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Director, Business Development (Western Region) in Los Angeles, CA at The Geo Group

Date Posted: 1/4/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Experience:
    5 - 7 years
  • Date Posted:
    1/4/2019

Job Description

Facility: GEO CARE BUSINESS DEVELOPMENT

Compensation Base: 

Compensation Bonus (if applicable): 

 

Equal Opportunity Employer.

Summary

  • This position is responsible for meeting and exceeding new business development margin targets in a specific region including developing and implementing an overall strategic plan for contract retention and new business. Business development primarily focuses on non-residential day reporting centers, residential re-entry centers, and in-custody programming services.

Primary Duties and Responsibilities

  • Works with operations to identify and analyze new business opportunities and develop business development strategies at the federal, state, and county and city levels to meet and exceed assigned margin targets.
  • Creates, implement, and communicates Business Development strategies and tactics that drive growth of the region and satisfaction of clients.
  • Leads business development and relationship management activities in the assigned region.
  • Leads the process for achieving the necessary zoning and conditional use permits for residential community based re-entry facilities and day reporting centers including meeting with local community leaders such as a Mayor, City Council, Planning Commission, or community neighborhood groups.
  • Forecasts new and existing account growth in assigned region utilizing Salesforce and other regular reports.
  • Leads and directs the development of materials to support business development and on-going client relationship needs.
  • Leads the development of a business development strategic plan in his or her assigned region and ensures implementation of the plan.
  • Maintains industry and product knowledge. Informs senior management of changing market conditions.
  • Utilizes salesforce.com tools to manage business development, implementation, and client relationship responsibilities.
  • Monitors competitive activity in the marketplace and assesses approaches to maintain differentiation.
  • Interacts closely with the Proposal team to ensure the overall quality of proposals written, visual content, and compliance with Requests for Proposals (RFP) requirements.
  • Leads the timely identification and analysis of business development targets for the business by market and by region to ensure a robust near and long-term business pipeline.
  • Participates in pricing and profit margin discussions to ensure a cost competitive structure.
  • Conducts customer site visits and interacts with new and existing customers to develop and maintain positive customer relationships and promote Company services and business partnerships.
  • Interacts and communicates with key financial personnel regarding budgets, forecasts, margin and EBITDA issues. Develops ongoing forecasts and business development projection data.
  • Provides regular status reports on business development activities to senior management.
  • Maintains knowledge of corrections industry and trends and informs management on changing market conditions.
  • Provides regular customer status reports, key prospecting data, trip reports and other sales reports.
  • Represents the company at national and local trade shows and conferences, mandatory bidders’ conferences and public hearings.
  • Conducts detailed review of RFP responses related to new and existing contracts and provides feedback to ensure our response covers all key requirements.
  • Performs other duties as assigned.

 

Job Requirements

Minimum Requirements

  • Bachelor’s degree in Business, Criminal Justice, Communications or related field.
  • Experience in working with the correctional or criminal justice systems, or selling services to the government or similar agencies is preferred.
  • Seven (7) years of experience in sales management, including government sales and account management.
  • Strategic business development or sales account planning skills.
  • In-depth knowledge of corrections industry and industry trends.
  • Effective communication skills with internal and external contacts at all levels.
  • Working knowledge of the Criminal Justice system and the ability to relate to officials at all levels of that system.
  • Strong analytical and problem solving skills.
  • Demonstrated public presentation skills when working with local government and community representatives.
  • High degree of initiative and independent judgment.
  • Superior skills in negotiating to achieve consensus and favorable business objectives.
  • Excellent communication, written and presentation skills.
  • Ability to travel extensively (75%) with frequent overnight stays.
  • Ability to work with computers and the necessary software typically used by the department.