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.
  
  

Here at Envision Cold, we are committed to providing equal employment opportunities to all employeesand applicants without regard to race, color, religion, sex, national origin, age, disability, or any other characteristic protected by law. We strive to create a diverse and inclusive work environment whereeveryone is respected and valued for their unique contributions.