Head of Business Development

Metro Supply Chain is a strategic supply chain solutions partner to some of the world’s fastest growing and most reputable organisations. For 50 years, it has excelled at tailoring integrated, data-driven solutions that fulfil complex and challenging distribution needs. Managing 19 million square feet operating out of more than 175 sites across North America and Europe with a team of 9,000, it is one of Canada’s largest privately owned supply chain solutions companies.

We’re looking for someone who understands what strong, effective business development looks like within a large, established logistics environment, and who is now ready for something a little different. This is an opportunity to bring that experience into a growing, ambitious organisation where you can play a more visible role in shaping outcomes and influencing how we approach new opportunities. We’re looking for someone who deeply understands our market and can deliver wins at all sizes; from making the most of the space we have, to securing big, technically advanced wins. Relying on an existing network won’t be enough - this is a job for someone who is hungry to get out there and leave no stone unturned in the quest to tell the world about Metro Supply Chain and what we can do for them.

RESPONSIBILITIES:

• PROSPECTING
• Build and manage a qualified sales pipeline by identifying target customers, developing relationships with key decision-makers and aligning customer requirements to the company’s contract logistics capabilities.
• Assess new opportunities to prioritise the most commercially attractive prospects and improve conversion rates.
• Identify emerging customer needs and translate them into compelling logistics solutions across warehousing and transport.
• Proactively network with potential customers through industry contacts, targeted outreach, events and conferences.
• WINNING BUSINESS
• Deliver against new business targets by converting opportunities into profitable contract wins.
• Take ownership of the full sales cycle from initial contact and qualification through solution development, proposal submission, negotiation, contract award and handover to operations.
• Lead cross-functional bid teams, engaging Operations, Solution Design, HR, IT, Finance and Legal as required to develop robust, competitive proposals.
• Use a consultative sales approach to understand each customer’s strategy, operational challenges and growth plans, and clearly demonstrate the value of the proposed solution.
• Work closely with operational and finance teams to shape solution design, build cost models and develop business cases.
• Support the commercialisation of proposals, contract negotiations and contracting process.
• Demonstrate a strong understanding of warehouse and transport operations, including operational design, service delivery and cost drivers.
• Travel nationally to meet prospective customers and support business development activity, including overnight stays where required.
• Maintain awareness of developments across the logistics market and customer sectors to support strategic selling.
• Identify opportunities to cross-sell additional services to new and existing customers where appropriate.
• Support contract renewals where required.
• Maintain accurate and up-to-date customer and opportunity records within the CRM system.
• MARKETING
• Work with the marketing team to raise brand awareness and promote the business across target sectors and markets.
• Communicate the company’s capabilities, credentials and value proposition clearly to prospective customers.
• Prepare compelling customer presentations, proposals and supporting sales materials.
• Act as a subject matter expert on market trends, industry standards and best practice within contract logistics.

WHAT WE’RE LOOKING FOR:

SKILLS

• Proven track record of winning new business within contract logistics, warehousing, transport or broader supply chain solutions.
• Strong understanding of logistics commercial models, including open-book and closed-book contracts.
• Excellent analytical, financial and commercial skills, including experience of preparing cost models, pricing submissions and business cases.
• Experience of developing and presenting compelling logistics solutions, proposals and tender responses.
• Experience of working with senior stakeholders internally and externally, including operational, finance and procurement teams.

COMPETENCIES

• Strong knowledge of warehousing, transport, supply chain operations and logistics technology.
• Demonstrable success in delivering new business growth within one or more sectors including consumer, retail, e-commerce, technology, industrial and manufacturing.
• Able to build credibility and long-term relationships based on trust, collaboration and professionalism.
• Ability to sell value rather than price, and position solutions in a commercially credible fashion.
• Commercially astute, with strong business acumen and sound judgement.
• Excellent interpersonal, communication and presentation skills.
• Confident operating at senior levels with customers and internal stakeholders, including procurement, operational leadership and board-level contacts.
• Highly organised, self-motivated and able to manage multiple bids and priorities concurrently.
• Committed to working in line with company values, governance requirements and professional standards.

CUSTOMER SERVICE AND “OUR WAY” CULTURE

• As a team member works collaboratively with Metro employees in a team-oriented environment.
• Exceptional customer service attitude.
• Looks for ways to say “Yes” to the customer (internal and external).
• Promote and support team member driven social initiatives.
• Follow established processes and achieve customer Key Performance Indicators (KPIs).
• Commitment to quality of work.
• Approachable, positive interpersonal style.
• Maintain open honest relationships.

HEALTH & SAFETY

• Without compromise maintain a safe and clean work environment.
• Follows the Occupational Health and Safety Act including Safety, Violence and Harassment laws.
• Reports any hazards in the workplace to management.
• Must not use or operate equipment in a manner that would endanger self or others.
• Must not put other workers at risk by their actions.

We are an equal opportunity employer committed to building and fostering a diverse workplace where people feel included and valued. We encourage applications from all qualified individuals. Should you require accommodation for a special ability or need during the recruitment process, please reach out to a member of our Human Resources Team.