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About the role
- Business Manager sourcing and developing new business for US Foods. Achieving sales targets and providing support to Territory Managers in foodservice distribution.
Responsibilities
- 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.
- 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.
- Responsible for producing new account revenue in line with current organization and individual targets and quotas (minimum of $2 million in first year, $6 million annually in following years), or annual target agreed with Division President and VP Sales.
- Utilizing Key Performance Indicators (KPIs), focus on (1) opening highest potential new accounts, (2) sales dollars, and (3) gross profit dollars of all new accounts.
- Responsible for sourcing, pursuing, securing and developing highest potential new business that can be transitioned to a Territory Manager (TM).
- Research potential customer requirements, menu design, business size, current suppliers, etc.; analyze current trends within the market and remain informed of market conditions, product innovations, competitors' products, prices, and sales; share information with customers, along with new menu ideas and products, as part of value-added services provided.
- Work with Category and Segment Specialists to create order-guide/pricing for prospective accounts; develop and present compelling offering to prospective accounts.
- Complete new customer credit application forms; work 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.
- Maintain full understanding of company IT tools to identify high potential opportunities and update progress; utilize Company-approved data base for lead generation; communicate with District Sales Managers on field intelligence and observations.
- Selective involvement in the SOS process, only for accounts recently opened by NBM where they are at-risk of churn.
- Visit customers, understand concerns and change offerings, pricing as required; maintain contact with new accounts as required; conduct Customer Business Review (CBRs) with critical customers upon request.
- Maintain ongoing relationships with key decision makers; leverage industry contacts to "follow" decision makers as they move.
- Attend sales meetings, food shows, and vendor, marketing and industry events to network with prospective accounts.
- Share skills and experience with TMs in at 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.
- Must possess a minimum of 3 years sales experience required.
- Minimum 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.
- Overnight travel may be required to participate in trainings, meetings, or other company events.
- 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
- health insurance
- pre-tax spending accounts
- retirement benefits
- paid time off
- short-term and long-term disability
- employee stock purchase plan
- life insurance
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