Local New Business Developer

About the role

This is a professional sales position responsible for the improvement of Sysco's market position and achieving financial growth by executing long-term strategic goals, prioritizing the use of advanced analytics and other forms of lead generation while leveraging Sysco's Salesforce platform, and negotiating contracts to secure new business. By utilizing a team-selling approach, the Local New Business Developer will engage a cross-functional team to create a comprehensive strategy that meets the prospect's needs. Leveraging these resources, the Local New Business Developer fosters relationships with prospects and transitions these accounts to the sales force during onboarding.

Responsibilities

• Deliver the agreed upon local new business plan in alignment with the region's financial goals
• Work with regional sales leaders on the development of a comprehensive business development strategy
• Leverage advanced analytics insights to prioritize opportunities and develop local new business regional strategy
• Prioritize intel opportunities being recommended by other sales team members (processed through Sysco Salesforce platform with leadership approval)
• Build creative and effective sales plan to capitalize on targets below $5M in annualized revenue focusing on prospect opportunities: large TRS, multi-location, LC2; identified by advanced analytics
• Leverage the expertise and skills of a cross-functional sales team to quickly address prospects' unique concerns, build trust, and shorten sales cycles
• Coordinate proposal process for local contracts (LC2) that speaks to the client's needs, concerns and objectives
• Collaborate with sales team to expand business development efforts, including assisting other sales team members secure key accounts in efforts to achieve annual profit plan
• Review weekly, monthly and quarterly sales objectives and results for target accounts and prepare action plans where improvement is needed
• Participate in continuous training/education opportunities on key areas/skillsets (basic SC-training, business development certifications, and executive business development training)
• Gather information on emerging market and foodservice industry trends to understand the competitive landscape and position Sysco for increased effectiveness in securing new business
• Stay current with development in the field through participation in seminars, workshops and reading publications
• Develop strong working relationships with brokers, distributors, and foodservice industry peers; be an active member of the foodservice community
• Learn quickly when facing new challenges; thrive on fast-paced learning environment
• Adapt well to change and view new experiences as growth opportunities
• Seek out opportunities to improve by applying feedback from others
• Ensure that data and activity on prospect accounts is accurately entered and managed within Sysco Salesforce platform
• Identify opportunities for promotions, additional services, and distribution avenues that will lead to an increase in sales
• Present to and consult with senior level management on trends in the foodservice industry
• Attend sales meetings, food shows, customer events etc. and provide feedback
• Stay current with Sysco's value-added offerings and technology solutions, including customer-facing reporting tool

Qualifications

• Minimum: High School diploma or GED, and 3+ years' relevant sales experience in a business-to-business professional sales environment, and 2 or more years' with a proven track record of new business development
• Preferred: Bachelor's degree in a related field or equivalent educational level

Skills

• Solid analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data
• Ability to express information in terms of profit and loss, food cost and expense ratio
• Strong financial acumen and ability to properly plan and execute business plans
• Flexible; readily accepts change; open to new ideas
• Strong interpersonal skills and ability to work with and influence a variety of key stakeholders
• Strong communication skills; ability to effectively communicate with internal and external teams
• Ability to understand and manage compliance to contracts
• Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
• Demonstrated ability to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
• Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
• Business and restaurant operations acumen to manage sophisticated customers
• Demonstrated experience with building trust with a prospective customer and securing new business
• Demonstrated skills in the area of consultative selling, networking and negotiations
• Proactive, self-directed, with the ability to structure a weekly schedule to be successful
• Understanding of marketing principles, product lines, ordering procedures and Sysco's credit terms