Director, New Business Development – Education

Shaw Industries

Director driving growth in Shaw Industries' education segment across California. Expanding market share and serving as education expert for K-12 and higher education.

Posted 7/29/2026full-timeLos Angeles • California • 🇺🇸 United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in K–12 and Higher Education market growth strategies, with a strong focus on business development, strategic account management, and consultative selling. Proven ability to build relationships with key stakeholders and navigate complex public procurement processes.

Highest-signal resume keywords

Business DevelopmentStrategic Account ManagementConsultative SellingPublic Procurement NavigationSalesforce CRM Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentStrategic Account ManagementSales Strategy DevelopmentOpportunity ManagementPublic Procurement ProcessesCooperative Purchasing AgreementsContract NegotiationBid Process ManagementMarket AnalysisSales Forecasting

Soft Skills

Relationship BuildingInfluencing Decision-MakersCoaching and MentoringConsultative Selling SkillsLeadership in Matrixed Organizations

Tools & Technologies

SalesforceBusiness Management ToolsCooperative Contract Programs

Industry Keywords

K–12 EducationHigher EducationPublic SectorGovernment ContractsInstitutional SalesComplex Contract Environments

About the role

Key responsibilities & impact

Drive statewide growth across K–12 and Higher Education markets, expanding Shaw Commercial's market share and presence throughout California.
Identify, pursue, and win net-new business with school districts, colleges, universities, and public-sector education stakeholders.
Develop and execute strategic account plans focused on districts and institutions where Shaw has limited penetration or significant growth opportunity.
Lead complex sales pursuits involving cooperative purchasing agreements, contracts, funding cycles, bid processes, and public-sector procurement requirements.
Leverage and promote education-focused purchasing vehicles such as Sourcewell, OMNIA, CMAS, and other cooperative contract programs to simplify purchasing and accelerate business outcomes.
Establish executive and senior-level relationships with facilities leaders, operations leaders, procurement stakeholders, school administrators, higher education decision-makers, and key influencers across the education ecosystem.
Serve as the education segment subject matter expert for Shaw Contract and Patcraft across California.
Coach, mentor, and develop each brand's Account Executives by modeling successful education-focused selling strategies, participating in customer calls, and helping accelerate their growth in the segment.
Partner closely with regional sales leaders, segment leadership, brand leaders, and Account Executives to align growth initiatives and execute education market strategies.
Build, manage, and forecast a robust pipeline of strategic opportunities using Salesforce and other business tools.
Analyze market opportunities, identify emerging districts and institutions, and create long-term growth strategies that expand Shaw's footprint across California.
Represent both Shaw Contract and Patcraft brands while strengthening relationships with end users, influencers, dealer partners, and the broader commercial interiors community.

Requirements

What you’ll need

Bachelor's degree and 5+ years of successful business development, sales, or strategic account management experience, or an equivalent combination of education and experience.
Ability to travel up to 30% throughout California.
Proven experience selling into K–12 Education, Higher Education, public sector, government, institutional, or other complex contract-driven environments.
Demonstrated success prospecting, developing, and closing net-new business opportunities.
Experience navigating public procurement processes, cooperative purchasing agreements, contracts, funding mechanisms, and competitive bid environments.
Strong consultative selling skills with the ability to influence decision-makers and build relationships across multiple stakeholder groups.
Experience leading through influence in a matrixed organization.
Demonstrated ability to coach, train, mentor, or develop other sellers.
Strong strategic planning, account development, and opportunity management capabilities.
Proficiency using Salesforce CRM or similar sales management tools.

Benefits

Comp & perks

Health insurance
Professional development opportunities