Strategic New Business Executive, Government

Role Overview

Lead with Purpose. Sell with Impact. — National Sales and Retention Executive | Government Accounts

Must Reside Near a Major Airport (Mid-Atlantic US preferred)

 

Ready to drive meaningful change in communities across the country? We’re looking for a strategic and mission-driven National Sales Executive to grow our footprint in the government sector, delivering innovative food and facility services to agencies that serve our nation’s most vital populations.

 

In this high-impact role, you’ll work at the intersection of public service and operational excellence—partnering with government clients to craft customized solutions that enhance well-being, ensure compliance, and drive long-term value. With a national scope and the flexibility to reside near any major airport, this is your chance to lead complex pursuits, navigate federal and local landscapes, and make a measurable difference.

Incentives

Commission plan, vehicle allowance

What You'll Do

Business Development - 50%

• Identify and qualify strategic new business and horizontal growth opportunities across the assigned segment or geography.
• Lead the full sales cycle—from prospecting through solution development, proposal creation, pricing, and contract negotiation.
• Engage with C-level executives to understand business priorities and deliver customized, value-based solutions aligned with Sodexo’s integrated service portfolio.
• Conduct ROI and cost-benefit analyses to inform client decisions and strengthen business cases.
• Apply "Selling the Sodexo Way" methodology using Global Sales Academy tools.
• Support client retention and rebid efforts in collaboration with operations, segment leadership, and the Clients for Life framework.
• Build strategic account plans and facilitate executive business reviews to ensure alignment with client objectives.
• Address issues that may impact satisfaction, loyalty, and long-term value.
• Contribute to client contract performance reviews and ensure contract compliance.
• Negotiating pricing models, performance metrics, service level agreements (SLAs), and governance structures for multi-year, enterprise-level deals.
• Navigate and lead within a highly matrixed, cross-functional enterprise—effectively collaborating across diverse teams including operations, marketing, finance, HR, and legal to foster strong partnerships and align integrated client solutions that drive results while protecting Sodexo’s financial risk.
• Serve as a strategic advisor and internal advocate for your clients to drive holistic solution development and execution.

Sales Planning, Forecasting & CRM Management - 25%

• Maintain an accurate and up-to-date pipeline in Salesforce, ensuring data integrity and transparency across opportunities.
• Build and manage sales plans aligned with segment goals, including quota coverage, pipeline health, and win/loss analysis.
• Collaborate with marketing and business development teams to maintain a balanced portfolio of early-, mid-, and late-stage opportunities.
• Leverage CRM insights to inform go-to-market strategies, improve forecasting accuracy, and enable data-driven decision-making.

Market Intelligence & Strategy Development - 25%

• Monitor market trends, competitor moves, and industry shifts to proactively adjust sales strategies and inform solution design.
• Share insights with key stakeholders to influence offer development, pricing models, and future growth initiatives.
• Use strategic intelligence to develop solutions that reduce client costs, optimize operations, and create competitive differentiation

What We Offer

Compensation is fair and equitable, partially determined by a candidate's education level or years of relevant experience. Salary offers are based on a candidate's specific criteria, like experience, skills, education, and training. Sodexo offers a comprehensive benefits package that may include:

 

• Medical, Dental, Vision Care and Wellness Programs
• 401(k) Plan with Matching Contributions
• Paid Time Off and Company Holidays
• Career Growth Opportunities and Tuition Reimbursement

More extensive information is provided to new employees upon hire.

What You Bring

• Track record of winning new business and cross-selling

• Consultative, client-focused sales approach

• Strong financial and strategic acumen

• Success navigating complex sales cycles

• Trusted relationship-builder and influencer

• Consistent quot