Vice President, Business Development (West Coast Hospitality)

At Towne Park, it’s more than a job, you can make an impact.

A career with us is rewarding in more ways than one.

As a hospitality services company, our commitment is to create smiles by delivering exceptional experiences. When you work with us, you have an opportunity to impact the millions of patients, visitors and guests we proudly serve. Whether providing compassionate service that eases the anxiety of a patient and their family, creating a memorable experience for a guest in a new city, or helping a colleague, every day is a new opportunity to brighten someone else’s day and make an impact. When we see a customer, a client or one of our own team members smile, we know we made an impact. It’s why we do what we do.

Towne Park is a place where you can make a difference and create smiles every day.

For more information about our privacy policy, please click here.

The Vice President of Business Development leads growth of same store sales at existing clients and identifies new prospective clients within an assigned territory. The Vice President, Business Development builds strong industry relationships and leverages those relationships to enhance our brand, portfolio size and revenue in accordance with the company’s vision and values.

Job Details

Compensation: Towne Park is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location. The annual base pay range for this position is $125,000.00-$170,000.00

Additional Compensation: Employees may be eligible to receive annual incentive bonuses depending on their job classification and the policy guidelines.

Benefits: Employees are eligible to enroll in medical, dental, and vision insurance, accident insurance, critical illness insurance, hospital indemnity insurance, and telemedicine benefits. Employees are provided company-paid basic life and AD&D insurance as well as short-term and long-term disability. Employees are also able to enroll in the company’s 401k retirement savings plan.

Paid Time Off: Employees accrue 0.0654 hours of PTO per hour worked up to a maximum of 136 hours per calendar year. Employees receive 6 paid holidays throughout the calendar year and employees accrue up to a maximum of 4 paid floating holidays per calendar year.

Eligibility requirements apply to some benefits and may depend on your job classification and length of employment. Benefits are subject to change and may be subject to a specific plan or program terms.

JOB SUMMARY

The VP Business Development, Hospitality Sales, will lead all elements of the existing hospitality sales organization while moving quickly to build new capabilities, processes, and business development plans to proactively expand the range of clients we serve and the value we deliver to them.  While their focus must be on development and execution of growth strategies, they are a key contributor in shaping the overall culture and setting the future direction for the organization. developing and executing on an executive level agenda of strategic innovations. The VP Business Development, Hospitality Sales, will be responsible for a designated area(s).

DUTIES AND RESPONSIBILITIES

The VP Business Development, Hospitality Sales, will have responsibility for all aspect of business development planning, execution, and ongoing sales management through:

• A demonstrated commitment to identifying customer and market needs and successfully implementing solutions
• Implementing strategic solutions as you look for ways to make things easier through process or technology improvements
• Collaborating with the Operations leadership to promote, and enhance, in-field business development efforts.  Our Operators are the daily face of Towne Park in each market we serve, which also makes them a highly productive and effective source of new business generation.
• Working with Marketing and Communications teams to develop and promote new, exciting, and high value-add offerings that address untapped customer opportunities and market needs.
• Understanding and articulating compelling value propositions around Towne Parks products and services to accelerate client growth
• Creating and leading the large account pursuit process.   Helping the organization identify and strategically close on the Top 100-200 clients we would most like to serve.
• Developing and implementing plans to leverage digital and social media platforms to drive growth.
• Engagement with key customers, at all levels of their organization, to foster new client wins and in-account growth in new service areas.
• Inclusion in the monthly Executive Committee growth strategy sessions.
• Holding themselves accountable for delivering on high expectations for organic growth and profitability improvement.
• Continually looking 5+ years out into the market to identify trends, emerging customer and consumer needs, and integrating the commercial Point of View into the overall strategic planning and budgeting processes.

Deliverables

• Building the best sales organization. Active development and leadership of a world-class hospitality services sales team.
• Delivering on team growth goals. Successful achievement of an aggressive, but pragmatic, growth plan that will deliver double digit growth in new wins with hospitality customers while ensuring that the quality of the wins helps to achieve long-term operational success and retention. Ensuring there is appropriate process, structure, systems and measurement tools and metrics to actively manage the sales efforts in a transparent and high-impact fashion.
• Leading individual team members to success.  Clear targets for every member of the Field team that are actively tracked and managed on a bi-weekly basis. Building a strong, metrics-based pipeline that can be managed via our Sales force CRM systems to provide visibility to every member of the team on where they, and Towne Park, stands vs its goals.
• Delivering a set of personal wins. As part of embedding yourself in the business, you will be expected to personally lead the sales process for (10-13) deals annually. This level of involvement will allow you to focus on your primary role of leading the broader field team and developing client relationships, while at the same time staying close enough to the daily sales process as to be a credible partner to internal and external stakeholders.
• Managing select key client relationships. Identifying, developing and growing key relationships with important portfolio clients. These will be a select set of property developers, owners and operators who are important clients of Towne Park today across multiple sites (and/or offering future opportunities).  Work collaboratively with the National Accounts team to determine ownership of key relationships and specific goals for translating those relationships into impact.

Systems and Standards

• Consistently and effectively use CRM (Salesforce.com). 
• Completes all tasks in a timely manner as instructed by the SVP Hospitality Sales.
• Cooperates with senior management and coworkers to ensure that services can be adequately maintained to meet the needs of internal and external customers.
• Treats clients and associates with courtesy, respect and dignity.
• Maintains strict confidentiality related to company proprietary information.
• Fully understands the systems provided by Towne Park to control the assets and expenditures.

Safety and Risk Management

• Understands and follows safety and security procedures.
• Practices preventative safety procedures as set forth by Towne Park.
• Reports all accidents and incidents immediately to the SVP Hospitality Sales.
• Uses only equipment trained to use and operates all equipment in a safe manner.
• Reports all potential high-risk areas and safety concerns to the SVP Hospitality Sales.

KNOWLEDGE, SKILLS AND ABILITIES

The VP Business Development, Hospitality Sales, will bring a deep, compelling set of relevant sales acceleration experiences to Towne Park, including demonstrable passion for continually developing field team members and client relationships. Specific expertise and competencies will include:

• Proven track record of success in sales leadership roles within distinctive services-focused businesses. Experience should ideally include both B2B and B2B2C sales leadership and new solution development in industry leading companies.
• Highly knowledgeable in creating and promoting compelling value propositions for current and future clients.
• Strong ability to work collaboratively with other team members to understand client needs, identify opportunities and gaps in our current ability to serve along with the ability to fill out the capabilities while bringing the offerings to market.
• Strong ability to sell complex service across a range of key decision makers.
• Proven ability to successfully develop new business ideas and offers that result in new revenue streams, increased profitability and enhanced customer retention.
• Demonstrates tremendous energy for driving change that creates value on multiple dimensions (most notably top and bottom line growth). 
• Demonstrates the hands-on/can-do mindset including the ability to work from the “Boardroom to the Boiler Room” on any given day. 
• Exhibit confidence and enthusiasm when interacting with the Board, Executive Leadership Team, peers and subordinates at every level, as well as very senior and very junior levels of client and partner organizations.  
• Motivated by the desire to win new business and over-deliver on commitments, while bringing the rest of the organization along with them on the journey.    
• Proven success in building sales teams in similar market environments with experiences that are relevant to Towne Park’s team. 
• Ability to attract, develop and retain highly collaborative sales talent, as well as effectively influence and inspire a broader indirect sales organization. 
• Computer proficiency and technical aptitude with the ability to utilize MS Office (Excel, Word, PowerPoint and Outlook).
• Well versed in strategic selling, with knowledge/experience using and supporting Challenger, Miller Heiman, or similar, as well as the ability to highly leverage Salesforce.com capabilities across the entire organization.           
• Experience working with marketing colleagues, and external developers, to create and deploy tools and capabilities to enable sales teams to achieve breakthrough success in introducing offerings to key client decision makers.  
• Ability to quickly develop and deploy a standard set of tools and processes to train and empower employees to expand Towne Park’s scope and scale in developing new customers. 

• Ability to feel empowered and energized by a fast pace with a strong focus on delivering near-term outcomes while concurrently building for the future.
• Strong written and verbal communication skills, including the ability to present one-on-one or in group settings.
• Ability to represent the company effectively in a variety of settings with a demonstrated understanding and appreciation for diverse cultures.

• Ability to compose professional internal and external business communications including reports, memos, letters, and e-mails.
• Visibility requires maintaining a professional appearance and providing a positive company image to the public.

QUALIFICATIONS

• Bachelor’s degree (B.A.) from a four-year college or university and a minimum of ten (10) years of business development experience in the hospitality industry OR equivalent combination of education and/or experience.
• Knowledge of sales life cycle and selling techniques.
• Valid drivers license required due to requirements for local travel.

PHYSICAL DEMANDS AND WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• The associate must occasionally lift and/or move up to 20 pounds.
• The majority of work will be performed in climate-controlled environment, but the associate may be exposed to inclement weather and varying degrees of temperatures on occasion.
• Travel of approximately 30% is expected.

Apply