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Partnership Development Director
2 months ago
**Purpose**:
The Partnership Development Director is a sales leader for Parkhurst Dining covering a managed volume accountability of targeted growth year over year. Reporting directly to the Vice President, Partnership Development and Marketing, this role has ongoing business development accountabilities. This role will collaborate with other leaders both within the Corporate Support Center as well as in the Field.
**Responsibilities**:
**Territory Sales Management**:
- Initiate and develop new relationships to grow targeted client opportunities within designated territory.
- Forecast sales activity and revenue achievement as well as track accuracy of forecast to maintain alignment across CSC and Parkhurst Dining on growth expectations for assigned territory.
- Utilizes CRM to maintain critical client data to ensure all client touchpoints across Parkhurst deliver a consistent and aligned client management voice.
- Establish and maintain business development touch points with targeted growth opportunities.
- Perform competitive market analysis and provides insight on target market opportunities within assigned territory.
- Exhibit and entertain at industry conferences, identifying and recommending new state and regional association partnerships to help expand our brand presence and deepen our reach.
- Manage RFI/RFP submissions and ensures both timely and accurate completion for both new business as well as re-bids. Provide concise requests to the collaborative partners across the CSC and Field on necessary information and timely completion to project manage RFP responses effectively.
- Lead client presentations using team selling format, including our executive leadership team.
- Manage contract negotiation process serving as a liaison between the client, Operations leadership, and in-house counsel.
- Lead effective and efficient transition of sold contracts to Operations team.
- Assist in the research and identification of innovations to support attraction, client retention, cost savings or other efficiencies for the sales/client development process.
**Office Partnership/Management**:
- Collaborate with a team of sales leaders, RFP project managers/coordinators and operations colleagues to enable the selling process.
- Contributes to the RFP project management office to ensure all applicable resources can successfully contribute their components on time and with mínimal rework within our guiding principles for tone and language.
- Collaborates with Vice President on root cause analysis on performance issues for both current clients as well as regrettable lost sales opportunities and partners with appropriate leadership in the corporate support center.
- Function as a back-up resource to the Vice President to address top-to-top meetings for high-risk issues at the executive level of a current Client.
**Knowledge and Experience Requirements**:
- Bachelor’s Degree in Business, Communications, Marketing, Culinary Sciences, or related field required with strong academic record
- Minimum of 5 years of progressive experience in sales/partnership development including a breadth and depth of understanding the impact of sales growth to the broader business
- Proven track record of strong client attraction and territory growth including successful contracting with new clients.
- Proficiency with technology including Microsoft Office, CRM tools and data analysis.
- Proven capability in collaborating with others.
- Strong written and verbal communication skills including the ability to translate client needs into a logical, convincing business narrative to influence a win for the business.
- Strong demonstrated ability to solve complex and ambiguous business problems.
- Ability to thrive in a dynamic environment where there can be degrees of ambiguity.
- Ability to identify and succinctly summarize roadblocks and constraints, propose potential solutions, and drive towards resolution.
- Must maintain a home office within the assigned Region; relocation more than 50 miles outside of assigned territory is not permitted.
- Must be wiling and able to travel within assigned territory or for national sales events in support of client partnership development as well as to the Homestead, PA location of Eat’n Park Hospitality Group
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
Eat’n Park Hospitality Group provides equal employment opportunities to all team members and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy a
