Local New Business Developer

Sysco•Jessup, PA

1d•$107,200 - $160,800

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, prioritizing advanced analytics and other lead-generation methods, using Sysco’s Salesforce platform, and negotiating contracts to secure new business. The role uses a team-selling approach, engaging cross-functional colleagues to develop strategies that meet prospects’ needs, build relationships, and transition accounts to the sales force during onboarding. The position delivers the agreed local new business plan in alignment with regional financial goals. It develops and implements business-development strategies, prioritizes prospects and opportunities, and creates sales plans for targets below $5 million in annualized revenue. The role coordinates proposals for local contracts, collaborates with sales colleagues to pursue key accounts, monitors results, and develops action plans to improve performance. It also tracks prospect activity in Salesforce, follows foodservice industry and market trends, builds relationships across the foodservice community, and presents industry insights to senior management. The position includes continuous training and education opportunities. The posted compensation range is $107,200 to $160,800, and the associate may be eligible to participate in the Company’s Incentive Plan. Benefits information is available at SyscoBenefits.com. Travel is 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 experience with a proven track record of new-business development.
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 willingness to accept change and consider new ideas.
Strong interpersonal skills and ability to work with and influence a variety of key stakeholders.
Strong communication skills and ability to communicate 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.
Must be able to perform the essential duties satisfactorily; reasonable accommodations may be made for individuals with disabilities.

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 and regional new-business strategy.
Prioritize prospect 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, including large TRS, multi-location, and LC2 prospects identified through advanced analytics.
Engage cross-functional sales team expertise to address prospects’ concerns, build trust, and shorten sales cycles.
Coordinate the proposal process for local contracts (LC2) in collaboration with the sales team, tailoring proposals to clients’ needs, concerns, and objectives.
Collaborate with the sales team on business-development efforts, including helping colleagues 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 where improvement is needed.
Gather information on emerging market and foodservice industry trends to understand the competitive landscape and improve effectiveness in securing new business.
Stay current through seminars, workshops, and industry 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 ongoing training and education opportunities in areas such as basic SC training, business-development certifications, and executive business-development training.