Director Business Development
Company: First Student
Location: Los Angeles
Posted on: September 12, 2024
Job Description:
First for a reason:
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.
Transporting children to and from school is one of most vital
services a company can provide. First Student, the largest student
transportation company, sells contracts for home-to-school (HTS)
transportation. The purpose of this role is to tap into the
tremendous growth of home to school conversion opportunities.
Converting districts that insource their transportation to
outsourcing with First Student is a very important piece of our
business. The Director, Business Development has the chance to make
a big difference in this company and in children's lives.
The person filling this role 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. Most new K-12
accounts will be secured through effective networking, relationship
building, value-based insight selling techniques and successfully
navigating the Request for Proposal (RFP) process. This role will
work in collaboration with the Directors of Business Development
and use First Solutions capabilities, Vans, First Serves and other
value-based offerings to secure a position in the accounts with the
objective of moving the accounts upstream to full home to school
services.
Major Responsibilities:
- Develop and execute a strategy to identify K-12 conversion
opportunities for outsourced bus transportation. Create and
implement the plan to secure the business. Meet and/or exceed
assigned sales quotas.
- 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. Build strong relationships with
internal team members who will aid in developing leads and sales
campaigns to drive pipeline growth.
- 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. Provide input on any areas of improvement for
the company's reputation or ability to increase revenue.
- 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.
Experience & Skills Required:
- 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
such as Challenger and Miller Heiman.
- 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. Supports key decisions and promotes
a spirit of teamwork to demonstrate a unified commitment to the
customer.
- 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 RFP's (Preferably in the K-12/Public
Sector environment)
- Regular travel approximately 75% of the time, through airports
to transit/school bus facilities, client facilities, etc.
Pay ranges from $125,000 - $150,000 base, depending on
experience.
In the state of Washington, all technician and driving positions,
including but not limited to van drivers and any other position
requiring employees to drive a company-owned vehicle, are
considered safety-sensitive and are therefore subject to drug and
alcohol testing, including cannabis.
All qualified applicants will receive consideration for employment
without regard to race, color, religion, sex, sexual orientation,
gender identity, national origin, disability or veteran status.
First is also committed to providing a drug-free workplace. First
will consider for employment qualified applicants with criminal
histories consistent with the requirements of the San Francisco
Fair Chance Ordinance, Los Angeles Fair Chance Ordinance, and any
other fair chance law. Philadelphia's Fair Criminal Record
Screening Standards Ordinance Poster is at this link or upon
request
https://www.phila.gov/media/20210423160847/Fair-Chance-Hiring-law-poster.pdf.
Keywords: First Student, South Gate , Director Business Development, Professions , Los Angeles, California
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