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Facilities Sales Manager - North East Region
About ARAMARK Higher Education: When it comes to on-campus dining, facilities services, sports arenas and conference center services, ARAMARK is the real head of the class. Partnering with close to 600 colleges and universities throughout the United States, we strive to provide the best residential, retail, and catering options, service and facilities for students, faculty and administrator. Our programs are second to none in their innovation, excellence and results. As part of our commitment, we are determined to build and develop the best team of professionals in the industry - people who aren't afraid of spearheading change, who know how to lead and who appreciate endless opportunity.
Position Summary: Reporting to the Regional Director, the Facilities Sales Manager will be responsible for a range of business development activities in support of service expansion within our existing client accounts. Services to be promoted include comprehensive facility operation services such as maintenance, custodial, and grounds. Additionally, consultative technical services such as energy management, energy procurement, building commissioning, construction management, and other specialized studies and assessments will also be expanded.
Successful Sales Leaders in this role will have the opportunity to:
- Develop and maintain account-specific action plans to introduce additional value-added facility services to existing clients.
- Identify growth opportunities and determin share of budget values.
- Partner with existing operations teams to identify and introduce value-added service opportunities and with ARAMARK's Technical Services group to access specialized technical resources.
- Share in the responsibility with operating teams to meet revenue targets.
- Ensure that sales proposals are concise, aligned with client needs, and deliver added value.
- Support proposal development, drafting and editing efforts.
- Develop collateral materials and reference lists in support of proposal efforts.
- Gather and analyze data that will drive account-specific marketing strategy.
- Stay abreast of broader trends in higher education and facilities industries and leverage that information for competitive and new business gains.
- Serve as a liaison to field teams in the communication of best practices regarding base business growth opportunities.
The most successful Sales Leader for this opportunity will have prior experience in:
- True understanding of Strategic Consultative Selling
- Successfully building alliances and influencing key decisions makers (of all levels)
- Strategic sales planning and methodologies
- Competitive drive and determination with focus on results orientation
- Researching and obtaining market awareness of industry and client
- Financial acumen in understanding operations and developing proposals
- Excellent organizational (time and territory management) skills
- Developing and executing sales processes through indirect/direct influence
Position Qualifications
- Bachelor's degree (MBA preferred)
- A minimum of 7 years of progressively responsible experience in facilities management or architecture engineering or construction industries.
- Working knowledge of facility operations, energy management, and/or construction services within a Higher education facilities, and/or professional services environment is desirable.
- Experience or demonstrated ability to work effectively in a team based environment within a heavily matrixed organization.
- Strong oral, written, presentation experience.
- Solid strategic, analytical, and decision making experience.
- Experience in financial accountability for driving revenue, proforma development and ROI analysis.
Additional Information:
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