Director of Business Development

Description

Who we are:

Envision Cold is a leading and rapidly growing provider of cold storage and temperature-controlled logistics solutions. We specialize in preserving the integrity of temperature-sensitive products across a diverse range of industries — from food and beverage to pharmaceuticals and beyond. Our full cold-chain capabilities span initial processing through final-mile delivery, supported by a network of best-in-class facilities across North America.

Headquartered in Atlanta, GA, Envision Cold is at an exciting inflection point — expanding our footprint through strategic development, acquisition, and partnerships. We are performance-driven, customer-obsessed, and purpose-built to be the cold storage partner of choice.

What we’re looking for:

The Director of Business Development is a senior commercial leader responsible for driving new revenue growth, managing a strategic book of business, and contributing to the financial performance of Envision Cold's facility network. This is a high-impact, externally-facing role that sits at the intersection of strategic sales, customer partnership, and operational ownership.

The ideal candidate is a disciplined, consultative sales executive who leads with curiosity and insight — someone who leverages structured methodologies to navigate complex buying organizations, and close transformational deals. This individual is equally comfortable presenting to a C-suite prospect, partnering with a facility General Manager on P&L performance, and contributing thought leadership that elevates Envision Cold's brand in the market.

This is a fully remote position; however, candidates must reside within a reasonable driving distance of a major airport to support regular nationwide travel. Travel may be required up to 50% based on business needs and could include travel to Mexico and Canada. Candidates must possess a valid passport or be able to obtain one within a reasonable timeframe. Bilingual proficiency in English and Spanish is strongly preferred.

What you’ll do (including, but not limited to): 

New Business Development & Revenue Growth

• Identify, pursue, and close new customer opportunities across target verticals including food & beverage, protein, produce, and adjacent temperature-sensitive categories.
• Own the full sales cycle — from prospecting and discovery through proposal, negotiation, and contract execution.
• Apply Strategic Selling disciplines to map and influence complex buying organizations, identify buying influences, and build multi-threaded relationships within target accounts.
• Develop and maintain a robust, qualified funnel — tracking all activity, opportunities, and forecasts in NetSuite CRM with discipline and accuracy.
• Prepare and deliver compelling RFP responses, business cases, rate proposals, and Warehouse Rate Agreements (WRAs) that reflect Envision Cold's value proposition.
• Represent Envision Cold at industry trade shows, conferences, and networking events to build market presence and generate qualified leads.

Account Management

• Manage and grow an assigned portfolio of existing customer relationships, serving as the primary commercial point of contact and strategic advisor.
• Conduct regular business reviews with key accounts to assess performance, surface unmet needs, and identify expansion opportunities across Envision Cold's service offerings.
• Proactively propose yield improvement opportunities within the existing customer base, adjusting rates and services as needed to optimize margin and customer value.
• Negotiate renewals and contract amendments that preserve long-term relationships while achieving financial objectives.
• Serve as the customer's internal advocate — coordinating with operations, pricing, and leadership teams to ensure commitments are met and service levels are upheld.
• Monitor customer health signals and take proactive steps to mitigate churn risk in advance of contract expirations or competitive threats.

Facility-Level P&L Ownership & Commercial Partnership

• Partner directly with facility General Managers and operations leadership to co-own revenue and Net Operating Income (NOI) performance at assigned locations.
• Understand the cost structure, throughput capacity, and occupancy dynamics of each facility and use this knowledge to prioritize and price new business that maximizes contribution margin.
• Track facility-level commercial KPIs — occupancy rate, revenue per pallet position, billing accuracy — and take corrective action when targets are at risk.
• Collaborate with operations on customer onboarding, service design, and exception resolution to ensure commercial promises translate into operational reality.
• Contribute to annual budgeting and quarterly forecasting processes by providing grounded, bottoms-up revenue projections informed by funnel and account trends.

Sales Methodology & Commercial Discipline

• Rigorously apply Strategic Selling frameworks as the standard operating approach for all significant opportunities.
• Leverage standard tools to qualify opportunities, assess win probability, and develop account strategies that maximize competitive position.
• Champion CRM hygiene — ensuring NetSuite reflects accurate opportunity stages, customer profiles, revenue projections, and activity logs at all times.
• Prepare and present regular funnel reviews, win/loss analyses, and account scorecards to senior leadership.
• Bring a data-informed mindset to commercial decisions — using metrics to prioritize effort, sharpen targeting, and continuously improve close rates and cycle times.

Requirements

What you’ll bring to the role: 

• 8+ years of progressive B2B sales and business development experience, with a consistent track record of meeting or exceeding revenue targets.
• Prior experience in cold storage, third-party logistics (3PL), warehousing, or supply chain solutions strongly preferred.
• Experience owning or co-owning P&L performance at a business unit, facility, or regional level.
• Bachelor's degree in Business, Supply Chain, Sales, or a related field; MBA or equivalent preferred.  Experience may be considered in lieu of a degree.
• Proven ability to develop executive-level relationships and navigate complex, multi-stakeholder selling environments.
• Exceptional communication, presentation, and negotiation skills — capable of influencing at all levels, including C-suite.
• Strong financial acumen; ability to read and act on P&L data, pricing models, and margin analysis.
• Proficient in CRM platforms (NetSuite experience a plus); disciplined funnel management and forecasting habits.
• Highly self-directed with the ability to thrive in a fast-paced, entrepreneurial environment without relying on extensive internal support infrastructure.
• Collaborative team player who earns credibility through competence, consistency, and follow-through.
• Willingness and ability to travel extensively across North America as required.

What you’ll gain in return:

• Competitive base salary with performance-based bonus tied to individual and company results.
• Comprehensive benefits package including medical, dental, vision, and 401(k).
• A high-visibility commercial leadership role with direct exposure to executive leadership and strategic decision-making.
• The opportunity to shape Envision Cold's commercial growth story at a pivotal moment in our expansion.
• A collaborative, performance-oriented culture that values initiative, intellectual curiosity, and accountability.
• Professional development opportunities including sales methodology training, industry conference participation, and leadership growth.