Local New Business Developer

Sysco•University Lakes Mobile Home Park, FL

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. The role prioritizes advanced analytics and other forms of lead generation, uses Sysco’s Salesforce platform, and negotiates contracts to secure new business. Through a team-selling approach, the Local New Business Developer engages a cross-functional team to develop strategies that meet prospects’ needs, build prospect relationships, and transition accounts to the sales force during onboarding. The role delivers the agreed-upon local new business plan in alignment with regional financial goals. It focuses on prospect opportunities below $5 million in annualized revenue, including large TRS, multi-location, and LC2 opportunities identified through advanced analytics. The position collaborates with regional sales leaders and cross-functional teams, coordinates proposals for local contracts, and supports other sales team members in securing key accounts. The Local New Business Developer also monitors sales objectives and results, researches foodservice industry trends and the competitive landscape, maintains prospect activity in Salesforce, and identifies opportunities for promotions, additional services, and distribution. The role includes ongoing training and participation in industry events, and requires building relationships within the foodservice community.

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 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 for communicating 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.
Demonstrated ability to meet deadlines and produce accurate, thorough, high-quality results.
Proficiency in Microsoft Applications Suite, 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.
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 Sysco Salesforce, subject to 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 a cross-functional sales team to address prospects’ concerns, build trust, and shorten sales cycles.
Coordinate proposals for local contracts (LC2) with the sales team to 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 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 Sysco’s 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.
Participate in continuous training and education opportunities, including basic SC training, business development certifications, and executive business development training.