First things First: Who are we? 

Twice the size of our next largest competitor, First Student is the leading school transportation solutions provider in North America. Every day, we complete 5 million student journeys, moving more passengers than all U.S. airlines combined. With a team of highly trained drivers and the industry’s strongest safety record, First Student delivers reliable, quality services including full-service transportation and management, special-needs transportation, route optimization and scheduling, maintenance, and charter services for 1,100 school district contracts.  

Job Purpose: Transporting children to and from school is one of most vital services a company can provide. First Student, the largest student transportation company, sells contracts for home-to-school (HTS) transportation, Vans,  Electric Vehicles, and transportation consulting services.  The purpose of this role is to provide inside sales, market research, and prospecting support to the Business Development organization.  The person filling this role will work in collaboration with the home to school Directors of Business Development (DBD’s) and be responsible for researching and vetting new leads for the DBD’s or BDM’s to pursue.  Additionally, this role will assist with vetting RFP’s released through sources such as GovWin, GovSpend, Bid net, and others to determine if they should be pursued. 

Major Responsibilities:

• Act as first responder to leads generated on the First Student website by contacting the lead, asking questions, and providing insight about First Student to the prospect to determine if it is a valid lead or opportunity to be pursued by the appropriate sales professional.
• Provide assistance with market research on school districts, contacts, and market intelligence for key accounts that are being pursued
• Vet new RFP’s being released by contacting the districts, reviewing websites, and understanding if they are viable to pursue during bid season
• Partner with field team members in identifying opportunities and presenting to prospects. Build strong relationships with internal team members who will aid in developing leads and sales campaigns to drive pipeline growth.
• Understand and keep the team apprised of market dynamics, unmet needs and opportunities to deliver greater value to customers and shorten sales cycle. Provide input on any areas of improvement for the company’s reputation or ability to increase revenue.
• Partner with marketing on developing campaigns/materials to educate designated markets, drive new leads and peak interest in areas where First Student has no presence.
• Gathers market, prospect and customer intelligence. Stays abreast of changes in the transportation market which could open business opportunities.
• Applies knowledge of the transportation industry and product features to match products to the needs of clients.
• Works with prospects to determine the best solution for their business
• Works with DBD’s to drive growth.
• Working with Marketing determine the appropriate local sales enablement opportunities such as conferences, associations, marketing campaigns, etc. to grow prospect base and generate new opportunities.

Experience & Skills Required:

• Bachelor’s Degree from a 4-year accredited college or University
• Minimum of 3 years of experience in inside sales
• Comfortable cold calling prospects
• Excellent stakeholder engagement capability, able to engage with people at all levels, challenge in the face of resistance and achieve momentum despite competing priorities.
• Demonstrated ability to work independently, manage multiple tasks, set priorities and successfully deliver on commitments.
• Expertise with sophisticated sales techniques and methodologies such as Challenger and Miller Heiman.
• Highest standards of ethical behavior consistent with the heritage of the corporation.
• Proven ability to clearly and effectively communicate in person and in writing to all levels of organization and external customers.
• Exhibits organizational collaboration, the ability to partner across organizational lines and work cooperatively within and outside one’s own organization. Supports key decisions and promotes a spirit of teamwork to demonstrate a unified commitment to the customer.
• Relevant experience in the successful management of major and complex business change programs.
• Good business acumen and financial acumen.
• Good communication skills, particularly strong listening and verbal communication skills.
• Effective at persuasion, influencing, negotiation, and closing opportunities to proceed along the sales cycle.
• Good interpersonal, teamwork and collaboration skills

First for a Reason  

Benefits 

We offer competitive compensation and benefits (which vary based on role, location, and business), including physical and mental health initiatives, medical/dental/vision, 401(k), and paid holiday/vacation. 

Professional Advancement 

Start here. Go far. We believe in promoting from within which means tremendous opportunities for you, thanks to our strong presence across North America. In addition, our fast-track Manager-In Development Program prepares future leaders at First. 

Extensive Training 

Build skills and knowledge in such areas as safety and security, injury prevention, technology and equipment, and job efficiency. 

Diversity & Inclusion 

Because we’re stronger together, we aspire to have a culture where all people are First. We’re committed to providing an inclusive and diverse working environment for everyone every day. 

Community Service & Impact 

Go where opportunity meets community. Our customers are at the heart of everything we do. As the face of First in your community, you’ll have a positive impact on others. 

 Apply today and get your career on the road with First Student!  

We aspire to have a culture where all people are First. We strive to attract and retain a diverse workforce therefore all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status. First is also committed to providing a drug-free workplace. For candidates applying to positions in San Francisco or Los Angeles California, First will consider for employment qualified applicants with criminal histories consistent with the requirements of the San Francisco Fair Chance Ordinance or Los Angeles Fair Chance Ordinance. First is an equal opportunity employer and by doing so we will sustain and promote an inclusive culture that supports future growth for all.