Local New Business Developer

Sysco•Memphis, TN

About The Position

This is a professional sales position focused on improving Sysco’s market position and achieving financial growth. The Local New Business Developer executes long-term strategic goals, uses advanced analytics and other lead-generation methods, leverages Sysco’s Salesforce platform, and negotiates contracts to secure new business. Working through a team-selling approach, the role engages cross-functional teams to develop strategies that meet prospects’ needs, builds prospect relationships, and transitions accounts to the sales force during onboarding. The role delivers the agreed local new business plan in alignment with regional financial goals and targets prospects with less than $5 million in annualized revenue. It works with regional sales leaders and a cross-functional sales team to prioritize opportunities, address prospect concerns, develop proposals for local contracts, and help achieve the annual profit plan. The position also monitors sales results, market and foodservice trends, account activity, and Sysco’s value-added offerings and technology solutions. Sysco describes itself as the global leader in foodservice distribution, with more than 71,000 colleagues, a fleet of over 13,000 vehicles, approximately 333 distribution facilities worldwide, and more than 700,000 customer locations. Applicants must be authorized to work in the United States. Sysco is an Equal Opportunity and Affirmative Action employer.

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 varied stakeholders.
Strong communication skills with internal and external teams.
Ability to understand and manage compliance with contracts.
Ability to learn proprietary CRM tools for sales 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 managing multiple initiatives simultaneously.
Business and restaurant operations acumen for managing sophisticated customers.
Demonstrated ability to build trust with prospective customers and secure new business.
Demonstrated 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’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 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 strategy; prioritize opportunities recommended by other sales team members through Salesforce with leadership approval.
Build effective sales plans for targets below $5 million in annualized revenue, focusing on identified prospect opportunities such as large TRS, multi-location, and LC2 accounts.
Leverage cross-functional sales team expertise to address prospects’ concerns, build trust, and shorten sales cycles.
Coordinate proposals for local contracts with the sales team, ensuring they address clients’ needs, concerns, and objectives.
Collaborate with the sales team on business development and help secure key accounts to achieve 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 assess the competitive landscape and improve new-business effectiveness.
Stay current through seminars, workshops, and publications; build working relationships with brokers, distributors, and foodservice industry peers and participate actively in the foodservice community.
Accurately enter and manage prospect account data and activity in Sysco’s 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 on Sysco’s value-added offerings and technology solutions, including customer-facing reporting tools.
Participate in ongoing training and education opportunities in areas such as basic SC training, business development certifications, and executive business development training.