New Business Developer

Sysco•Arlington, TX

13d

About The Position

This is a professional sales position focused on improving Sysco’s market position and achieving financial growth. The role executes long-term strategic goals, uses advanced analytics and other lead-generation methods to prioritize opportunities, leverages Sysco’s Salesforce platform, and negotiates contracts to secure new business. Using a team-selling approach, the Local New Business Developer engages a cross-functional team to develop strategies that meet prospects’ needs, builds prospect relationships, and transitions accounts to the sales force during onboarding. The position delivers the agreed-upon local new business plan in alignment with regional financial goals. It focuses on prospects with less than $5 million in annualized revenue, including large TRS and multi-location prospects and local contracts (LC2). The developer works with regional sales leaders and the broader sales team to develop strategies, coordinate proposals, address prospect concerns, and support key-account wins. The role also maintains prospect data and activity in Salesforce, monitors sales objectives and results, tracks market and foodservice industry trends, and presents relevant trends to senior management. The role involves ongoing training and education, participation in seminars, workshops, sales meetings, food shows, and customer events, and active engagement with brokers, distributors, and foodservice industry peers. Travel may be up to 50%.

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 in new business development.
Solid analytical 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 with the 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 Word, Excel, PowerPoint, and Outlook.
Strong organizational and project management skills, including 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.
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-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, including large TRS, multi-location, and LC2 prospects identified through advanced analytics.
Leverage the expertise of 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, addressing client needs, concerns, and objectives.
Collaborate with sales team members 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 where improvement is needed.
Gather information about emerging market and foodservice industry trends to understand the competitive landscape and improve effectiveness in securing new business.
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.
Apply feedback and seek opportunities for improvement; adapt to change and learn quickly in a fast-paced environment.
Ensure prospect account data and activity are accurately entered and managed 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 value-added offerings and technology solutions, including customer-facing reporting tools.
Participate in continuous training and education, including basic SC training, business development certifications, and executive business development training.