New Business Manager

About the role

Responsible for sourcing and developing profitable new business that can be transitioned to a Territory Manager. Pursues highest potential Sales Leads for conversion into a US Foods customer in order to achieve annual sales and profit operating plans. Provides strategic support to Territory Managers by capturing and penetrating high potential growth opportunities and developing market share.

Responsibilities

• Develop a sound business plan to capture and penetrate market share within the division’s footprint, focusing on Division customers with sales potential > $0.5m annually.
• Produce new account revenue in line with current organization and individual targets and quotas (minimum of $2 million in first year, $4million annually in following years), or annual target agreed with Division President and VP Sales.
• Utilize Key Performance Indicators (KPIs) to focus on opening highest potential new accounts, sales dollars, and gross profit dollars of all new accounts.
• Sources, pursues, secures, and develops highest potential new business that can be transitioned to a Territory Manager (TM) in order to achieve annual sales and profit operating plans; maintain a pipeline of new, emerging high potential clients.
• Researches potential customer requirements, menu design, business size, current suppliers, etc.; analyzes current trends within the market and remains informed of market conditions, product innovations, competitors' products, prices, and sales; shares information with customers, along with new menu ideas and products, as part of value-added services provided.
• Works with Category and Segment Specialists to create order-guide/pricing for prospective accounts; develops and presents compelling offering to prospective accounts.
• Completes new customer credit application forms; works with Customer Solutions Coordinator, Sales Coordinator, and TM to ensure an effective on-boarding process as well as to facilitate a smooth handover of the new account to the TM and Sales Coordinator, including any AR responsibility while in development.
• Maintains full understanding of company IT tools to identify high potential opportunities and update progress; utilizes Company-approved database for lead generation; communicates with District Sales Managers on field intelligence and observations.
• Selectively involved in the SOS process, only for accounts recently opened by NBM where they are at-risk of churn.
• Visits customers, understands concerns and changes offerings, pricing as required; maintains contact with new accounts as required; conducts Customer Business Review (CBRs) with critical customers upon request.
• Maintains ongoing relationships with key decision makers; leverages industry contacts to "follow" decision makers as they move.
• Attends sales meetings, food shows, and vendor, marketing and industry events to network with prospective accounts.
• Shares skills and experience with TMs in 1 – 2 sales meetings/year, i.e., how to on-board, do account research, penetration, warming, and closing techniques.

Requirements

• High School diploma or equivalent; Bachelor’s Degree preferred.
• Minimum 3 years of sales experience required, with a minimum of 3 years of experience opening accounts greater than $0.5m, preferably in foodservice industry.
• Exceptional sales and interpersonal skills and proven ability to warm, convert, and close high-potential new street accounts required.

Qualifications

• Excellent communication and negotiation skills required, as well as strong interpersonal skills and ability to successfully build relationships internally and externally, leveraging relations to achieve business goals.
• Able to present in front of large groups of people utilizing creative presentation skills.
• Highly motivated, results-driven, and able to work autonomously; detail-oriented, ability to work under pressure and meet tight deadlines.
• Working knowledge of Microsoft Word, Excel, and PowerPoint is required.

Skills

• Knowledge/Skills/Abilities: Excellent communication and negotiation skills required, as well as strong interpersonal skills and ability to successfully build relationships internally and externally, leveraging relations to achieve business goals.
• Able to present in front of large groups of people utilizing creative presentation skills.
• Highly motivated, results-driven, and able to work autonomously; detail-oriented, ability to work under pressure and meet tight deadlines.
• Working knowledge of Microsoft Word, Excel, and PowerPoint is required.

Benefits

To review available benefits, please click here: https://www.usfoods.com/careers/benefits.html

Pay

Compensation depends on relevant experience and/or education, specific skills, function, geographic location, and other factors as applicable by law (for example: state or local minimum wage thresholds).

Schedule

The expected base rate for this role is between $75,000 - $120,000.