Business Development Manager, G&S New Markets - South East Region

Gilchrist & Soames, a division of Guest Worldwide, is a global personal care manufacturer combining industry-leading hotel amenity manufacturing with a passion for pure, innovative bath products. We uphold an unwavering commitment to excellence, environmental stewardship, and clean, skin-friendly formulations.

About Guest Worldwide

Guest Worldwide, a Sysco company, is a leading global manufacturer and distributor to the Travel and Leisure industry. With over 40 years of experience, we serve more than 25,000 well-known hotel chains and independent properties in over 100 countries. Recently achieving $1 billion in annual revenue, Guest Worldwide has grown its business by over 200% in the last 7 years. Our manufacturing, distribution, and purchasing resources are strategically located in the United States, Canada, Europe, Asia, and the Middle East to ensure superior product selection, availability, and efficient response to meet diverse needs.

About the role

This position focuses on generating revenue through the acquisition of new accounts within existing or new market segments, while also retaining and expanding business within existing customers. Sales targets and strategic market segments are established by sales management. Insights from this role will drive future strategy, product mix, and growth plans for new verticals. The role requires strategic prospecting, disciplined planning, strong relationship-building, and closing skills to develop a successful pipeline of new accounts. The work location is flexible (office-based or remote) and includes travel within the U.S. for key customer meetings and trade shows.

Responsibilities

• New business acquisition (Primary focus)
  • Identify and target new business opportunities to meet or exceed sales goals.
  • Develop and implement a strategic plan to grow sales of personal care amenities within existing and new market segments.
  • Collaborate with Product Development and Marketing to create new brands and innovations tailored to target customers.
  • Communicate customer needs, including recommended amenity brands, delivery format, product design, aesthetics, and timelines.
  • Prepare and present product demonstrations, highlighting features, benefits, and innovations to meet customer requirements.
  • Negotiate pricing and terms with internal partners and manage the onboarding of new customers to transition from lead generation to long-term relationships.
  • Manage complex selling situations, identify key stakeholders within customer organizations, and customize messaging/solutions for successful account acquisition.
  • Utilize a creative mindset to develop complex product solutions, including new product development, retail partnerships, or the creation of Gilchrist & Soames house brands.
• Support manufactured and strategically sourced product sales growth
  • Collaborate with distribution partners to target new business with parent brands and Group Purchasing Organizations (GPOs).
  • Identify distribution gaps to service new customers or market segments and communicate needs to sales leadership.
  • Participate in corporate account meetings as the manufacturer sales representative supporting teams selling to new markets.
  • Coordinate and participate in trade shows as the manufacturer sales representative.
• Operational and administrative responsibilities
  • Use a CRM system to document sales activities, track pipeline development, and monitor progress of prospective opportunities.
  • Participate on project teams and communicate cross-functionally with internal departments.
  • Perform other duties as assigned.

Requirements

• Bachelor’s Degree or equivalent experience in Business, Sales, or Marketing.
• Minimum of five years of sales experience with a focus on new business development and new account acquisition, including inside and outside sales.
• Professional, polished telephone presence and face-to-face demeanor.
• Exceptional verbal and written communication, negotiation, and active listening skills.
• Ability to ask meaningful questions to identify and solve customer needs.
• Professionally persistent with strong follow-up skills.
• Ability to understand and retain information on a large portfolio of products and brands.
• Strong internal relationship management skills to partner on new product development, cost/pricing negotiations, and contract terms.
• Proficiency with Microsoft Office (Word, Excel, PowerPoint) and Salesforce CRM.