Local New Business Developer - USBL - US

Sysco•Norman, OK

11d

About The Position

This is a professional sales position focused on improving Sysco’s market position and achieving financial growth by executing long-term strategic goals, using advanced analytics and lead generation, leveraging Sysco’s Salesforce platform, and negotiating contracts to secure new business. The role uses a team-selling approach, engaging cross-functional colleagues to create strategies tailored to prospects’ needs, build relationships, and transition new accounts to the sales force during onboarding. The Local New Business Developer delivers the agreed local new business plan in alignment with regional financial goals. The position works with regional sales leaders to develop business-development strategies and prioritizes opportunities using analytics and prospect intelligence. It focuses on prospects with less than $5 million in annualized revenue, including large TRS, multi-location, and LC2 opportunities. The role coordinates proposals for local contracts, collaborates with the sales team to secure key accounts, tracks target-account results, and develops action plans where needed. The position also researches foodservice and market trends, builds relationships with brokers, distributors, and industry peers, participates in relevant industry events, and stays current on Sysco’s offerings and technology solutions. It maintains accurate prospect activity in Salesforce, identifies opportunities to increase sales, and presents industry trends to senior-level management. Sysco provides continuous training and education opportunities in areas including basic SC training, business-development certifications, and executive business-development training.

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.
Flexibility, openness to change, and receptiveness to new ideas.
Strong interpersonal skills and ability to work with and influence a variety of key stakeholders.
Strong communication skills for effective communication with internal and external teams.
Ability to understand and manage compliance with contracts.
Ability to learn proprietary CRM tools for sales-growth planning and forecasting.
Demonstrated 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.
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.

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 local new-business strategy.
Prioritize prospect intelligence submitted by other sales team members through Sysco Salesforce, subject to leadership approval.
Build effective sales plans for target prospects below $5 million in annualized revenue, including large TRS, multi-location, and LC2 opportunities identified through advanced analytics.
Use cross-functional sales-team expertise to address prospects’ concerns, build trust, and shorten sales cycles.
Coordinate proposals for local contracts (LC2) with the sales team, aligning proposals with client needs, concerns, and objectives.
Collaborate with the sales team on business-development efforts and assist colleagues in securing key accounts to support the annual profit plan.
Review weekly, monthly, and quarterly sales objectives and results for target accounts, and prepare action plans when improvement is needed.
Gather information on emerging market and foodservice industry trends to understand the competitive landscape and improve new-business effectiveness.
Stay current with industry developments 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 Sysco Salesforce.
Identify opportunities for promotions, additional services, and distribution avenues that can increase sales.
Present foodservice industry trends to and consult with senior-level management.
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.