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Director of Business Development
4 weeks ago
At First Student, we are a family of 60,000+ employees who take pride in safely transporting more than 5 million students and passengers to and from their destinations each day. Our family of brands include Transco, Total Transportation, Maggies Paratransit, and GVC II. Our employees are at the forefront of safety and innovation; they create and implement the most advanced training and technology the transportation industry has to offer.
Job Summary:The Director, Business Development will be responsible for securing incremental business of outsourced transportation services for Kindergarten through 12th (K-12) grades in the United States. This role will identify new opportunities and leverage internal and external resources to win profitable new business.
Key Responsibilities:- Develop and execute a strategy to identify K-12 conversion opportunities for outsourced bus transportation.
- Grow pipeline of conversion opportunities to meet and/or exceed annual/quarterly/monthly established Revenue Goals, Targets & Objectives.
- Develop and maintain a strong pipeline of opportunities and strategic account plans for conversion opportunities.
- Partner with field team members in identifying opportunities and presenting to prospects.
- Apprise management of progress, plans and results, including forecasting and monitoring performance.
- Partner with marketing on developing campaigns/materials to generate 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 cycle.
- Validate business cases and contracts.
- Prospect and develop new business. Generate inquiries and work them through to conversion.
- Attend, network and participate in transportation industry events such as trade shows and exhibits 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 & customers.
- Navigate complex sales channels while continually moving the sales process forward during sometimes lengthy sales processes.
- Prepares and leads presentations, proposals and bid processes to strategically win new business.
- Gather market, prospect and customer intelligence. Stay abreast of changes in the transportation market which could open business opportunities.
- Work to become a transportation industry expert that will lead to initiating strategies utilizing our core strengths in untapped markets.
- Expand existing client base by uncovering additional transportation needs.
- Assist in development of a strategic plan.
- Work with customers and prospects to determine the best solution for their business.
- Work with field teams to drive growth.
- Be a subject matter expert of engagement in accounts and opportunities.
- Determine local sales enablement opportunities such as conferences, associations, marketing campaigns, etc. to grow prospect base and generate new opportunities.
