• Procurement Specialist - Northeast Territory (Remote) - Avendra

    Location US-NY-New York | US-NJ-Newark | US-CT-Hartford
    Posted Date 2 months ago(5/9/2019 3:45 PM)
    ID
    233757
    Category
    Administrative Services
    Employment Type
    Fulltime-Regular
  • Overview

    About Aramark
    Aramark (NYSE: ARMK) proudly serves Fortune 500 companies, world champion sports teams, state-of-the-art healthcare providers, the world’s leading educational institutions, iconic destinations and cultural attractions, and numerous municipalities in 19 countries around the world.  Our 270,000 team members deliver experiences that enrich and nourish millions of lives every day through innovative services in food, facilities management and uniforms. We operate our business with social responsibility, focusing on initiatives that support our diverse workforce, advance consumer health and wellness, protect our environment, and strengthen our communities.Aramark is recognized as one of the World’s Most Admired Companies by FORTUNE, as well as an employer of choice by the Human Rights Campaign and DiversityInc. Learn more at www.aramark.com or connect with us on Facebook and Twitter.

     

    About Avendra

    Avendra is North America’s leading hospitality procurement services provider. Avendra was founded in 2001 by hospitality management companies looking to leverage buying power and create efficiencies in supply chain management. Acquired by Aramark in 2017, Avendra now manages supplier contracts and sourcing responsibilities for Aramark businesses in North America, other group purchasing organizations owned by Aramark, as well as our traditional hospitality clients. We combine years of hospitality expertise, purchasing power, services and software to help customers impact the bottom line, improve operational performance, and better serve guests and customers. Avendra is headquartered in Rockville, Maryland and employs about 400 associates.

     

    Description

    Procurement Specialist 

    A successful candidate will be an experienced and seasoned sales professional with property-based account management/service experience.  This role is a territory-based “sales to service” role with the primary focus on selling, implementing and servicing new private golf clubs, private city clubs and large athletic clubs using Avendra. Candidates are expected to showcase keen business development skills to help determine client needs, aspirations, goals and business objectives, financial objectives and align them to the various benefits offered by Avendra’s programs and the Avendra Clubs high-touch services model.  Working in conjunction with the Avendra Clubs team and the Vice President, Avendra Clubs, they will offer comprehensive solutions to private clubs, and successfully communicate the differential advantages of beginning a relationship with Avendra versus self-operating or being aligned with a competitor in this market segment.  This role may start with one or more existing Avendra customers to service within their designated territory.

     

    Primary Responsibilities:

     

    Sign, Implement and Service New Private Clubs

    • Target, prospect, sell, sign and rollout new Avendra Customers.
    • Sales/Service Process leadership and prospect/client engagement from contact through strategy, proposal, savings/results presentation and successful conclusion via signing of a new Avendra SCSA Value Agreement. 
    • Demonstrate personal ownership of the customer relationship.
    • Create a competitive differential offering by building key relationships at each assigned customer unit, fostering trust of Avendra’s supply chain expertise and providing best-in-class onsite (and remote service as needed).
    • Follow the steps of the Avendra Clubs “sales process” utilizing all required/designated forms, tools, eRM system, historical savings metrics, analytical market basket resources and robust Avendra reports.
    • Drive Avendra Program bundle participation and strong adoption of Avendra suppliers within the Avendra GPO program bundles committed to by the customer.  Be an advocate for customers to fully utilize myAvendra to maximize mutually beneficial success.

    Customer-Focused Sales Acumen

    • Research and analyze client goals and objectives using a verified target list of Private Golf Club in a designated territory.
    • Develop insights that provide opportunities to teach prospect new approaches to reach their goals and objectives through purchasing optimization, and the implementation of best practices and recommendations. 
    • As a key part of servicing component of the role. assigned Avendra Customers schedule customer-focused business review (some via Skype and some in person) that address client objectives and generate two-way collaboration to take advantage of incremental opportunities for supplier usage. Each customer should receive 3-4 business reviews annually.
    • Demonstrate how Avendra’s unpreceded people resources, supplier contracts and unique capabilities meet identified needs and are a enabler for success.
    • Build results-focused relationships with assigned customers.  Set annual goals to achieve that align with Avendra’s spend/revenue growth goals and celebrate success with the customers.

    Strategist

    • Develop and lead strategy process regarding: competitive environment; market trends, account strategy and team efforts to continuously improve our benefits presentation and customer success. 
    • Build specific sales strategies for customer retention efforts: goals, competitive position, client relations and actions to ensure retention of client accounts
    • Align Aramark’s selling process to the prospects buying process and maintain momentum to advance the sale

    Innovator

    • Help develop customer-specific solutions that align with their needs.
    • Utilize regional and national supplier resources to help "push the envelope" toward market share gain and customer growth and satisfaction.
    • Develop and introduce tools and techniques for improved efficiency and effectiveness to drive higher returns for Avendra and our customers.

    Other Attributes for Success

    • Network pro-actively using traditional and social media methodologies to build high, wide and deep relationships in target accounts. 
    • Pro-actively manage territory by developing territory plans and identifying with the region and the Vice President, Avendra Clubs and pipeline of active sales opportunities to meet current new sales and future customer retention objectives.
    • Research, identify, qualify and target vertical opportunities
    • Stay within the defined assigned territory.  If non-territory opportunities present themselves collaborate with the Vice President, Avendra Clubs for how to proceed or not.

    Qualifications

     Minimum Requirements:

    • Bachelor's degree required.
    • Minimum of 5 years "high end" strategic selling experience required.
    • Prior sales and/or operational leadership experience in the private club market or hospitality preferred.
    • Strong proficiency with all MS Office applications and mainstream online tools and the ability to access, manage and slice and dice data to create actionable customer improvements.
    • Demonstrated experience in the ability to think, plan and sell and service customers strategically. 
    • Must possess a consultative, customer-centric “customer advisor” philosophy. 
    • Demonstrated experience in the ability to build alliances and influence key decision makers both internally and externally without formal authority. 
    • Managing customer relationships through creative problem solving and customer savvy.
    • Must have excellent written and oral communication skills.
    • Efficient organizational skills (time/territory management) a must. 
    • Travel up to 60% required and including prospect and customer visits and Avendra or Avendra Clubs team events or meetings.

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