annual budget and periodic forecasts.
Convey to management areas of potential expansion, to be vetted for further investigation. Areas of potential expansion may include the aviation sector and security technology.
Fulfill budgeted expectations at existing locations/accounts.
Manage sales process optimization, goal setting, strategy, and data analysis.
Report on sales cycle activity, pipeline development, and sales goal tracking to senior management
Attend relevant trade shows and other industry events as approved by supervisor.
Stay up to date on industry trends, competitive landscapes, and emerging technologies to identify innovative new business opportunities.
Travel to visit customers and prospects in person, required.
Able to work remotely (from home) when not traveling.
Self-motivated and able to stay on task without constant oversight.
Requirements
Education and/or Work Experience
Three (3) plus years in marketing/sales ideally within the maritime security sector. Exceptional candidates with terminal management, container terminal operations and/or other cargo operations experience but lacking security sales experience will be considered.
Proven ability to source and close new business in the maritime security sector.
Bachelor’s degree or higher.
Excellent interpersonal skills and communication skills, oral and written; Proficient in creating and delivering compelling presentations.
An operational background is a plus.
Competencies/Job Skills
Experience in financial modeling, a plus.
Proficiency in Microsoft Office suite of products.
Proficiency in CRM software e.g. Salesforce
Physical Requirements
Able to sit/stand for extended periods of time.
Frequent travel, including plane travel is necessary.
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