Director of Growth and Expansion

2 weeks ago

Trenton, New Jersey, United States First Student Full time
About the Role

This is an exciting opportunity to tap into the growth of home-to-school conversion opportunities and make a significant impact on our business and the lives of children. As a Director, Business Development, you will be responsible for developing and executing a strategy to identify K-12 conversion opportunities for outsourced bus transportation.

Key Responsibilities
  • Develop and execute a strategy to identify K-12 conversion opportunities for outsourced bus transportation.
  • Create and implement plans to secure business and meet or exceed assigned sales quotas.
  • Grow pipeline of conversion opportunities to meet or exceed annual, quarterly, and monthly established revenue goals, targets, and objectives.
  • Develop and maintain a strong pipeline of opportunities and strategic account plans for conversion opportunities.
  • Partner with field team members to identify opportunities and present to prospects.
  • Build strong relationships with internal team members to develop leads and sales campaigns to drive pipeline growth.
  • Apprise management of progress, plans, and results, including forecasting and monitoring performance.
  • Partner with marketing to develop campaigns and materials to educate designated markets, drive new leads, and peak interest in areas where First Student has no presence.
  • Understand and keep the team apprised of market dynamics, unmet needs, and opportunities to deliver greater value to customers and shorten sales cycles.
  • Provide input on areas of improvement for the company's reputation or ability to increase revenue.
  • Validate business cases and contracts.
  • Prospect and develop new business, generating inquiries and working them through to conversion.
  • Attend, network, and participate in transportation industry events to promote the company as the transportation solution.
  • Build, manage, and maintain relationships with key prospects/customer decision-makers and influencers to ensure new growth and retention of existing accounts and customers.
  • Navigate complex sales channels while continually moving the sales process forward during sometimes lengthy sales processes.
  • Prepare and lead presentations, proposals, and bid processes to strategically win new business.
  • Gather market, prospect, and customer intelligence, staying abreast of changes in the transportation market that could open business opportunities.
  • Work to become a transportation industry expert, leading to initiating strategies utilizing our core strengths in untapped markets.
  • Expand existing client base by uncovering additional transportation needs.
Requirements
  • Bachelor's Degree from a 4-year accredited college or university.
  • Minimum of 5 years of experience in new business development (hunter mentality).
  • Excellent stakeholder engagement capability, able to engage with people at all levels, challenge in the face of resistance, and achieve momentum despite competing priorities.
  • Demonstrated ability to work independently, manage multiple tasks, set priorities, and successfully deliver on commitments.
  • Expertise with sophisticated sales techniques and methodologies.
  • Highest standards of ethical behavior consistent with the heritage of the corporation.
  • Proven ability to clearly and effectively communicate in person and in writing to all levels of organization and external customers.
  • Exhibits organizational collaboration, the ability to partner across organizational lines, and work cooperatively within and outside one's own organization.
  • Relevant experience in the successful management of major and complex business change programs.
  • Good business acumen and financial acumen.
  • Good communication (verbal and written) skills, effective at influencing, negotiation, and conflict management at all levels.
  • Experience responding to RFPs (preferably in the K-12/Public Sector environment).

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