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. The role is also responsible for recruiting and allocation of LNBD headcount, ensuring accuracy in the LNBD pipeline, and strategic planning of new business.

Responsibilities

• Establishes strategy for driving profitable new customer growth, with guidance from Regional VP of Sales and Director of Business Resources.
• Works closely with Region Leadership Team, Business Resources, and SSMG leadership to define long-term strategic new business development goals and strategy.
• Leverages advanced analytics to prioritize business opportunities within the respective region, ensuring LNBD resources are assigned to the right opportunities.
• Maintains team focus on key priorities for the quarter and year.
• Leads monthly Local New Business Development meetings and ensures assigned action items are carried out.
• Coaches LNBDs and is responsible for their performance management and routines.
• Designs and implements formal training programs for LNBDs, with a major focus on profitable modeling of new customers and strengthening key customer relationships.
• Establishes ongoing training and development of LNBDs through participation in General Sales Meetings, promotions, and Food Shows/customer events.
• Facilitates and ensures coaching of prospect visits and cold calls.
• Evaluates and coaches LNBDs in conjunction with Director of Business Resources/Sales leadership.
• Coordinates and executes prospect visits and tours of Sysco facilities.
• Ensures resources are leveraged to meet with prospects and include them in prospect proposals.

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.