Local New Business Developer - USBL - US

Sysco•Norman, OK

About The Position

This professional sales position is responsible for improving Sysco’s market position and achieving financial growth by executing long-term strategic goals, prioritizing opportunities through advanced analytics and other lead-generation methods, using Sysco’s Salesforce platform, and negotiating contracts to secure new business. The Local New Business Developer uses a team-selling approach, engaging cross-functional colleagues to develop strategies that meet prospects’ needs, build relationships, and transition new accounts to the sales force during onboarding. The role delivers the agreed local new business plan in alignment with regional financial goals. It focuses on targets below $5 million in annualized revenue, including large TRS, multi-location, and LC2 prospects identified through advanced analytics. The developer coordinates proposals for local contracts, collaborates with sales colleagues to secure key accounts, reviews sales objectives and results, and develops action plans when improvement is needed. The position also monitors foodservice and market trends, maintains industry relationships, manages prospect data in Sysco Salesforce, and consults with senior-level management on industry trends.

Requirements

High school diploma or GED.
At least 3 years of relevant sales experience in a business-to-business professional sales environment.
At least 2 years of new business development experience with a proven track record.
Strong analytical problem-solving skills, including the ability to analyze reports and derive insights from data.
Ability to express information in terms of profit and loss, food cost, and expense ratio.
Strong financial acumen and ability to plan and execute business plans.
Flexibility and openness to change and new ideas.
Strong interpersonal skills and ability to work with and influence a variety of key stakeholders.
Strong communication skills and ability to communicate effectively with internal and external teams.
Ability to understand and manage contract compliance.
Ability to learn proprietary CRM tools for planning and forecasting sales growth.
Demonstrated ability to meet deadlines and produce accurate, thorough, high-quality results.
Proficiency in Microsoft Office applications, including Word, Excel, PowerPoint, and 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 consultative selling, networking, and negotiation skills.
Proactive and self-directed, with the ability to structure a weekly schedule for success.
Understanding of marketing principles, product lines, ordering procedures, and Sysco’s credit terms.
Ability to perform each essential duty satisfactorily; reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Nice To Haves

Bachelor’s degree in a related field or equivalent educational level.

Responsibilities

Deliver the agreed local new business plan in alignment with the region’s financial goals.
Work with regional sales leaders to develop a comprehensive business development strategy.
Use advanced analytics to prioritize opportunities and develop the local new business regional strategy.
Prioritize intel opportunities recommended by other sales team members and processed through Sysco Salesforce with leadership approval.
Build creative and effective sales plans for targets below $5 million in annualized revenue, focusing on large TRS, multi-location, and LC2 prospects identified by advanced analytics.
Leverage cross-functional sales team expertise to address prospects’ concerns, build trust, and shorten sales cycles.
Coordinate the proposal process for local contracts (LC2) with the sales team, ensuring proposals address clients’ needs, concerns, and objectives.
Collaborate with the sales team to expand business development efforts and help secure key accounts in support of the annual profit plan.
Review weekly, monthly, and quarterly sales objectives and target-account results, and prepare action plans where improvement is needed.
Participate in continuous training and education opportunities, including basic SC training, business development certifications, and executive business development training.
Gather information about emerging market and foodservice industry trends to understand the competitive landscape and improve effectiveness in securing new business.
Stay current with developments in the field by participating in seminars and workshops and reading publications.
Develop strong working relationships with brokers, distributors, and foodservice industry peers, and actively participate in the foodservice community.
Accurately enter and manage prospect-account data and activity in Sysco Salesforce.
Identify opportunities for promotions, additional services, and distribution avenues that can increase sales.
Present to and consult with senior-level management on foodservice industry trends.
Attend sales meetings, food shows, and customer events, and provide feedback.
Stay current with Sysco’s value-added offerings and technology solutions, including customer-facing reporting tools.