Job #78112
Senior Director, Business & Development / Sales
Los Angeles, CA

Sodexo Senior Living is currently searching for a Senior Director of Business Development for Senior Living. This position covers the Western United States and will work from a virtual home office.

The Senior Director of Business Development for Senior Living Systems plays a pivotal role in the company growth strategy around senior living B2B sales. Significant experience with Assisted Living, Independent Living, Skilled Nursing Facilities, and Continuing Care Retirement communities is desirable. This position is a direct selling opportunity and is responsible for achieving their sales goals in large, complex, multi-site senior care organizations. (15+ communities and larger).

Acting as the lead executive for Sodexo Senior Living, they provide complete growth management and strategy of their assigned system targets. System sales directors are responsible for developing and maintaining critical relationships with Executive/C-level suite and other key stakeholders within the senior living system. This role is ideal for individuals who have significant experience in a complex sales environment - specifically in senior living systems. Ideal candidates possess a successful track record of growing a business, building critical, trusting relationships and influencing decision makers. This territory will require 70-75% travel on average and covers the Western United States - you can live anywhere in the Western half of the US, but must be near a major airport.

Responsibilities & Essential Functions of Position:

Selling Skills

  • Excellent communication and public speaking skills
  • Develops and maintains a strategic territory plan for targeted clients
  • Proven ability to meet annual sales targets
  • Maintains consistent funnel adequate to achieve sales target using Powerful Prospecting techniques
  • Strong ability to position solutions, adjust messaging and generate new ideas
  • Leverages CRM tools, recording all daily activities and account details in the system
  • Effectively uses Challenger sales training skills to move clients to a non-commodity sales process and to purchase Sodexo solutions
  • Adept at Social Selling, executing a digital sales strategy as part of weekly sales activities
  • Drives internal sales process with clear articulation of the customized sales strategy, strong internal direction, organization of cross functional workstreams, direction to Creative Services, rigorous organization and preparation for presentations, leadership in contract design, and ability to negotiate contracts that are in the best interest of the client and Sodexo
  • Plans and sets up Transition Meetings prior to opening


Relationship Management

  • Maintains consultative business relationships in target communities and with senior management and key stakeholders throughout target accounts
  • A master at establishing rapport, creating positive professional impressions, establishing trust, creating a safe and constructive communication climate with clients and customers both internal and external
  • Leverages and collaborates with RVPs of Operations and team members for support as appropriate to utilize our existing clients to accelerate our growth
  • Works closely with all other Sales Executives to deliver all possible Sodexo solutions to clients
  • Ability to conduct executive level presentations and facilitate group discussions
  • Proven ability to interact effectively at all levels of an organization


Knowledge Management

  • Maintain up-to-date knowledge and strategy of company initiatives, industry trends, and competitors
  • Research and comprehensive knowledge of targeted client’s strategic plan and their key executive’s business issues
  • Knowledge of the changing selling environment and pain points in the senior living industry
  • Identifies all key client stakeholders and analysis of their influence and needs
  • Completes & keeps current a thorough Account Plan for designated Strategic Accounts in territory
  • Develops SWOT analysis
  • Maintains business plan that increases both Sodexo’s market value and market share



  • Ability to work at a high level with client executives in complex, multi-tiered selling environment
  • Analytical and strategic focus on system selling/growth for Sodexo
  • Proven negotiation and persuasion skills (with emphasis on closing sales)
  • Superb written and verbal communication skills as well as formal presentation skills 
  • Demonstrated listening skills
  • Strong ability to position solutions, adjust messaging, and generate new ideas
  • Ability to communicate effectively with “C-Suite” clients and various levels within the Sodexo healthcare services organization
  • Bias towards action, with a can-do approach to shifting priorities in a constantly changing marketplace


Basic Qualifications / Experience

  • This is a virtual (home based) position. Must live within the assigned territory, but can live in any major city with easy airport access. No relocation funding is available for this position
  • Education achievement equivalent to a Bachelor’s Degree in Business Administration, Engineering, Food Service, Marketing, Communications or other related fields
  • Minimum of 5-7 years B2Bsales experience with preference for Senior Living experience.
  • Ability to work effectively under pressure to meet established goals and objectives
  • Travel requirements 70-75% or more
  • Advanced computer skills in Word, Power Point, and Excel
  • Executive/C Suite level sales experience
  • Proven ability to meet and exceed sales targets and strategic goals
  • Proven track record of selling large, complex deals
  • Well organized and pays attention to details

Develops and executes strategic client retention plans that result in the achievement of sales, market share, account retention or market growth targets. Recommends and influences key decision makers to pursue a course of action based on an in-depth analysis of the client's objectives, needs and challenges. Researches,  develops proposals, prepares responses, and follows up with prospective clients.



Basic Education Requirement - Bachelor's Degree
Basic Management Experience - 7 years
Basic Functional Experience - 7 years of sales or industry-related work experience

Sodexo is an EEO/AA/Minority/Female/Disability/Veteran employer.
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Neil Kilgallon
Executive Recruiter, Sales

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