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 and the United States, Farrow manages over 800 employees with 28 offices and warehouses, including those of acquired company Link+ Corporation.

Position Summary

A Business Development Consultant (BDC) influences the organization by developing new client relationships, generating new business revenue and following up on leads from various internal and external sources. The Business Development Consultant maintains a focus on North American Brokerage, Consulting and all modes of freight forwarding within the SMB (Small & Medium sized Business) segments. An individual in this position recognizes that it may be appropriate to include a “subject matter expert” from the Business Development team in such cases when the Farrow solution is complex in nature.

Key Responsibilities (Supervisory/Materials/Information)

• Follow up on North American Brokerage, Consulting, Domestic and International Air and Ocean and cross border leads provided by various sources, by calling on Farrow prospects via phone and through digital media. The BDC is also required to self-prospect leads, and administrate pipeline with Farrow’s Salesforce CRM platform. .

• Use standard sales methods to explain our capabilities gather client data, identify the client’s organizational structure and decision makers and qualify which opportunities are worth pursuing.

• Act as client advocate during pricing development, work with the various Farrow Ops/pricing teams to develop pricing/proposals, review pricing information and ensure that pricing structures capture business requirements. Present and review proposals with clients, negotiate pricing and advise clients during the decision-making process, sell the value of the solution and the organization’s business experience and ability to deliver, obtain client commitment and agreement to proceed with selecting Farrow.

• Funnel competitive information within the Farrow organization and provide feedback on pricing to Product Leadership. Act as internal coordinator of discussions with Customer and the Farrow organization to ensure an orderly transition from Sales through Client Implementation.

• Use Salesforce.com to update client records to reflect prospect activity and to share information with the Business Development organization. With the use of Salesforce pipeline reports and dashboards, the BDC can measure their own productivity and utilize the task functions to keep on top of actions they need to complete.

Individual must be self-motivated and a “hunter” mindset

Ability to multi-task with between various project and deadlines.

Education and Experience

• Bachelor’s degree required although equivalent experience relevant to the job may be considered. A logistics, supply chain or business studties background is preferred

• Proficiency in English required.

• A preparedness to pursue ongoing education in brokerage and freight forwarding.

• This is an entry level Sales position.

• Knowledge of supply chain is a plus.

Exposure to social media from a business perspective is preferred

Competencies, Working Skills & Attributes

• Candidate assessments should show effectiveness in Communication, Managing Conflict, Leadership, Planning & Organization.

• One or more development items should be identifiable in the assessment results. See skills definitions

• Candidates should demonstrate the proficiency levels assigned to each of the job-specific competencies listed at the end of this section

• Comfort with utilizing business related software

Working Conditions, Mental Effort & Physical Requirements

• Must be prepared to work full time in an office environment

• Must have the ability to operate Microsoft Office and job-related software.

• Must be willing to travel within North America.