• Community Building: Lead in building and nurturing a strong community presence, encouraging active engagement and sustained interest through various platforms and initiatives. • Expand our community, leveraging digital platforms for knowledge sharing, networking, and collaboration. • Relationship Building: Develop and implement strategies to grow our client base and strengthen existing relationships, using data analysis and creative thinking to explore new opportunities and enhance service for existing clients. • Ensure exceptional service for both potential and existing clients, enhancing engagement and loyalty. • Identify and develop strategic partnerships to extend our reach and impact, making sure these efforts support our mission and values. • Engage stakeholders within the learning and development sector, building relationships that enhance our network and presence in the industry, including attending key events and conferences. • Funnel Building: Collaborate with our marketing and brand communications manager to create and run targeted campaigns that align with our business development objectives, ensuring our messaging is engaging and consistent across all channels. • Use digital marketing skills to increase online visibility and lead generation through SEO, PPC, and social media analytics. • Market our training programs effectively, appealing to both B2B and B2C clients with strategies that highlight the benefits of our facilitation services. • Optimize the sales funnel to increase conversion rates, incorporating marketing automation tools and personalized outreach strategies. • Guide the production of content that showcases our expertise and meets our community's needs, emphasizing our unique approach to learning and development. • Analyze performance metrics to refine and improve strategies, focusing on continuous growth and better results. • Conduct market research to stay informed on industry trends, using insights to guide strategic decisions and identify new business opportunities.

• Strategically prospect for new business within target enterprise accounts, generating pipeline through multi-channel outbound efforts. • Qualify and develop opportunities by engaging with C-level and director-level contacts to understand their business needs. • Partner with senior sales executives to hand over well-qualified opportunities and collaborate on winning deals. • Manage a robust pipeline of newly created opportunities and provide accurate forecasts. • Consistently meet or exceed your quarterly objectives for qualified opportunities and pipeline contribution.

• Consultative Selling & Discovery: Employ strong discovery skills to uncover key business pains, ensuring tailored, impactful solutions. • Trusted Advisor: Build credibility and trust as a strategic partner to clients and prospects, positioning Rightpoint as a critical extension of their business. • Relationship Expansion: Generate new decision-maker relationships and grow existing accounts through proactive engagement and networking. • End-to-End Sales Leadership: Own the full sales cycle, from lead generation to negotiation and closing complex, consultative sales. • Pipeline & Forecast Management: Build and maintain a robust pipeline, deliver accurate sales forecasts, and meet or exceed revenue targets. • Market Insight: Integrate comprehensive knowledge of our products, services, customers, and competitors to identify opportunities and differentiate Rightpoint in the marketplace. • Cross-Functional Collaboration: Lead internal teams and coordinate resources across delivery, marketing, and executive leadership to drive client success. • Continuous Improvement: Provide feedback on market trends, client needs, and competitive activity to inform product development and marketing strategies. • Thought Leadership: Represent Rightpoint at industry events, webinars, and conferences, showcasing expertise and strengthening our brand presence.

Director, Business Development We provide clarity in a world of trade complexity so that businesses can grow further, faster, smarter. Over 30,000 clients trust us with their customs brokerage, trade consulting, global trade management and freight needs. JOB SUMMARY The Director, Business Development is responsible for developing sales in the geographic region, providing leadership and expertise to the sales team on prospect generation, solution selling, as well as developing and executing sales strategies. This role ensures optimal performance within the defined region in terms of overall new business revenue generation and adherence to Livingston’s strategic plan, vision and values. KEY DUTIES & RESPONSIBILITIES - Define revenue goals for the region, define individual performance requirements, communicate business development plans and leverage incentive programs to motivate team to overachieve revenue target. - Manage high-performance teams by establishing a spirit of cooperation and cohesion for achieving goals, displaying attributes that make people want to follow. Lead by example as a hands-on team player with a “roll up the sleeves can-do attitude”. Mentor, inspire, challenge and coach sales team to overachieve their assigned revenue target within identified geography. - Instill an executable discipline for proactively identifying, creating opportunities and coordinating resources applicable to growing revenue within the geography. - Ensure sales team members are equipped with the product knowledge, selling-skills and business development strategies required to be successful. Identify performance and training gaps and recommend solutions or training to maximize revenue goals. - Develop and manage the team to meet and exceed revenue target. - Manage overall performance and activities of the sales team which includes managing individual revenue targets; ensure that clients and key prospects information are populated into the CRM (Salesforce.com) and produce accurate individual Business Plans reports on a monthly basis. - Maximize the region’s strength in market position to drive new revenue from prospect accounts and existing accounts. - Review and analyze information provided by Marketing, Sales Ops, CRM (Salesforce.com), Client feedback and other sources to determine gaps, opportunities or threats and take the necessary steps to capitalize on opportunities. - Personally devise and lead business opportunities and actively work to assist in business development activities. Establish and maintain effective relationships with clients. Attend and participate in sales meetings. - Train the team on brand building techniques and how to prepare effective presentations, proposals and RFP responses. - Understand the competition (strengths, weaknesses, opportunities, threats) and act on them. Create the business development plan and execute the strategy to expand business to develop new revenue within the geography in alignment with the company’s strategic plans. - Meet regional sales financial objectives by forecasting requirements, analyzing variances and initiating corrective actions. - Maintain professional internal and external relationships that meet company core values. - Proactively establish and maintain effective team relationships with all support functions. - Work closely with operational functions to ensure new clients’ needs are addressed. - Build and maintain key relationships with potential clients. - Work in close collaboration with the marketing solution specialist and other Director of Sales (other regions). Share best practices and develop solutions which benefit all stakeholders. Promote cross functional selling of LII solutions and promote and monitor synergy between the regions lead Program. - Perform other related duties as assigned by management. - Adhere to established policies and procedures. KNOWLEDGE & SKILLS - Works effectively with both internal and external contacts treating everyone with respect, trust and dignity. - A strong change agent who is a good listener and respectful of others, skillfully settling differences by using a win-win approach in order to maintain relationships. Applies influence and negotiation skills to drive business results. - Dynamic, entrepreneurial, decisive; forward-thinking leader who is also practical and results oriented. - Solid analytical, planning and decision-making skills. - Enjoys working under pressure in a fast-paced, deadline driven environment. - Possesses the intellectual capacity to understand all facets and drivers of the business and make decisions with complete recognition of short-and long-term implication. - A leader who is passionate about our customers and creates a culture that demonstrates we are vigilant about our client’s business. - Comfortable communicating at all levels of the organization. Expresses oneself effectively (both orally and in written form). Encourage others to communicate effectively and efficiently at a level that is understood by all therefore developing a culture of participation and involvement. - Personable, outgoing individual with the ability to form lasting professional relationships with ease. - Proven track record of building and developing high performing sales team. - Excellent needs assessment skills. Ability to anticipate, determine, capture and analyze customer-specific, trade-related business information requirements. - Strong recruitment, development and retention experience. - Knowledge of Salesforce.com, CVI and Challenger Selling tools are beneficial but not a requirement. - Effective and persuasive negotiator. - Proven success building a pipeline within identified strategic accounts, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with key decision-makers. Proven track record of achieving/exceeding revenue targets. - Excellent B2B sales and customer retention experience. WORK EXPERIENCE – MINIMUM REQUIRED 5 years of related experience Team management experience EDUCATION Required: Bachelors Degree or equivalent CERTIFICATIONS DESCRIPTION COMPETENCIES Business Acumen and Straight Talk Customer First Focus Inclusion and Collaboration Agility Accountability Leading and Developing We know that women and people of color may be less likely to apply if their professional experience does not exactly match the job description. Livingston is striving to build a culture where differences are celebrated; therefore, if you are excited about this position, we encourage you to apply even if your experience may not check every box. We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Location: HomeOffice Texas, HomeOffice Illinois, HomeOffice Michigan, HomeOffice Minnesota, HomeOffice North Dakota, HomeOffice South Dakota