New Business Developer

About the role

This is a professional sales position responsible for improving 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, leveraging Sysco’s Salesforce platform, and negotiating contracts to secure new business. The Local New Business Developer will engage a cross-functional team to create a comprehensive strategy that meets the prospect’s needs, foster relationships with prospects, and transition these accounts to the sales force during onboarding. This opportunity is for a New Business Developer local to Albany, NY.

Responsibilities

• Deliver the agreed-upon local new business plan in alignment with the region’s financial goals.
• Work with regional sales leaders to develop a comprehensive business development strategy.
• Leverage advanced analytics insights to prioritize opportunities and develop the local new business regional strategy.
• Prioritize intel opportunities recommended by other sales team members (processed through Sysco Salesforce platform with leadership approval).
• Build creative and effective sales plans to capitalize on targets below $5M in annualized revenue, focusing on large TRS, multi-location, and LC2 prospects identified by advanced analytics.
• Leverage the expertise and skills of a cross-functional sales team to address prospects’ unique concerns, build trust, and shorten sales cycles.
• Coordinate the proposal process for local contracts (LC2) that addresses the client’s needs, concerns, and objectives.
• Collaborate with the sales team to expand business development efforts, including assisting other sales team members in securing key accounts to achieve the 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 and education opportunities on key areas and skillsets, including 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 developments 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 and thrive in a 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 are 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 tools.

Qualifications

Education/Experience

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

Knowledge and 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 deliverables).
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook).
• Excellent organizational and project management skills, including the ability to execute multiple initiatives simultaneously.
• Business and restaurant operations acumen to manage sophisticated customers.
• Demonstrated experience building trust with prospective customers and securing new business.
• Demonstrated skills in 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.