Director, Business Development- New England

About the role

A Director of Business Development – New England Facility Services, works to improve C&W SERVICES’ market position and achieve financial growth across the US marketplace. This person assists in the development of sector directed strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.

Responsibilities

• Proactively plan persuasive approaches and solutions that will convince clients that C&W SERVICES is the provider of choice.
• Possess outstanding customer relationship skills, have sold facilities services successfully within a sector, and have sales experience and maturity to develop territory plans that will enable success.
• Work with mid and senior level Operations management, marketing, and technical staff and manage the activities of others responsible for developing solutions and responses for proposals for the company.
• Strategically plan to build a balanced pipeline to support annual targets, requiring a thorough knowledge of the market, solutions/services C&W SERVICES can provide, and competitors.
• New Business Development: Sustained overachievement of annual sales target, Prospect and network as appropriate within your geographic area to ensure a robust pipeline of opportunities, Research and build relationships with clients, Set up meetings between client decision makers and C&W SERVICES' business (Operations) leaders and Subject Matter Experts (SMEs), Plan approaches and presentations, Work with team to develop proposals that speaks to the client's needs, concerns, and objectives as outlined in issued RFPs or as discovered in meeting and working with clients or prospective clients, Participate in solution development by formulating a win team, win theme and proposal approach, Participate in pricing the solution, Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion, Present an image that mirrors that of the client.
• Client Retention: Present new solutions and services and enhance existing relationships, Work with Operations, FMS or other internal colleagues to meet customer needs, Arrange and participate in internal and external client debriefs, Participate in key client account governance activities.
• Business Development Planning: Attend local industry functions, provide feedback and information on market and creative trends, Present to and consult with Operations on business trends with a view to developing new services, products, and opportunities within the market, Identify opportunities for marketing and prospecting campaigns that will lead to an increase in net new business for C&W SERVICES, Using knowledge of the market and competitors, identify and develop C&W SERVICES' unique selling propositions and differentiators.
• Management and Research: Maintain data in C&W SERVICES' CRM and ensure data is accurate, Forecast sales targets, Track and record activity on accounts and help to close deals to meet these targets, Ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner, Ensure all team members represent C&W SERVICES in the best light, Research and develop a thorough understanding of the C&W SERVICES' people and capabilities.

Qualifications

• Bachelor’s degree or equivalent field experience in a comparable position.
• 5-8 years of Facilities Services sales.
• Demonstrated success in selling single service, multiple service or bundled service solutions within the prescribed geographic market.

Skills

• Outstanding customer relationship skills.
• Thorough knowledge of the market, solutions/services C&W SERVICES can provide, and competitors.
• Strong sales experience and maturity.
• Effective presentation and objection handling skills.
• Ability to manage and motivate a team.
• Knowledge of industry trends and competitor strategies.

Benefits

• C&W Services offers a comprehensive benefits package, including health, vision, and dental insurance, flexible spending accounts, health savings accounts, retirement savings plans, life, and disability insurance programs.
• The company provides competitive pay, which may vary depending on eligibility factors such as geographic location, date of hire, total hours worked, job type, business line, and applicability of collective bargaining agreements.
• The compensation for the position is: $ 148,750.00 - $175,000.00.

Pay

$ 148,750.00 - $175,000.00

Schedule

The position may require up to fifty percent travel.