Director, New Business Development

About the Role

This position leads a team of Local New Business Developers for a specific region, driving profitable new customer growth by defining long-term strategic goals, identifying business opportunities (leveraging advanced analytics), and negotiating local contracts to secure the business. Responsibilities include recruiting and allocation of LNBD headcount, ensuring accuracy in the LNBD pipeline, and strategic planning of new business.

Responsibilities

• Establish strategy for driving profitable new customer growth, with guidance from Regional VP of Sales and Director of Business Resources.
• Work closely with Region Leadership Team, Business Resources, and SSMG leadership to define long-term strategic new business development goals and strategy.
• Leverage advanced analytics to prioritize business opportunities within the respective region, ensuring LNBD resources are assigned to the right opportunities.
• Maintain team focus on key priorities for the quarter and year.
• Lead monthly Local New Business Development meetings and ensure assigned action items are carried out.
• Coach LNBDs on performance and routines, including performance management.
• Design and implement formal training programs for LNBDs, focusing on profitable modeling of new customers and strengthening key customer relationships.
• Establish ongoing training and development of LNBDs through participation in General Sales Meetings, promotions, and Food Shows/customer events.
• Facilitate work to ensure coaching of prospect visits and cold calls.
• Evaluate and coach LNBDs in conjunction with Director of Business Resources/Sales leadership.
• Coordinate and execute prospect visits and tours of Sysco facilities.
• Ensure resources are leveraged to meet with prospects and include them in prospect proposals.

Requirements

• 10+ years of relevant sales experience.
• Purchasing/merchandising experience preferred.
• 5+ years of foodservice sales experience preferred.
• Experience working within a retail, wholesale, or distribution environment.

Qualifications

Preferred: BS or BA Degree in Business, Marketing, Agriculture/Animal Science, or related studies.

Skills

• Proven track record of growing sales directly or through others.
• Exceptional organizational skills with the ability to develop and execute strategic sales plans.
• Excellent negotiation skills.
• Excellent verbal skills, with the ability to speak effectively in front of large groups.
• Problem resolution expertise.
• Ability to adapt to different markets and philosophies.
• Strong attention to detail and follow-up.