Area Business Development Manager
About The Position
The Area Business Development Manager prospects and closes new account business within an assigned area, focusing on accounts signed through Group Purchasing Organization (GPO) partners. The role supports area growth objectives and is expected to exceed revenue and profit objectives. The position develops and manages sales opportunities, secures organizational resources to support customer value propositions and onboarding, and helps transition new accounts to Account Executives and, as needed, Sales & Service Directors. It also supports sales objectives and strategy development, contributes to training effectiveness, and ensures GPO partner value propositions are represented within contractual boundaries. Frequent overnight travel is required. The position has no supervisory responsibilities and works with senior-level staff, sales associates, and executive-level potential customers. Work takes place in an area or home office environment.
Requirements
- Bachelor’s degree in a related field or equivalent work experience.
- At least 7 years of success selling new accounts or substantially increasing penetration of existing accounts, preferably in the foodservice industry.
- Demonstrated success in new business development sales through intermediaries.
- Strong interpersonal skills and ability to build relationships internally and externally.
- Ability to leverage relationships to achieve business goals and work in a matrix environment.
- Excellent oral and written communication and organizational skills, with strong follow-through.
- Ability to work under pressure and meet deadlines.
- Ability to follow a consistent sales methodology and a personal track record of closing sales.
- Ability to travel overnight as required.
Nice To Haves
- Working knowledge of Microsoft Office products.
Responsibilities
- Promote and sell products, services, and solutions to potential customers through GPO partner programs.
- Generate new-account revenue in line with organizational and individual targets and quotas for the assigned area.
- Identify key area targets and align with the RVP National Sales and Area VP, National Sales.
- Track and monitor the sales pipeline and business development opportunities to move customers through the sales cycle.
- Identify and coordinate organizational alignment and resources—including Finance, Operations, Merchandising, and Logistics—to support customer value propositions and onboarding.
- Work with central onboarding and area teams as needed to ensure successful account transitions to Account Executives and, when needed, Sales & Service Directors.
- Attend training and follow the sales process and selling techniques for GPO programs, including documentation and reporting.
- Develop expertise in key GPO partners’ value propositions and ensure sales commitments remain within contractual boundaries.
- Monitor and evaluate sales training programs, assess results, and recommend enhancements to support program effectiveness and revenue and profit objectives.
- Assist the RVP National Sales and Area VP, National Sales with developing sales objectives and strategies to maximize profitability.
- Travel overnight frequently, including for trainings, meetings, or other company events as required.
Benefits
- Annual incentive plan bonus may be available.
- 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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What This Job Offers
Job Type
Full-time
Career Level
Manager
