Director Business Development

First for a reason:

At First Student, we are a family of 60,000+ employees who take pride in safely transporting more than 5 million students and passengers to and from their destinations each day! Our family of brands include Transco, Total Transportation, Maggies Paratransit, and GVC II. Our employees are at the forefront of safety and innovation; they create and implement the most advanced training and technology the transportation industry has to offer.

Transporting children to and from school is one of most vital services a company can provide. First Student, the largest student transportation company, sells contracts for home-to-school (HTS) transportation. The purpose of this role is to tap into the tremendous growth of home to school conversion opportunities. Converting districts that insource their transportation to outsourcing with First Student is a very important piece of our business. The Director, Business Development has the chance to make a big difference in this company and in children’s lives.

The person filling this role will be responsible for securing incremental business of outsourced transportation services for Kindergarten through 12th (K-12) grades in the United States. This role will identify new opportunities and leverage internal and external resources to win profitable new business. Most new K-12 accounts will be secured through effective networking, relationship building, value-based insight selling techniques and successfully navigating the Request for Proposal (RFP) process.  This role will work in collaboration with the Directors of Business Development and use First Solutions capabilities, Vans, First Serves and other value-based offerings to secure a position in the accounts with the objective of moving the accounts upstream to full home to school services.

Major Responsibilities:

• Develop and execute a strategy to identify K-12 conversion opportunities for outsourced bus transportation.  Create and implement the plan to secure the business. Meet and/or exceed assigned sales quotas.
• Grow pipeline of conversion opportunities to meet and/or exceed annual/quarterly/monthly established Revenue Goals, Targets & Objectives
• Develop and maintain a strong pipeline of opportunities and strategic account plans for conversion opportunities.
• Partner with field team members in identifying opportunities and presenting to prospects. Build strong relationships with internal team members who will aid in developing leads and sales campaigns to drive pipeline growth.
• Apprise management of progress, plans and results, including forecasting and monitoring performance.
• Partner with marketing on developing campaigns/materials to generate educate designated markets, drive new leads and peak interest in areas where First Student has no presence.
• Understand and keep the team apprised of market dynamics, unmet needs and opportunities to deliver greater value to customers and shorten sales cycle.  Provide input on any areas of improvement for the company’s reputation or ability to increase revenue.
• Validate business cases and contracts.
• Prospect and develop new business.  Generate inquiries and work them through to conversion.
• Attend, network and participate in transportation industry events such as trade shows and exhibits to promote the company as the transportation solution.
• Build, manage and maintain relationships with key prospects/customer decision-makers and influencers to ensure new growth and retention of existing accounts & customers.
• Navigate complex sales channels while continually moving the sales process forward during sometimes lengthy sales processes.
• Prepares and leads presentations, proposals and bid processes to strategically win new business.
• Gather market, prospect and customer intelligence.  Stay abreast of changes in the transportation market which could open business opportunities.
• Work to become a transportation industry expert that will lead to initiating strategies utilizing our core strengths in untapped markets.
• Expand existing client base by uncovering additional transportation needs
• Assist in development of a strategic plan.
• Work with customers and prospects to determine the best solution for their business.
• Work with field teams to drive growth.
• Be a subject matter expert of engagement in accounts and opportunities.
• Determine local sales enablement opportunities such as conferences, associations, marketing campaigns, etc. to grow prospect base and generate new opportunities.

Experience & Skills Required:     

• Bachelor’s Degree from a 4-year accredited college or University
• Minimum of 5 years of experience in new business development (Hunter mentality).
• Excellent stakeholder engagement capability, able to engage with people at all levels, challenge in the face of resistance and achieve momentum despite competing priorities.
• Demonstrated ability to work independently, manage multiple tasks, set priorities and successfully deliver on commitments.
• Expertise with sophisticated sales techniques and methodologies such as Challenger and Miller Heiman.
• Highest standards of ethical behavior consistent with the heritage of the corporation.
• Proven ability to clearly and effectively communicate in person and in writing to all levels of organization and external customers.
• Exhibits organizational collaboration, the ability to partner across organizational lines and work cooperatively within and outside one’s own organization.  Supports key decisions and promotes a spirit of teamwork to demonstrate a unified commitment to the customer.
• Relevant experience in the successful management of major and complex business change programs.
• Good business acumen and financial acumen.
• Good communication (verbal and written) skills, effective at influencing, negotiation and conflict management at all levels.
• Experience responding to RFP’s (Preferably in the K-12/Public Sector environment)
• Regular travel approximately 75% of the time, through airports to transit/school bus facilities, client facilities, etc.

Pay ranges from $125,000 – $150,000 base, depending on experience.

Background check required per Cal Educational Code § 44237, § 45125.1, § 44830.1, and § 45125.5 and Cal. Vehicle Code § 12517.4 and § 12523.6.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status. First is also committed to providing a drug-free workplace. First Student will consider for employment qualified applicants with criminal histories consistent with the requirements of the San Francisco Fair Chance Ordinance, Los Angeles (City) Fair Chance Ordinance, Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act, and any other fair chance law. Philadelphia’s Fair Criminal Record Screening Standards Ordinance Poster is at this link or upon request https://www.phila.gov/media/20210423160847/Fair-Chance-Hiring-law-poster.pdf.

The Los Angeles County Fair Chance Act Ordinance for Employers is available to review at: https://dcba.lacounty.gov/wp-content/uploads/2024/08/FCOE-Official-Notice-Eng-Final-8.30.2024.pdf

In the state of Washington, all technician and driving positions, including but not limited to van drivers and any other position requiring employees to drive a company-owned vehicle, are considered safety-sensitive and are therefore subject to drug and alcohol testing, including cannabis.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status. First is also committed to providing a drug-free workplace. First will consider for employment qualified applicants with criminal histories consistent with the requirements of the San Francisco Fair Chance Ordinance, Los Angeles Fair Chance Ordinance, and any other fair chance law. Philadelphia’s Fair Criminal Record Screening Standards Ordinance Poster is at this link or upon request https://www.phila.gov/media/20210423160847/Fair-Chance-Hiring-law-poster.pdf.