Local New Business Developer

Sysco•Sysco Arizona - OpCo, AZ

About The Position

This is a professional sales position focused on improving Sysco’s market position and achieving financial growth by executing strategic goals, using advanced analytics and lead generation, leveraging Sysco’s 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. It develops and executes sales strategies for prospects below $5 million in annualized revenue, coordinates proposals for local contracts, supports sales colleagues in securing key accounts, and monitors target-account results. The position also gathers market and industry intelligence, maintains accurate Salesforce records, presents industry trends to senior management, and participates in sales meetings, food shows, customer events, and foodservice community activities. Sysco provides ongoing training and education opportunities related to sales and business development.

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.
Flexibility and openness to change and new ideas.
Strong interpersonal skills and ability to work with and influence a variety of 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 sales growth planning and forecasting.
Demonstrated ability to meet deadlines and produce accurate, thorough, high-quality results.
Proficiency in Microsoft Word, Excel, PowerPoint, and Outlook.
Strong organizational and project management skills, including the ability to execute multiple initiatives simultaneously.
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 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 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 local and regional new business strategies.
Prioritize intelligence opportunities recommended by sales team members through the Sysco Salesforce platform, subject to leadership approval.
Build creative and effective sales plans for targets below $5 million in annualized revenue, including large TRS, multi-location, and LC2 prospects identified through advanced analytics.
Leverage cross-functional sales team expertise to address prospect concerns, build trust, and shorten sales cycles.
Coordinate the proposal process for local contracts (LC2) with the sales team, ensuring proposals 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 when 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 actively participate in the foodservice community.
Apply feedback and adapt to change and new experiences as opportunities for improvement and growth.
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 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 value-added offerings and technology solutions, including customer-facing reporting tools.