Local New Business Developer

Sysco•St. Louis, MO

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, using advanced analytics and other lead-generation methods, leveraging Sysco’s Salesforce platform, and negotiating contracts to secure new business. Using a team-selling approach, the Local New Business Developer engages cross-functional teams to develop strategies that address prospects’ needs, builds prospect relationships, and transitions accounts to the sales force during onboarding. The role delivers the agreed-upon local new business plan in alignment with regional financial goals. It develops and executes sales plans for targeted prospects, coordinates local contract proposals, collaborates with sales colleagues to secure key accounts, and uses account performance reviews and market intelligence to improve results. The position also maintains accurate prospect data in Salesforce, builds relationships across the foodservice community, and presents industry trends and business insights to senior-level management. The job requires a high school diploma or GED and at least three years of relevant business-to-business professional sales experience, including at least two years of proven new business development. A related bachelor’s degree or equivalent educational level is preferred. The role includes travel up to 25%.

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 familiarity with analyzing reports and deriving 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.
Flexible and open to change and new ideas.
Strong interpersonal skills and ability to work with and influence a variety of key stakeholders.
Strong communication skills for working effectively with internal and external teams.
Ability to understand and manage compliance with contracts.
Ability to learn proprietary CRM tools for planning and forecasting sales growth.
Ability to meet deadlines and produce accurate, thorough, high-quality results.
Proficiency with Microsoft Word, Excel, PowerPoint, and Outlook.
Strong organizational and project management skills, including the ability to execute multiple initiatives at once.
Business and restaurant operations acumen to manage sophisticated customers.
Demonstrated ability to build trust with prospective customers and secure 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.
Applicants must be currently authorized to work in the United States.

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 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 intelligence opportunities recommended by other sales team members through the Sysco Salesforce platform, with leadership approval.
Build creative and effective sales plans for target prospects below $5 million in annualized revenue, including large TRS, multi-location, and LC2 opportunities identified through advanced analytics.
Leverage cross-functional sales team expertise to address prospects’ concerns, build trust, and shorten sales cycles.
Coordinate local contract (LC2) proposal processes with the sales team to address clients’ needs, concerns, and objectives.
Collaborate with sales colleagues 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.
Participate in ongoing training and education, including basic SC training, business development certifications, and executive business development training.
Gather information on emerging market and foodservice industry trends to understand the competitive landscape and improve new-business effectiveness.
Stay current with developments in the field by participating in seminars and workshops and reading publications.
Develop 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 the Sysco Salesforce platform.
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.