ARAMARK Director of Business Development, K-12 Dining in Grand Island, Nebraska
Aramark (NYSE: ARMK) proudly serves the world's leading educational institutions, Fortune 500 companies, world champion sports teams, prominent healthcare providers, iconic destinations and cultural attractions, and numerous municipalities in 19 countries around the world. Our 280,000 team members deliver innovative experiences and services in food, facilities management and uniforms to millions of people every day. We strive to create a better world by making a positive impact on people and the planet, including commitments to engage our employees; empower healthy consumers; build local communities; source ethically, inclusively and responsibly; operate efficiently; and reduce waste. Aramark is recognized as a Best Place to Work by the Human Rights Campaign (LGBTQ), DiversityInc, Black Enterprise and the Disability Equality Index. Learn more at www.aramark.com or connect with us on Facebook and Twitter.
As Director of Business Development (DBD) you will lead new Dining Services business development initiatives and processes. Reporting directly to the Senior Vice President of Sales and working closely with other DBD's, the Partnership Development Team and the Vice President of Growth, you will lead the business development efforts in specific K-12 marketplace segments. This includes pipeline build, developing overall strategy, setting annual revenue targets, analyzing business opportunities, identifying priority prospects and key decision makers, creating compelling presentations and overseeing the business development proposal process working closely with internal and external constituents.
You will partner closely with the Regional Vice Presidents and Region Functional Support Leaders to ensure the business development strategy and tactics align with business operational goals overall growth success.
Successful Sales Leaders in this role will have the opportunity to:
Drive sales process leadership from contact through strategy, proposal, presentation & successful conclusion for dining services within a defined market
Aggressively research, identify, qualify & target potential clients & develop access strategy to initiate contact
Develop & maintain relationships at the 'C Suite' while understanding and communicating prospective customers' culture
Develop and lead strategy process with regard to: Competitive Environment, Account Sales Strategy & Development Strategy
Identify needs and develop customer specific solutions for those needs
Utilize resources from across Aramark in order to design & deliver customer desired outcomes
Influence and develop team members without formal authority
Develop relationships with intermediaries to build pipeline of opportunities and awareness of capabilities
Build relationships personally with prospective customers
Provide appropriate market & competitive information.
Bachelors Degree required. MBA preferred.
Minimum 5 years of relevant strategic business development work experience.
Ideal candidate will possess at least 5 years of solution-based selling experience, preferably within the K-12 marketplace.
Proven track record of initiating and successfully driving new business partnerships.
Ability to develop and manage pipeline of opportunities and convert prospects to clients Success in utilizing a strategic consultative selling approach to driving new business.
Consistent track record of meeting and exceeding revenue goals.
Ability to qualify accounts and move them into the sales pipeline as true prospects while focusing on the opportunities that have the most strategic and financial impact for the company.
Demonstrated strategic and analytical sales approach with focus on building trust and meaningful relationships with senior level clients.
Success in building alliances and influencing key decision makers (at all levels) within the client organization and developing trust-based relationships with key internal constituents and colleagues.
Demonstrated ability to lead multidisciplinary teams during the sales process in order to create compelling solutions for prospective clients
Proven financial acumen and understanding of how to structure complex financial proposals including top- and bottom-line revenue, AOI, ROIC and IRR calculations.
Demonstrated thought leadership in solving strategic and operational business problems.
Working knowledge of all Microsoft Office applications is required.
Working knowledge of Salesforce.com is preferred.
Effectively use deliberate influence strategies to impact, shape, or re-direct the behaviors of others, without formal authority.
Excellent written and oral communication skills, presentation skills, and computer skills.
Possess a genuine desire and ability to discover the changing needs of clients and respond accordingly with solutions that target those needs.
True understanding of Strategic Selling (Miller Heiman preferred).
Successfully building alliances and influencing key decisions makers (of all levels).
Strategic sales planning and methodologies.
Competitive drive and determination with focus on results orientation.
Researching and obtaining market awareness of industry and client.
Financial and technical acumen in understanding needs and developing proposals.
Excellent organizational skills.
Developing and executing sales processes through indirect/direct influence.
Aramark is an EQUAL EMPLOYMENT OPPORTUNITY/AFFIRMATIVE ACTION employer – Minority/Female/Disability/Veteran
Aramark will consider for employment qualified applicants with criminal histories in a manner consistent with the Los Angeles Fair Chance ordinance.