Director of Business Development Campus and Universities (70312475)

Job Description
In your new role as Director of Business Development, you will support the Campus, Universities, and private school segment in targeted account development for Food and Facilities Management services in key sectors to help grow new business revenue. You will be responsible for outbound outreach to new clients in order to pre-qualify, build, and nurture pipeline for Segment Sales. You will grow this new business by identifying and working a target list of prospective clients through phone, email, social, web, and other digital applications to generate qualified opportunities. You will also be responsible for driving and closing smaller transactional revenue opportunities in high-velocity engagements within mid to large-sized target markets.

You will be expected to work in close collaboration with Marketing, Inside sales, and the Proposal team, specifically:

1. Lead Generation/Prospecting – Market research to source new business opportunities. You will be required to travel up to 40% of your time across the Ontario region as well as across Canada.
2. Communication – Letters, emails, writing proposals, preparing presentations. Plans, directs, and communicates strategy between internal and external stakeholders.
3. Relationship Management – Multiple level contacts within organizations. Builds long-term account value with executive C-level relationships. Manages internal relationships required to ensure solution meets clients’ key decision criteria.
4. Strategic Planning – Forms compelling strategies for client contact, relationship management, bidding, and winning. Assists in long-term strategic planning within the territory.
5. Database Management – Maintains accurate records of all client contact and details.
6. Pipeline Management – Demonstrated experience building a healthy pipeline of opportunities and accurately forecasting future new business wins.
7. Time Management – Successfully multi-task, create a sense of urgency, and work within tight deadlines.
8. Event Management - Support and plan client events e.g., site tours, participation at conferences and events.
9. Report Completion – Relevant to YTD status and strategic plans.
10. Negotiations – Ability to negotiate contract execution with clients. Develop proposals, deliver presentations, and gain consensus on terms of contracts.
11. Project Management – Lead/liaise with the proposal team towards the successful submission of proposals.

Qualifications

What You’ll Need to Succeed:

1. 5-7 years of solid experience selling to C-Suite stakeholders.
2. Experience selling food services, facilities management, or property management services or comparable services.
3. Experience in the Campus and Universities sector would be an asset.
4. Experience in building trusted partnerships with our Indigenous partners would be an asset.
5. Experience responding to complex RFPs with large-volume, multi-service, multi-year contracts.
6. University degree or equivalent experience.
7. Experience with sales database management system (CRM).
8. Excellent communication and presentation skills.
9. Superior writing skills.
10. Proficiency in understanding financial operating statements and preparing pro formas.
11. Bilingual in French and English is a very strong asset.
12. Travel will be required across Western Canada (about 40% of your time).

Additional Information
What Makes Sodexo Different:
Working with Sodexo is more than a job; it’s a chance to be part of something greater because we believe our everyday actions have a big impact. You belong in a company that allows you to act with purpose and thrive in your own way. In addition, we offer:

1. Flexible work environment.
2. Competitive compensation & great employee benefits.
3. Training and development programs.
4. Countless opportunities for growth.
5. Corporate responsibility & sustainability.
6. An award-winning employer for Sustainability, Diversity & Inclusion, Corporate Social Responsibility, and much more.

Sodexo is committed to Employment Equity and Diversity. We do not discriminate against any employee or applicant for employment because of national origin, race, religion, ethnic group, age, disability, gender, sexual preference, sexual or gender identity, status as a veteran, or any other federal, provincial, or local protected class. We welcome and encourage applications from people with disabilities. Accommodation is available on request from candidates taking part in all aspects of the selection process. We require that all new hires in hospitals, long-term care facilities, and senior homes be fully vaccinated against COVID-19 and may require any other new hires to be fully vaccinated based on the location and scope of their employment. Thank you for your interest in Sodexo. Please note that only those candidates under consideration will be contacted.