Now Hiring - Confidential - Professional Services East Coast Director of Business Development in East Hanover, NJ

Full description of the position

Position Summary

The East Coast Director of BD is responsible for targeting and gaining specific new business in the geographical area assigned to. Management of and accountability for all bids within scope. Specifically targeting highly profitable contracts where no/or limited success previously. Responsible for directing the business development & sales focus of the East Coast region to provide quality services to the client by developing and implementing effective plans to meet the needs of the client as well as achieving the business-related objectives of the company, in accordance with Company policies and procedures. The East Coast Director of BD will lead the region with business development, sales development, including pricing, lead generation and contract mobilization. The role will report directly to the East Coast Director of Operations.

Duties and Responsibilities

To cold call as appropriate within your geographic area to ensure a robust pipeline of opportunities. Track and report on a weekly basis.

Targeting and gaining new business and to gain comprehensive knowledge of the business, within a wide geographical area.

To ensure efficient and effective operating standards for sales administration, planning and reporting systems

Ensure all RFP response documents are free from errors, professionally represented and that they address the client questions.

Track progress against targets on an ongoing basis and take necessary action with East Coast Dir of Operations to refocus efforts if targets are not being met.

To submit weekly work in progress reports and ensure data is accurate for real time reporting.

To support the retention of existing business at re-bid times and to pursue leads to expand existing business.

To work with and support large accounts.

To actively promote the sale of additional soft services, drawing on the Soft Service support as required

To support mobilization of new business with agreed handover to Operations

Represents and accepts responsibility for a Company decision made by others.

To actively target and build prospective client relationships in your geographic area.

Maintain and develop close client relationships of new contracts.

Develop and actively engage in client relationship building.

Identifies and targets influential people inside the client, customer and third-party organization and builds relationships with them.

Shares knowledge, experience and expertise with key clients, customer and third parties

Work closely with other Regional Directors to effectively target prospects using a regional team approach.

Utilize Marketing Director to develop targeting strategies within your geographic region.

Work in conjunction with the finance team to construct winning bids which meet the needs of the client.

Mobilized all new business gains in liaison with operational colleagues until agreed handover date.

Targets and develops a network of influential internal and external contacts.

Use the support of the marketing department to construct contract winning documents.

Ensure company pro-forma process is accurately completed for all proposals and new business gains.

To support contract compliance through the negotiation of company contractual and payment terms, ensuring all aspects are understood and accepted.

If appropriate, to encourage clients to invest in the upgrading of their catering facilities.

If K funds the investment, produces the relevant supporting document that ensures we receive the required return on our investment.

To ensure contract profitability through a commercial evaluation, and a full understanding of risks and liabilities, prior to presenting written sales proposals

To ensure successful sales and business mobilization with early achievement of both the required financial run rates and quality standards

Prepares fully for negotiations, to include identifying desired outcomes and acceptable / unacceptable comprise.

Uses a variety of styles to persuade or negotiate appropriately.

Assesses reactions to own approach and flexibly adapts language and style to gain agreement.

• Lead new sales opportunities to include pricing, technical bid writing and oversight to ensure Company is leading by industry standards.

• Meet and develop relationships with clients to extend and expand contracts.

• Maintains and promotes customer service to both internal and external customers.

• Oversee and direct the mobilization of new business and ensure compliance with Company ISO policies, procedures, programs, and contractual agreements.

• Create, distribute, and maintain all necessary reports and documentation concerning the regional activities.

• Ensure existing accounts adhere to Company policies, procedures, programs, and contractual agreements.

• Negotiate union contracts.

• Review legal contracts to ensure Company best interests are maintained.

• Ensure a safety first work environment and culture.

• Manages with support from H&S manager the performance of H&S trainings for the East Coast.

• Attending industry events to promote Company image and brand.

• Create and implement new or modified operational programs to improve the overall quality and service provided to our clients/customers.

• Provide cross-functional collaboration to define complex issues, facilitate ideas, influence thinking, and build consensus around decisions.

Key Attributes

• Business leader.

• Ability to lead and motivate others.

• Excellent oral and written communication skills.

• Organized.

• Proactive.

• Detail oriented.

• Independent thinker and leader.

• Persuasive, clear, and concise verbal and written communication skills driven by solid business logic.

• Strong analytical and financial skills anchored by natural, common-sense thinking.

• Proven track record of sales generation and lead development.

• Self-motivated with a positive, can-do attitude; poise and grace under pressure.

Required:

• Requires a bachelors degree and minimum of fifteen (15+) years management experience, preferably in IFM industry.
• Minimum of prior five (5) years managing at least $10m of annual revenue.
• Must have understanding of P&L statements.

• Must have a valid drivers license.

• Working knowledge of OSHA and preference for OSHA 30 certification.

Other Requirements:

Required:

• Proficient in MS Office suite, especially PowerPoint, Excel, and other assorted business software.

• Must have prior union negotiation experience with IUOE and service trades.

• Must have working knowledge of industry leading CMMS programs.

• Must be able to develop and deliver presentations to senior executives, clients, and large groups with strong oral and written presentation.

• Able to travel for business as needed (approximately 15-20%).

Job Type: Full-time

Pay: From $175,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Employee discount
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Retirement plan
• Vision insurance

Schedule:

• Monday to Friday

Education:

• Bachelor's (Required)

Experience:

• Business Development: 10 years (Required)

Ability to Relocate:

• East Hanover, NJ 07936: Relocate before starting work (Required)

Work Location: In person