Local New Business Developer

Sysco•Ankeny, IA

About The Position

This professional sales role is responsible for improving Sysco’s market position and achieving financial growth by executing long-term strategic goals, prioritizing advanced analytics and lead generation, using Sysco’s Salesforce platform, and negotiating contracts to secure new business. Through a team-selling approach, the Local New Business Developer engages cross-functional colleagues to create strategies that meet prospective customers’ needs, builds relationships with prospects, and transitions accounts to the sales force during onboarding. The role focuses on delivering the local new business plan in alignment with regional financial goals, including opportunities below $5 million in annualized revenue. 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 proven new-business-development experience.
Solid analytical 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 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 deliverables.
Proficiency in Microsoft 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 credit terms.
Ability to perform the essential duties satisfactorily, with reasonable accommodations available for individuals with disabilities.

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 local and regional new business strategies.
Prioritize sales-intelligence opportunities recommended by other sales team members through Sysco Salesforce, subject to leadership approval.
Build effective sales plans for target opportunities below $5 million in annualized revenue, including large TRS, multi-location, and LC2 prospects identified through 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, tailoring them to client needs, concerns, and objectives.
Collaborate with the sales team to expand business development efforts and assist in securing 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.
Participate in ongoing training and education, including basic SC training, business development certifications, and executive business development training.
Gather information on 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 participate actively in the foodservice community.
Enter and manage prospect-account data and activity accurately 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.