Business Development Director - Higher Education

  • Elior North America
  • Boston, MA, USA
  • Nov 09, 2019
Full time Other

Job Description

Elior North America is seeking a Business Development Director to support our Higher Education segment and be based in a New England territory. We are seeking candidates with experience selling services into Higher Education, preferrably food service.

Position Summary:

Build strong relationships with potential new clients that lead to new business in targeted geographies and customer types within the Healthcare, Education, Business Dining and Corrections segments. Engage in selected strategic initiatives to retain or expand current client relationships.

Key Accountabilities:

  • Identify and Cultivate Prospects Aligned to BU Strategy
  • Develop comprehensive Territory Plan for your geographic and segment focus complete with action plans and schedules, which identify targets to reach new business development goals and objectives
  • Proactively reach out to prospects
  • Communicate company's mission, vision and values as well as our distinctive value proposition in a manner that creates proposal opportunities
  • Develop relationships with industry contacts through trade associations, state agencies, community groups and other organizations
  • Follow up on all new leads and referrals in a timely manner
  • Coordinate Survey and Proposal Process
  • Work closely with segment Sales VP, VP of Operations, CFO and Director of Operations/District Managers, and others to coordinate the overall sales process
  • Use strategic selling techniques to gain insights into the prospect's needs, concerns, process and decision criteria that provide Elior North America with an advantage versus the competition
  • Ensure efficient and effective use of internal resources
  • Design and Communicate Compelling Solutions
  • Provide creativity in identifying concepts and solutions to meet the prospect's needs
  • Continually cognizant of and developing strategies to position Elior North America positively against industry competitors
  • Develop and maintain new business development materials and remain current on product and segment knowledge
  • Develop proposal pieces that address Request for Proposal requirements to secure new business
  • Prepare and conduct compelling presentations to the market that showcase Elior North America's distinctive capabilities and engage the right representatives
  • Finalize Contract Award and Operation Launch
  • Achieve annual sales targets by the planned budget schedule
  • Responsible for sales process through contract negotiations and signature
  • Ensure effective transition to Operations and delivery of agreed upon program to client
  • Cultivate continued customer relationships after contract execution
  • Be an Effective Team Member
  • Maintain current sales information and database in the CRM system to track sales leads and meet monthly reporting requirements
  • Actively support and apply all company policies and procedures (e.g., Business Conduct Policy, Delegation of Authority, etc.) to ensure the highest quality of service is offered to potential clients
  • Attend team meetings, companywide meetings and functions
  • Manage work-related expenses appropriately and submit expense reports in accordance with Accounting policies and procedures
  • Travel approximately 50 to 75 percent
  • Other duties as assigned by supervisor
  • Large Account Retention Leadership
  • Proactively lead the retention activities to strategically important accounts
  • Lead the proposal development of retention accounts with revenue above set threshol

Minimum Requirements:

  • Bachelor's Degree
  • Minimum 3 years' experience in food service/culinary arts industry
  • Strategic / Contract Services sales experience
  • Possess professionalism and passion for customer and client relations
  • Demonstrated ability to relate well to individuals and groups with widely varying backgrounds, perspectives, education and skills is required
  • Excellent work record, superior communication, cooperation, and organizational skills required
  • Ability to think strategically and operate autonomously
  • Must maintain a quiiet, professional office space in home environment to effectively communicate with others, including put not limited to customers (both internal and external) and interact on conference calls.

Working Conditions:

  • Must be able to remain standing for most of working hours.
  • Must have a valid driver's license and meet driving record requirements
  • Must be able to lift at least 35 pounds.
  • Must be able to work flexible hours and days.
  • May be exposed to hot, humid work areas.
  • May be exposed to sharp instruments and power driven equipment.
  • May be exposed to caustic chemical

Equal Opportunity/Affirmative Action/Minorities/Women/Individual with Disabilities/Protected Veteran Employer

Elior North America enhances people's lives through culinary innovation and a commitment to providing exemplary service. Our family of companies, with more than 15,000 employees, provides food services and catering to over 1,300 client accounts in five industry segments across the continental United States. Elior North America is among the top contract culinary management companies in the nation.

We focus on three ingredients for success to differentiate Elior from our competitors and position our company as a disruptor in the markets we serve. To support our ingredients for success and drive our mission and values, we need talented team members throughout our family of companies. We are looking for individuals whose skills and experience align with our talent criteria to be a part of something great. Elior North America team members are working to tell our story to the industry and give organizations looking for a culinary management program the opportunity to experience a taste for something different. Do you have what it takes to be a part of the company that is, "Small enough to care…and…Big enough to make a difference"