Job #81380
Technical Sales Executive - Hospitals Retention
Gaithersburg, MD
Sodexo is currently searching for four (4) Technical Sales Directors, Retention. Reporting to the VP, Technical Sales, the Technical Sales Director develops, implements and achieves individual and division sales quotas/goals through orchestration of the sales process including prospect identification and qualification; industry, market, and organizational capability understanding; solution/offer development and delivery; and successful contract negotiation and closing.

The Technical Sales Director works with Sales Team, Operators and Retention specialists to develop innovative and effective Retention plans and solutions for targeted Healthcare accounts.

These are remote/virtual roles and can be based anywhere in the United States. Proximity to a major airport preferred. This position will require up to 70% travel.

Primary Duties & Responsibilities:
  • Obtains leads, develops prospect lists, and identifies potential clients. Determines options available to address prospective potential client challenges and meet their needs. Identifies, qualifies and develops opportunities.
  • Partners with Sales Directors, Operations and Retention Specialists to develop 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.
  • Maintains current and accurate databases related to sales/marketing.
  • Develops and presents sales presentations, proposals or other sales documents based on data that determines client challenges, needs, business issues and Sodexo solutions. Closes sales.
  • Recommends and influences key decision makers to pursue a course of action based on an analysis of the client needs, objectives, and challenges. Develops and implements business plan, budget, and forecast to attain financial goals.
  • Coordinates, produces and executes contract documents and develops alternate contract models to better meet client needs and business objectives.

Typical Knowledge & Skills:
  • Knowledge of the sales process, creating strategy, costing, and articulating value – a high level of Sales acumen
  • Ability to interact with clients and clearly articulate the value proposition of Sodexo
  • High level of understanding of the Sodexo environment and portfolio
  • Direct sales and operations experience a plus
  • Desire to grow with the Sales organization

Position Summary
  • Qualifies leads based on resources, location, risk investment, strategic value, and reputation using Clients for Life. Determines options available to address prospective client challenges and meet their needs. Evaluates and analyzes financial and other data to develop proposals or other required sales documents.
  • Provides technical support to sales directors to develop innovative and effective technical solutions in the areas of new construction, infrastructure renewal, facility expansion, renovations of existing space, equipment replacement, reconfiguring of existing systems to accommodate expansion or to achieve operational efficiencies.
  • Recommends and influences key decision makers to pursue a course of action based on an analysis of the client needs, objectives, and challenges. Develops and implements business plan, budget, and forecast to attain financial goals.
  • Manages and leads educational forums designed to educate and promote the value proposition of the brand within all levels of the organization.
  • Identifies infrastructure and energy related projects and provides technical support to the Sales Team to develop innovative and effective technical solutions for targeted Healthcare accounts. Provides technical support to the Sales Team by developing facilities solutions in the areas of new construction, infrastructure renewal, facility expansion, renovations of existing space, replacement of aging equipment, reconfiguring of existing systems to accommodate expansion needs, realignment of existing systems to achieve operational efficiencies, benchmarking utilities consumption and identifying solutions to reduce current or projected energy costs and provides additional construction and construction management experience as needed. Works with operations constituents in the areas relating to financial management, people management, account development and operations. Supports the implementation of new unit openings, including the development and administration of training plans. Supports the sales process by assisting with operations and costing analyses.

Basic Education Requirement - Bachelor’s Degree
Basic Functional Experience - 5 years

Sodexo is an EEO/AA/Minority/Female/Disability/Veteran employer.
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