Business Development Manager - West - Avendra/IPS Rebates - K12/Schools - Remote
Employment Type : Full-Time
Aramark (NYSE: ARMK) proudly serves the world's leading educational institutions, Fortune 500 companies, world champion sports teams, prominent healthcare providers, iconic destinations and cultural attractions, and numerous municipalities in 19 countries around the world. Our 280,000 team members deliver innovative experiences and services in food, facilities management and uniforms to millions of people every day. We strive to create a better world by making a positive impact on people and the planet, including commitments to engage our employees; empower healthy consumers; build local communities; source ethically, inclusively and responsibly; operate efficiently; and reduce waste. Aramark is recognized as a Best Place to Work by the Human Rights Campaign (LGBTQ), DiversityInc, Black Enterprise and the Disability Equality Index. Learn more at www.aramark.com or connect with us on Facebook and Twitter.
Description
The IPS Business Development Manager (BDM) is an experienced sales professional in the K12 Schools Foodservice Business Segment. This role is the senior member of a two-person regional team. Priorities for this role include:
- Enrolling new members in the IPS program
- Cultivating relationships to drive retention with existing membership
- Elevating the IPS Rebates brand in the K12 market
The BDM will be expected to showcase Sales Planning and Execution skills including Objective Setting, Prospecting, Pipeline Development, Customer Care, and achieving defined Sales Goals.
Sign, Implement and Serve IPS Members
- Target, prospect, sell, sign and implement the IPS Rebates program to new K12 members.
- Leverage prospecting resources including target lists, regional analysis, tradeshow attendance, referrals, and existing K12 relationships to achieve sales objectives.
- Demonstrate sales and service leadership and prospect/member engagement from initial contact through successful conclusion via signing of a Letter of Participation.
- Demonstrate personal ownership of the member relationship through consistent communications, account management, business reviews and referral programs.
- Report sales process and results in Salesforce and in monthly sales reports.
Member Retention through Customer-Focused Sales Activities
- Consistently nurture the Top 50 largest customers in the market, leveraging communication tools, marketing campaigns, and manufacturer resources.
- Facilitate customer-focused business reviews (some via electronic format and some in person) that address member objectives and generate two-way collaboration to take advantage of opportunities for manufacturer partner product use.
- Collaborate with internal IPS colleagues to create member focused communications.
Industry Expertise and Business Acumen
- Understand the competitive environment and K12 trends to create account strategy and support team efforts to continuously improve our benefits presentation.
- Actively engage with the School Nutrition Association, including local membership and chapter meetings.
- Determine strategic state SNA and/or other K12 conferences and meetings for IPS participation.
Collaboration
- Partner with Customer Success Manager (CSM) to achieve individual and regional objectives.
- Present marketing ideas to continuously improve member satisfaction.
- Share industry and market insights with the Sales Director and IPS Team.
- Demonstrate an enterprise approach, understanding how each IPS team member contributes to the success of the organization.
Qualifications
Role Requirements
- Sales experience and relationships in the K12 business segment is preferred.
- Residence in CA, AZ, TX is preferred.
- Strong proficiency with Microsoft Word, Excel, Power Point and Teams. Salesforce experience is a plus.
- Demonstrated experience in the ability to think, plan and sell and service customers.
- Must possess a consultative, customer-centric "customer advisor" philosophy.
- Must possess a growth mindset and desire to assimilate new skills and ideas.
- Demonstrated experience in the ability to build alliances and influence key decision makers both internally and externally without formal authority.
- Managing customer relationships through creative problem solving and customer savvy.
- Must have excellent written and oral communication skills.
- Efficient organizational skills and attention to detail is a must.
Overnight Travel Requirements. 10-20% depending on market location. Attendance at State or National tradeshows and local SNA chapter meetings.
Years of Relevant Experience. Minimum 3-5 years of experience
Education Requirements. BS/BA or equivalent years' experience