Business Development Manager

Job Description

Job Description

Description:

About the Company

Xclusive Services shares the same values as our customers when it comes to staffing and outsourced services. Our focus on quality performance, operational excellence, and reliability has allowed us to build long-term and scalable partnerships. Operating in 19 states, our seasoned management team has a comprehensive understanding of the hospitality industry, partnering closely with local property and brand leadership to ensure a transparent and optimized approach to staffing.

We actively seek Team Members who embody our corporate values of People First, Service Obsessed, Chasing Excellence, Accountability, and Integrity to further our mission to make a positive impact in the lives of the individuals we serve. Our people thrive in a respectful, inclusive environment with many opportunities for development and advancement.

Job Summary

The Business Development Manager position will report to the regional Director of Sales as part of the National Sales Team. The Business Development Manager’s objective is to demonstrate Xclusive Services’ unique value to potential customers and provide them with staffing and facility services solutions that meet their needs. This is done through C-suite/customer interaction advocating within an organization to understand their needs and then turn that into a vision for a comprehensive solution. This position requires the Business Development Manager to be well versed in financial acumen and to demonstrate an ability to navigate a highly competitive and complex selling environment. Special emphasis is placed on building advanced financial strategies that overcome gaps and pressures within the customer's operating budget.

Essential Job Functions

New Business Relationships and Goal Attainment - 80%

• Drive sales process, from start to finish, prospecting all opportunities
• Perform the necessary research to qualify and develop a sales strategy for a specific territory marketing plan intended to secure sales at or above annual quotas
• Partner with Service team counterparts to encourage and ensure proper onboarding handoff of new business
• Good understanding of customer financial and operational outcomes
• Comprehensive understanding of staffing within the hospitality industry, a must
• Maintain impeccable CRM records
• Ability to perform site walks and inspections as part of the sales process
• Conduct market research and competitive landscape
• Regional support scheduling in market appointments with prospective customers
• Partner with Contracts Manager to establish and formalize all contracted documents
• Attend in-market meetings for training purposes
• Up to 75% travel to assigned markets
• Identify, qualify, and actively lead the sale of outsourcing services with Division leader
• Ability to communicate, council, and sell at all levels of an organization but with extensive acumen at the C-suite level
• Be the advocate for 100% referenceable customers relating to all value propositions

Cultural Leadership and Accountability - 20%

• Meet and exceed KPI and established activity standards
• Communicate pipeline stage changes regularly to sales leadership and team
• Cultural leadership and participation
• Directly supports and contributes to the Company’s mission to make a positive impact in the lives of the individuals we serve, by modeling our company’s core values
• Comply with employment laws, regulations and guidelines as set forth by FLSA, FMLA, ADA, HIPPA, and other governing agencies.
• Promotes and adheres to all occupational safety and health standards as required by OSHA, company policies, and other applicable regulatory agencies to ensure a safe and compliant work environment
• Other duties to be performed, as assigned

Required Abilities, Requirements, and Qualifications

• 3+ years of B2B sales experience in the hospitality sector, selling products or services directly to hotels or related hospitality organizations.
• Previous operational experience in hotel/hospitality on-site management preferred (customer service, staffing, or service)
• Must be available to work outside of business hours (early/late day shifts, weekends, holidays, etc.)
• Ability to travel within the US as required
• Excellent listening, written, verbal, organizational, and interpersonal skills with the ability to work collaboratively with cross-functional teams, and customers
• Successful experience managing RFP-driven sales cycles
• Extensive knowledge of proactive prospecting at the financial decision-making level
• Experience selling multi-year service-related contracts with annual values in the millions
• Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFPs, RFQs, contracts, and all other forms of written communication to the customer
• Must be comfortable with speaking to large audiences
• Ability to understand operating budgets
• Adaptable to learn new software platforms and systems
• Applicants must be legally eligible to work in the United States and must not require current or future visa sponsorship
• High School diploma required
• Proficiency in Microsoft Office (365-PC), Adobe Suite, DocuSign, and Microsoft Dynamics CRM is a plus
• Adaptable to learn new software platforms and systems
• Fluency in English, bilingual in Spanish is a plus

Physical Demands

While performing the duties of this job must have the:

• Ability to stand, walk, sit, use hands to handle or feel objects, reach with hands and arms, climb stairs, balance, stoop, kneel, talk, and hear for extended periods of time (with or without reasonable accommodation)
• Occasionally lift, carry, push, or pull objects up to 20 pounds (with or without reasonable accommodation)
• Work in a sitting position for long periods of time (with or without reasonable accommodation)
• Fine and gross motor skills to operate tools, equipment, or technology as needed
• Ability to work in environments with varying temperatures, noise levels, or lighting
• Hand-eye coordination for handling small or detailed items
• Ability to work in indoor and/or outdoor settings as required by job duties
• Reasonable accommodation may be made to enable individuals with disabilities or other qualifying reasons to perform the essential functions of this position

Benefits

• Healthcare: Medical, Dental, Vision, Voluntary Life, Group Life, Voluntary AD&D, Short and Long-term Disability, Accident, Critical Illness, Hospital Indemnity insurance (effective the first day of the month following start date)
• Paid Sick Time
• Paid Holidays
• Paid Personal Time Off

An Equal Opportunity Employer

Xclusive Services is committed to a diverse and inclusive workforce and prohibits discrimination and harassment based on race, color, religion, age, sex, national origin, disability status, genetics, family planning, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.