Business Development Director

December 18th, 2012

Schneider National is looking to hire a work at home business developer director. The primary responsibility of this person is to lead the enterprise Dedicated fleet creation/conversion/supplementation/leasing effort, supporting standard van dedicated, temperature controlled and specialized business units. They will identify and target specific dedicated fleet opportunities; work on an approach and sales plan; support the selling process, by coordinating the resources in Green Bay to facilitate the sale; participate in the sales calls; and negotiate the close. Additionally, if successful through the bid process, transition the deal to the Business Implementation Team (BIT) for successful start-up. They will make and develop contacts to initiate the sales process, and act as the primary contact through winning and implementing the business.


  1. Create and manage a pipeline of new business opportunities that produces new working units that meet the operating plan each year.
  2. Develop opportunity screening criteria that compliment our business growth strategies and maximizes our response efforts.
  3. Direct market research in gathering industry, competitor, and customer data and in analyzing that data to identify dedicated fleet opportunities.
  4. Work with Global managers to draft dedicated fleet conversion/creation plans for their book of business.
  5. Work in concert with the engineering and pricing team to develop opportunity solution processes, assemble and lead teams consisting of engineering, field operations, customer service, revenue management, finance, linehaul services, labor relations, legal, and sales – that focus on creation and/or conversion of a dedicated fleet.
  6. Act as the primary problem-solver and create innovative solutions to overcome unique issues around each dedicated opportunity (e.g. cost benefit analysis proposals, equipment leases, driver retention, special service requirements, etc.)
  7. Build strong working relationships with the Dedicated Leadership Team.
  8. Drive innovation to the Dedicated and Sales Leadership Teams by effectively representing the market and the ‘ voice of the customer’.
  9. Lead development of sales tools, collateral, and advertising.


  1. Bachelor’s degree required and 5+ years leadership experience in business development or direct dedicated sales.
  2. Business Acumen – Effectively manages revenue and cost. Anticipates market opportunities responding appropriately.
  3.  Strategic Thinking – Takes a learning approach to marketplace. Determines ability to provide value based on customer needs and competitor positioning relative to the needs.
  4. Negotiation Skills – Ability to protect the interests of SNI while Identifying leverage points for customer price and volume negotiations while protecting the relationships.
  5. Relationship/Influence – Ability to influence business decisions and processes through effective development of relationships. Proven ability to “influence without authority”.
  6. Project Management skills that focus around process discipline and measurement.
  7. Demonstrated ability to interface and ‘sell’ to Executive level. Experience interfacing with senior financial managers is preferred
  8. Clear, convincing oral and written communication skills
  9. Demonstrated leadership abilities
  10. Must possess an appreciation for accounting precision accuracy and an understanding of legal contracts including financing/leasing documents.
  11. Need to demonstrate strong analysis, problem solving skills and solid decision making while accepting accountability for portfolio risk quality.
  12. 75% travel


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