Local New Business Developer

Sysco•Virginia, MN

1d•$92,600 - $138,800

About The Position

This professional sales role is responsible for improving Sysco’s market position and achieving financial growth by executing long-term strategic goals, using advanced analytics and lead generation, leveraging the Sysco Salesforce platform, and negotiating contracts to secure new business. The Local New Business Developer uses a team-selling approach, engaging cross-functional partners to develop strategies that meet prospects’ needs, build relationships, and transition accounts to the sales force during onboarding. The role delivers the agreed local new business plan in alignment with regional financial goals and works with regional sales leaders to develop business-development strategy. It focuses on prospect opportunities below $5 million in annualized revenue, including large TRS, multi-location, and LC2 prospects identified through advanced analytics. The developer coordinates local contract proposals with the sales team and helps other team members secure key accounts. The position also involves monitoring sales objectives and results, researching foodservice market trends, building relationships across the foodservice community, maintaining accurate prospect information in Salesforce, identifying opportunities to increase sales, and presenting industry trends to senior management. The role includes ongoing training and participation in sales meetings, food shows, customer events, seminars, and workshops.

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 proven new-business-development experience.
Solid analytical and 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.
Strong interpersonal skills and ability to work with and influence varied stakeholders.
Strong communication skills for effective communication with internal and external teams.
Ability to understand and manage contract compliance.
Ability to learn proprietary CRM tools for planning and forecasting sales growth.
Ability to meet deadlines and produce accurate, thorough, high-quality work.
Proficiency in Microsoft Word, Excel, PowerPoint, and Outlook.
Strong organizational and project-management skills, including ability to execute multiple initiatives simultaneously.
Business and restaurant-operations acumen to manage sophisticated customers.
Experience building trust with prospective customers and securing new business.
Consultative selling, networking, and negotiation skills.
Proactive, self-directed approach and ability to structure a weekly schedule for success.
Understanding of marketing principles, product lines, ordering procedures, and Sysco credit terms.
Flexibility, openness to change and new ideas, and ability to adapt to a fast-paced learning environment.

Nice To Haves

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

Responsibilities

Deliver the agreed-upon local new business plan in alignment with regional financial goals.
Work with regional sales leaders to develop a comprehensive business-development strategy.
Use advanced analytics to prioritize opportunities and develop regional new-business strategy.
Prioritize intelligence opportunities recommended by other sales team members through Salesforce, subject to leadership approval.
Develop creative, effective sales plans for targets below $5 million in annualized revenue, focusing on large TRS, multi-location, and LC2 prospect opportunities identified by advanced analytics.
Use cross-functional sales team expertise to address prospects’ concerns, build trust, and shorten sales cycles.
Coordinate local contract proposal processes with the sales team to address client 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 results for target accounts and prepare action plans where improvement is needed.
Gather information about emerging market and foodservice industry trends to understand the competitive landscape and improve new-business effectiveness.
Stay current with developments in the field through seminars, workshops, and publications.
Develop working relationships with brokers, distributors, and foodservice industry peers, and participate actively in the foodservice community.
Apply feedback and adapt to change and new challenges.
Accurately enter and manage prospect-account data and activity in the Sysco Salesforce platform.
Identify opportunities for promotions, additional services, and distribution avenues that can increase sales.
Present 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.
Participate in ongoing training and education, including basic SC training, business-development certifications, and executive business-development training.