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 through advanced analytics, and negotiating local contracts.

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 region and ensure 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 and manage their performance and routines.
• 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 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.
• Responsible for recruiting and allocation of LNBD headcount.
• Ensure accuracy in LNBD pipeline and strategic planning of new business.

Qualifications

• 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.

Education

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.