Managing the development of qualified sales, acquisition bids, conversion targets
Planning, evaluating, and leading the development of strategies and operational plans to ensure that the company is positioned to identify and respond to potential new business and revenue growth opportunities throughout all North American locations
Identifying recurring issues, tracking trends, and leading the development of strategies to generate leads, secure referrals from current customers, address issues in order to enhance business development and profitable growth for the organization
Managing the development of sustainable acquisition plans and business cases to maximize business and profit growth including identifying and creating a pool of potential sales opportunities and clients, collecting and analyzing competitive intelligence within specific communities, developing long-term acquisition plans/processes, and ensuring alignment with strategic business development directions
Managing the development of bids, conversion plans, and business cases to achieve business growth and maximize revenue opportunities including identifying customer trends and competitor positioning
Leading the development of responses to Requests for Proposals (RFPs) for bids/ conversions and the preparation of acquisition documents (e.g. Letters of Intent, Letters of Agreement, Contracts, etc.); ensuring they are accurately prepared and submitted within prescribed timeframes, facilitating the due diligence process and legal review, and responding to customer/seller inquiries
Collaborating with the Financial Planning and Analysis Team in the development of bid models for the pricing of new business proposals and ensuring the validity of assumptions and accuracy of returns and cost structure
Leading seller negotiations for successful acquisitions, managing associated due diligence activities, and facilitating execution of approved agreements and contracts within the financial parameters set forth by the company
Developing communication strategies and working collaboratively with the internal operations teams to integrate new business plans (e.g. acquisitions, bids, and conversions) into ongoing program operations
Providing business intelligence regarding new customers to facilitate a seamless transition into the company
Executing expenditures within authorized limits and developing options/recommendations to address unplanned financial pressures
Other duties as assigned
Requirements
Bachelor’s Degree or the equivalent combination of education, training, and experience
7-10 years business development experience or transportation industry experience with a proven track record of closing deals using value added and strategic selling skills to overcome objections to awarding solely on the basis of being the low-cost provider
Experience with solution based, strategic sales and selling to C -level
Excellent knowledge of contract administration principles/processes/best practices
Exceptional oral and written communication skills
Experience presenting to large groups in a public setting
Financial knowledge in the areas of profit and loss, budget management, bid models, pro forma, investment returns, etc.
Detailed and organized with an understanding of Operations Management
Experience managing project teams involved in multiple, concurrent projects; knowledge of project management practices and tools
Proven expertise in working with stakeholders across organizational lines to foster collaborative relationships and partnerships
Knowledge of information technology, enabling tools and technologies (e.g. CRM, Business Intelligence tools, Research tools, Sales Force.com, related tools), transportation-related software, and MS Office Suite Software
Experience selling into school districts, and government entities selling large complex multi-year contracts, or similar industry would be ideal
Ability to travel
Benefits
medical, dental, vision, basic life insurance coverage