Description
This position will report to the Vice President of Business Development for Healthcare
Business Development is responsible for the development of the business plan based upon strategic initiatives. The Director of Business Development is a highly visible, entrepreneurial role and a key lead in driving the sales strategy for new accounts directly, as well as through matrixed internal and external relationships. The position will focus on driving new customer acquisition through personal interactions with current or developed deep networks of top organizational leaders in various organizational settings, including top tier corporate & manufacturing environments. The ideal candidate must be able to work with various levels within the company both up and down stream, and within customer/client organizations. They must have knowledge of the industry from both operational and sales perspectives. Creative and analytic abilities, high energy, self-motivation, persistence, a positive outlook and the ability to focus on a specific strategy are essential to success. The role requires professional presentation skills and executive presence. Understanding of target and existing accounts (Fortune 100) and strategy in decision-making processes are required.
Team Leader
- Process leadership from contact through strategy, proposal, presentation and successful conclusion
- Influence and develop team members without formal authority
- Demonstrate personal ownership in prospects and sales process
- Create a competitive differential by identifying and developing the right team
- Manage efforts of proposal development with coordinator
- Develop knowledge base to ensure proposal compliance and guiding the internal approval process (i.e.: contract requirements)
Client-Focused Sales Acumen
- Research and analyze prospect/client goals and objectives
- Develop insights that provide opportunities to teach the prospect/client new approaches to reach their goals and objectives
- Deliver client-focused presentations that address client objectives and generate two-way dialogue
- Demonstrate how ARAMARK’s capabilities meet identified needs and enable success
- Gain collaborative support for customized solutions
- Build results-focused relationships with prospective customers
- Introduce appropriate ARAMARK team members to further enhance sales process
Strategist
- Develop and lead strategy process with regard to: competitive environment; accounts sales strategy, and territory development strategy
- Build specific sales strategies for prospects: goals, competitive position, client relations and actions to advance sales opportunities
- Align ARAMARK’s selling process to the prospects buying process and maintain momentum to advance the sale
Innovator
- Help develop customer specific solutions
- Utilize regional and national resources to help “push the envelope” towards market leadership
- Develop and introduce tools and techniques for improved efficiency and effectiveness
Territory Manager
- Network proactively using traditional and social media methodologies to build high, wide and deep relationships in target accounts
- Proactively manage territory by developing territory plans and building a pipeline of target accounts to meet current and future growth objectives
- Research, identify, qualify and target market potential
- Develop access strategy to initiate contact
- Provide appropriate market and competitive information for corporate analysis
- Leverage territory opportunities to deliver expected results
This is a sales position with industry-leading financial rewards for top performance. 50% + travel, including overnight, is required. Compensation will be a combination of a competitive salary plus commission.
Qualifications
A minimum of a bachelor’s degree is required. A minimum of 5 years “high end” strategic selling experience is required. Prior dining services experience and/or operational experience in a healthcare environment is preferred. Prior sales leadership experience is also preferred. Knowledge of all Microsoft Office applications and Adobe Acrobat is required.
Key Competencies
- Ability to think, plan and sell strategically
- Possess a consultative, customer centric selling philosophy
- Demonstrate the ability to build alliances and influence key decision makers, both internally and externally, without formal authority
- Managing customer relationships through creative problem solving and customer savvy
- Market awareness in a mature service industry
- Self-starter who requires minimal degree of direct management
- Prior experience in contract management services
- Operational acumen and savvy, including pro forma development
- Excellent written and oral communication skills
- Efficient organizational skills (time/territory management)
- Poised and sharp presentation skills
- Team selling orientation and leadership skills in a non-reporting environment
- The ability to “close” the deal