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Director, Strategy and Business Development

Memphis, Tennessee
*Potential Flexibility on Location*

Director, Strategy and Business Development Transport

The Director of Strategy and Business Development, Transport will be responsible for leading overall platform capability and commercial strategy.  In this role, you will partner with the Transport leadership team to conceptualize, define and implement revenue strategy for customer acquisition, engagement and profitability.  You will also lead M&A, partnership and other key strategic projects for the business.  This role serves as a thought partner for the Head of Transport and maintains the dialogue with senior management and the Board.  We’re looking for candidates that have the enthusiasm and aptitude to excel in a dynamic work environment as an early member of the Transport team.
  • Within First 30 days:
    • Contribute to development and delivery of materials for Board meetings, Transport bi-weekly check-ins, strategy offsites and operating committees
    • Understand the Company-wide 5-Year Plan and how all of company’s business lines and technology platforms work together to reimagine the agricultural system
    • Proactively spend time with Carrier Desk, Shipper Desk and regional managers to understand the industry and processes
    • Maintain repository of previous projects and identify ways to incorporate into current work 
  • Within 45 days
  • Must have the ability to articulate the Transport vision, key customer experiences and key capabilities supporting that vision
  • Clarify value creation for farmers and drivers and define corresponding value capture mechanism for the company
  • Develop understanding of core platform functionality and capability roadmap
  • Gain familiarity with key platform metrics and ensure alignment with overall business objectives
  • Within the First 60 Days
  • Own development and delivery of materials for board meetings, transport check-ins, strategy offsites and operating committees
  • Deliver framework for prioritizing, directing and resourcing requests received from business line leads and senior management to meet deadlines
  • Within First 90 days
  • Become known by company leaders as the go-to-resource within Transport for urgent / business critical projects (e.g., strategic partnerships, M&A, build buy decisions)
  • Within 120 days refine Transport 5yr business plan with financial clarity from top-to-bottom line, incl. cash flow
  • Develop and prioritize commercial offerings required to achieve Transport business plan (e.g., hopper swap, factoring, own fleet optimization)
  • Lead the assessment of initiatives to determine feasibility, requirements for success and impact on Transport platform objectives (e.g., engagement and trust)
  • Translate Transport vision into clear strategic pathways and actionable way forward
  • Partner with Head of Transport and other executives to drive and own the highest company priorities from idea through implementation
  • Build strategic, operational, and execution-oriented plans to execute on building and achieving key priorities
    • Transport sales goals
    • Transport operations strategy (partner with Sales Ops, Transport leaders and Carrier/Shipper Management)
    • Strategic Marketing
    • Other impact initiatives including go-to-market strategy, annual strategic plan
  • Lead new business plan creation, start up new complementary businesses, stand up new functions and initiatives
  • Work with the Head of Transport, Corporate Development, and other Indio executives in developing new business plans
  • Examples:
    • Carrier/Owner Operation Benefits
    • Non grain but related Transport needs    
  • Partner with the Head of Transport to design, structure, develop, mentor, and build the Transport team into the highest performing team anywhere
  • Recommend team design, structure, size as well as improvements           
  • Influencing authority. Be seen and embraced as a leader in the organization fostering unparalleled professionalism, leadership, analytical prowess, strong communications, transparency/openness, with a humble disposition. 
Key Competencies:        
  • Skilled, concise communicator across multiple topics (agriculture, logistics, business intelligence
  • Can seamlessly transition from communicating with EXECUTIVES to salesperson to carrier to shipper
  • Top-down, conclusion first, concise and polished presenter
  • Able to distill complex ideas into easily digestible components that can be quickly understood by
management, carriers and shippers alike
  • Excellent slide building and communication skills
  • Excellent storyteller leveraging visually-compelling frameworks
  • Collaborative in challenging environments
  • Ability to work with multiple types of stakeholders (Carriers, shippers, senior management, growers, salespeople)
  • Collaborative across business and technical disciplines (Data scientists, logistics teams, supply chain, commercial, innovation)
  • Can motivate rapid action without ruffling feathers
  • Influences without authority
  • Analytical but also empathetic
  • Takes Smart and  logical approach to connect with, and build confidence of senior management
  • Ability to respond logically in real-time when pressed / think on their feet
  • Curious about the problems facing ag logistics and understanding pain points of shippers, carriers and growers alike
  • Project / process manager
  • Process oriented and Capable project manager; can set up a project plan and manage multiple workstreams across functions
  • Can mobilize resources rapidly towards solving a problem
  • Can manage expectations and comfortable “pushing back” when appropriate
  • Ruthlessly prioritize inbound requests from other teams - can rapidly change directions when necessary
  • Business-minded - able to look at things from a value creation, cost/benefit perspective
  • Fast-paced
  • Capable of juggling multiple priorities
  • Rapid internal pace of work  
  • Flexible and comfortable with ambiguity
  • Financial skills to articulate value creation and value capture
  • Strong communicator to articulate strategy and business plans
  • Good business acumen and judgement to be able to translate ideas into actionable plans
  • Bachelor a must, MBA a plus
  • Analytical / presentation skills
  • Efficient excel and ppt skills (Shortcuts)
  • Fluent in data visualization tools and best practices
  • Consulting background (5+ years) strongly preferred
  • Engagement Manager / Project Leader-level
  • Start-up experience ( a plus)
  • Experience leading teams in highly independent roles
  • Knowledge in developing frameworks for ambiguous problems / situations
  • Strong experience interfacing with executives
  • Based in Boston or Memphis preferred; 40-50% travel
  • Proven ability to execute and achieve results
  • Strong logistics background
  • Platform business experience preferred
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