Director, Business Development - Elior Collegiate Dining - Midwest

Lancer Hospitality; Charlotte (NC); Hybrid; USD 125,000 - 145,000; Full time

Benefits offered by this job

Medical

Vision

UNUM coverage (Accident, Critical Ill,

Employee Discount Program

Employee Assistance Program (EAP)

401(k)

Paid Sick Time

9 Paid Holidays

Tuition Reimbursement

Paid Time Off

Job summary

Elior Collegiate Dining is seeking a Director of Business Development to drive new university partnerships in the Midwest. This field-based role requires building a pipeline from scratch, engaging senior decision-makers, and navigating long consultative cycles across higher education clients.

The successful candidate will travel 60–75% to meet prospects, attend industry events, and pursue opportunities, reporting to the Senior Vice President, Growth.

Qualifications

• 5+ years of successful new business development experience in a hunter sales role.
• Proven ability to cold call, network, research prospects, and independently create new business opportunities.
• Experience managing complex, consultative sales cycles from initial outreach through close.
• Experience selling contract services or other complex B2B service solutions.
• Experience with RFPs, proposals, presentations, and competitive bid processes.
• Ability to travel approximately 60–75%, including multiple overnight trips.

Responsibilities

• Develop and execute a strategic sales plan focused on generating and winning new Higher Education business.
• Build and maintain your own pipeline through proactive prospecting, cold outreach, networking, industry research, referrals, and relationship development.
• Identify prospective clients and develop relationships with key decision-makers and influencers.
• Own opportunities throughout the full sales cycle, from initial prospecting and qualification through proposal, presentation, negotiation, and close.
• Navigate long, consultative sales cycles and maintain momentum with prospects over time.
• Lead and coordinate the RFP and proposal process for targeted opportunities.
• Partner with Operations, Finance, and other internal stakeholders to develop customized client solutions and sales strategies.
• Develop relationships through trade associations, industry organizations, conferences, community groups, and other networking opportunities.
• Represent the organization at conferences, trade shows, industry events, and client meetings.
• Maintain accurate pipeline, activity, opportunity, and forecasting information within the CRM.
• Track competitive activity and market trends within the assigned territory.Evaluate wins and losses to identify opportunities to strengthen future sales strategies.
• Provide regular pipeline, forecast, competitive, and business development reporting to leadership.

Skills

Hunter sales

Prospecting

Cold calling

B2B sales

CRM proficiency

Executive briefing

Education

Bachelor's degree or equivalent

Tools

CRM systems

Microsoft Office (Outlook/Word/Excel/PowerPoint)

Job description

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Director, Business Development - Elior Collegiate Dining - Midwest

Job Reference Number: 42400
Employment Type:Full-Time,Hybrid
Segment: Education
Brand: Elior-Collegiate-Dining
Location: Chicago, IL and Minneapolis, MN

The Role at a glance:

We are looking for a Director of Business Development to drive new business growth within Elior’s Collegiate Dining segment. This is a highly field-based role focused on identifying, developing, and winning new client partnerships. This is a true hunter sales role. Success requires someone who is comfortable building their own pipeline from the ground up. You will be expected to proactively identify target organizations, make connections, cold call, network, prospect, and create opportunities.

You will own opportunities throughout a consultative sales cycle—and develop relationships with senior decision-makers, including university and college presidents, executives, and operational leaders. This role requires significant travel, typically 60–75%, to meet prospects, attend industry events, develop relationships, and pursue new business opportunities.

The Director of Business Development reports to the Senior Vice President, Growth.

If you thrive on building relationships, creating opportunities where none existed before, and winning new business, we’d love to hear from you.

#LI-RK1

What you'll be doing:

• Develop and execute a strategic sales plan focused on generating and winning new Higher Education business.
• Build and maintain your own pipeline through proactive prospecting, cold outreach, networking, industry research, referrals, and relationship development.
• Identify prospective clients and develop relationships with key decision-makers and influencers.
• Own opportunities throughout the full sales cycle, from initial prospecting and qualification through proposal, presentation, negotiation, and close.
• Navigate long, consultative sales cycles and maintain momentum with prospects over time.
• Lead and coordinate the RFP and proposal process for targeted opportunities.
• Partner with Operations, Finance, and other internal stakeholders to develop customized client solutions and sales strategies.
• Develop relationships through trade associations, industry organizations, conferences, community groups, and other networking opportunities.
• Represent the organization at conferences, trade shows, industry events, and client meetings.
• Maintain accurate pipeline, activity, opportunity, and forecasting information within the CRM.
• Track competitive activity and market trends within the assigned territory.Evaluate wins and losses to identify opportunities to strengthen future sales strategies.
• Provide regular pipeline, forecast, competitive, and business development reporting to leadership.

What we're looking for:

Must-Haves

• 5+ years of successful new business development experience in a hunter sales role, with demonstrated experience building a pipeline and generating opportunities through proactive prospecting.
• Proven ability and willingness to cold call, network, research prospects, and independently create new business opportunities.
• Experience managing complex, consultative sales cycles from initial outreach through close.
• Experience selling contract services or other complex B2B service solutions.
• Experience with RFPs, proposals, presentations, and competitive bid processes.Ability to develop relationships and confidently present to senior-level decision-makers and executives.
• Strong pipeline management, forecasting, negotiation, and presentation skills.
• Experience using CRM platforms and Microsoft Outlook, Word, Excel, and PowerPoint.
• Ability to work independently, think strategically, and remain persistent throughout long sales cycles.
• Bachelor's degree or equivalent combination of education and relevant experience.
• Ability to travel approximately 60–75%, including multiple overnight trips as business needs require.

Nice-to-Haves

• Business development experience within Higher Education, campus dining, food service, facilities services, or another outsourced/contract services environment.
• Existing knowledge of the Higher Education market and its decision-making and procurement processes.
• Experience selling to colleges, universities, or other complex institutional organizations.

Where you'll be working:

Midwest-based, ideally in Chicago or Minneapolis. Other Midwest locations may be considered.

Compensation Range

$125,000–$145,000, based on experience, with opportunities for additional compensation through commission

• Medical
• Vision
• Voluntary UNUM Accident, Critical Illness, and Hospital Indemnity coverage
• Employee Discount Program
• Employee Assistance Program (EAP)
• 401(k)
• Paid Sick Time
• 9 Paid Holidays
• Tuition Reimbursement
• Paid Time Off

About Elior Collegiate:

Elior Collegiate Dining is rewriting the rules of campus dining, serving up bold flavors, fresh ideas, and high-impact experiences that fuel student life. We partner with forward-thinking colleges and universities to create vibrant, customized dining programs that spark connection, celebrate culture, and make food a defining part of the college journey.

About Elior-North America:

Elior North America is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.We are committed to diversity and encourage applications from people of all backgrounds and abilities. We take pride in supporting the development of our employees and their skills at all levels and in fostering an environment of growth.

At Elior North America, we are committed to offering growth and advancement opportunities for all of our employees. The valuable skills and experience you’ve gained with Elior will propel you further in your career, whether with our corporate office or one of our brand segments.

Disclaimer: This job description can be revised by management as needed.