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Senior Client Development Executive
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Sodexo Your Employer of Choice Sodexo is proud to be recognized for our unwavering commitment to diversity and inclusion, being a champion in the fight against hunger, and supporting the communities in which we serve.
Company Name
Food Service

Job Details

Unit Description

Sodexo Hospitalsis currently searching for a Senior Client Development Executive to support our Hospital business. This role will cover multiple states within Hospitals to include Arizona, California, Hawaii, Oregon, Washington, & Wyoming.  Travel is 50% and the selected candidate should reside in one of these states.


The main duties for this role include providing sales oriented leadership in the process of working with the Hospital operations teams in retention, resale/rebid, and cross-selling sales processes. This position provides unbiased analysis of operational risks and challenges, and strategic planning to retain and grow business. This position directly supports the Clients for Life processes through on site effectiveness review, management development, and planning.



Essential Functions of Position:


Re-Sale Processes

  • Acts as the CEO of resale processes for current clients with gross profit in excess of $600k that have requested proposals from competitors, to include self-op, as an alternative to their support needs. The process is completed in accordance with the Hospital Sales protocol.
  • Provides consulting support to all resale processes with gross profit less than $600k.
  • Evaluates current client for life information, and develops, with operations team, action plans to correct deficiencies.
  • Ensures proposals meet clients for life criteria.
  • Evaluates and analyzes financial and other data to effectively develop proposals or other required sales documents.
  • Responsible for coordination and production of contract document. Will determine and define with the operations team the contract execution processes.
  • Tracks all resale processes in the Oracle database and reviews with Sales Vice President during routine monthly funnel/retention review

Retention Processes

  • Works proactively to protect the Strategic Accounts.
  • Develops Sodexo’s business plan for each assigned Strategic Account that aligns with the client’s strategic goals and objectives to ensure Sodexo is a valued and trusted business partner and positioned to keep the competition out, the business off the streets, penetrates it for further growth (cross sales) and positions Sodexo in advance for a contract renewal.
  • Maintains pro-active business relationships in pre-select Strategic Accounts with senior customer management (CEO, COO, CFO).
  • The list of selected facilities to be developed with Presidents, RVP’s and Sales VP reviewed and at all President business reviews.
  • Supports the development and administration of proactive risk assessment processes, utilizing early warning factors, to determine the accounts degree of risk.
  • Provides quarterly risk assessments to Presidents, RVP’s and DM’s, and works with the operations teams to develop retention strategies.
  • Evaluates current client for life information, and develops, with operations team, action plans to correct deficiencies.
  • Supports the operations team in development of alternate contract models to better meet client needs and business objectives.

Conducts unbiased business evaluations to help the operations team better understand how customers and/or competition might view our services.


Skillsets needed for success in the job include

  • the ability to think strategically
  • challenge the status quo and reframe thinking
  • financial acumen
  • the ability to write client facing documents including executive summaries and proposals
  • relationship skills
  • Sales skills and the ability to influence others



Position Summary

Develops and executes strategic client retention plans that result in the achievement of sales, market share, account retention or market growth targets.  Recommends and influences key decision makers to pursue a course of action based on an in-depth analysis of the client's objectives, needs and challenges.  Researches,  develops proposals, prepares responses, and follows up with prospective clients.




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