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Managing Director of Growth

Job Reference Number: 19290

Employment Type: Full-Time , Remote

Segment: Dining & Events

Brand: Constellation

State: New York (US-NY)

Position Summary:

As the Managing Director of Growth (MDG) supporting Dining & Events, you report to the ENA Chief Growth Officer, with dotted line to the D&E Segment President, as part of their executive team. The primary responsibility is to lead the development and execution of an aligned growth strategy to double the size of D&E over the next five years. You will need to be a subject matter expert (SME) for this industry segment (Dining & Events) and will lead the team in driving the differentiating value of the go-to-market brands.

You will be accountable for profitably growing top line revenue through new business & retention, as well as play a significant role in identifying and integrating acquisition targets that fit the segment growth strategy. As a key member of the ENA Growth Leadership Team (GLT), Segment Executive Team and ENA Strategic Operating Council (SOC), you are expected to be a role model in promoting & developing a positive accountable culture across the company & segment using your leadership style & behaviors.

The primary metric of success for this role is the consistent achievement of the annual segment growth strategy objective, starting with sustainably securing your annual new business targets, with a successful self-op conversion strategy & result. The secondary metrics include the success of all individuals on your team achieving their assigned targets, the quality of the collective & individual pipeline, high win rates, compliance with & enhancement of best practices, and the enablement of a healthy team-based culture.

Key Accountabilities:

Strategy:

• Develops & executes the growth strategy in alignment with ENA & Segment executive leadership. Strategy to include market assessment, definition of our sweet spot, value proposition, and ongoing differentiation initiatives that will enable the quality growth desired.

• Collaboratively works with strategy, marketing, culinary, operational, finance, IT leadership & others to assure an ongoing differentiating strategy is in full effect, as perceived by clients, prospects & the market, which establishes D&E as an ongoing innovative quality service leader.

• Market knowledge: Keeps up with industry & competitive trends per developing appropriate contacts through trade associations, state agencies, community groups and other organizations. Assures professional representation of the company at Trade Shows/Industry events, etc.

Leadership:

• Attracts, develops, leads & evaluates a high-performance team that consistently achieves assigned objectives while working well in an accountable cross-functional team-based culture.

• Utilizes core people processes to engage, motivate, and recognize team members.

• New Business - assures a proactive prospect development system is in place across all team members that consistently identifies and develops opportunities per the defined D&E growth strategy & all are reflected in ENA salesforce that provides ongoing confidence in achieving results.

• Retention - assures resources, processes, systems & an aligned segment model is in place to achieve the annual Retention objectives in line with ENA/D&E strategy & defined best practices across the Retention community.

• Acquisitions – a key member of team that identifies acquisition targets that fit the segment strategy; works with ENA A&M team as requested; integrates as relevant to Growth strategy going forward.

• Consistent Execution: Complies with & collaboratively enhances best practice ENA Sales Processes that include lead generation, pipeline management, opportunity assessment, proposal / pro forma creation, negotiations, contract process, and new business start-up implementation. Collaboratively supports & enhances best practices that aligns all resources to achieve desired results – growth specific, as well as HR, governance, policy, financial, IT, procurement, etc. with a commitment to continuous process improvement & simplification that effectively leverages & aligns organizational resources to drive results.

• Proposals: Assures entire team creates and delivers compelling proposals to prospective clients with differentiating solutions to clients’ needs while also enhancing the value of ENA/D&E.

• Contract Negotiations: Assures entire team manages contract negotiations in alignment with ENA practices which include Legal, Operations, HR, Procurement & Financial representation & alignment.

• Start Ups: Assures entire team enables a smooth transition to the Operations teams that assures a successful startup of service for the client.

• Other Duties as Assigned

Requirements:

• 5-10 years of demonstrated success in a sales or business development leadership role inclusive of developing & executing aligned strategy with proven track record of success and developing a sales team in complex/strategic sales environments. Preference towards industry experience in segment.

• 5-10 previous years of demonstrated individual sales success with preference for industry experience in assigned segment.

• Bachelor’s Degree required or equivalent experience.

• Ability to build strong, trusting relationships with clients at the executive level as well as executives within ENA and assigned segment.

• Articulate, confident in delivery, business savvy and ability to make positive first impressions.

• Excellent written and oral communication skills; effective in questioning & listening to understand clients’ needs & objectives, then construct & articulate compelling differentiating solutions.

• Strong influencing skills following mastering the understanding of client needs; demonstrates ability to interface, influence, and partner with executives to gain support for sales initiatives and goals.

• Possess professionalism and passion for customer and client relations.

• Demonstrated ability to relate well to individuals and groups with widely varying backgrounds, perspectives, education and skills.

• Demonstrated excellent work record, cooperation, and organizational & analytical skills.

• High degree of travel with expected average of 50% of time away from home; albeit employee safety is of the utmost importance as we collectively adjust to what a new normal may be in a current & post covid-19 environment.

• Travel on average 50-75%.

*Target salary: $240,000/year plus bonus.

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About Constellation:

From retail spaces to office buildings, Constellation provides high-quality business dining and catering experiences all over the United States. Constellation takes pride in building every meal around its goal of fostering connections through food and hospitality.

About Elior North America:

Elior North America is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. We are committed to diversity and encourage applications from people of all backgrounds and abilities. We take pride in supporting the development of our employees and their skills at all levels and in fostering an environment of growth.

At Elior North America, we are committed to offering growth and advancement opportunities for all of our employees. The valuable skills and experience you’ve gained with Elior will propel you further in your career, whether with our corporate office or one of our brand segments.

Disclaimer: This job description can be revised by management as needed.