Director of New Business

US Foods • Oklahoma City, OK

18h • $85,000 - $145,000

About The Position

This leader and team (NBMs) are responsible for pursuing the highest potential Sales Leads for conversion to a US Foods customer. Provides strategic support to seller by capturing high potential growth opportunities and developing market share. Manages all aspects of driving new local sales to meet or exceed company goals for a Market’s sales and profitability. Develop and target local prospects with sales volume of .5M+ annually that can be transitioned to a seller (inclusive of MAE or Territory Manager). Plan and direct the implementation of sales strategies (geography, menu segment, etc) and tactics aimed at sustained sales and margin growth. Oversees the selling of and may also sell the company's products and services using product, organizational, and customer knowledge to influence prospects and assist them in applying the products/services to their needs resulting in revenue generation, sources new sales talent.

Requirements

• Bachelor’s degree in Business Administration preferred Sales & Marketing or related field or equivalent experience required
• Must possess a valid U.S. Driver’s License
• Must possess a minimum of 5 years of foodservice sales experience required.
• A minimum of 2 years of supervisory experience required; previous District Sales Management experience or other Sales management preferred.
• Minimum 3 years of experience opening accounts greater than $0.5m, preferably in foodservice industry
• Overnight travel may be required to participate in trainings, meetings, or other company events.
• Demonstrated problem solving and negotiation skills, proficient financial and analytical skills.
• 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.
• Excellent oral and written communication skills, as well as customer service and presentation abilities.
• Must have proficient computer skills; should be proficient with Microsoft Office products (e.g., Word, Excel, PowerPoint, Outlook).

Responsibilities

• Assist New Business Managers in developing a sound business plan to capture and penetrate market share within the division’s footprint, focusing on Area prospects 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, $5million annually in following years), or annual target agreed with Division President. Director position will have oversight for all NBM’s in the Area/Market. This position will report to Area AP.
• Utilizing Key Performance Indicators (KPIs), support and develop NBM’s with (1) opening highest potential new accounts, (2) sales dollars, and (3) gross profit dollars of all new accounts. Director role is instrumental in assisting with creation of new business strategy and execution.
• 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.
• Teaching business process and coaching NBM’s through on-boarding and process efficiencies. Credit application process, NIR/SODS limitations/expectations/process, understanding profitable product assortment/availability, negotiating A/P terms and financial impacts, initializing delivery days/windows, explaining credit policy, representing the USF value proposition, team selling, understanding of Check Business Tools, profit model understanding and ability to optimize a customer margin balance equitable for USF/customer, etc. Also responsible for building functional rapport between NBM and supporting functional team (Operations, Merchandising, Finance, Procurement, Marketing).
• Work in tandem w/DCS & VPLS on customer transition plan to sellers.
• Maintain ongoing relationships with key decision makers within customer base, prospect base and key community contacts; 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
• Other duties assigned by manager.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees