New Business Developer

Sysco•Riviera Beach, FL

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, using advanced analytics and lead generation, leveraging Sysco’s Salesforce platform, and negotiating contracts to secure new business. The Local New Business Developer uses a team-selling approach and engages cross-functional colleagues to develop strategies that address prospects’ needs. The role builds relationships with prospects and transitions accounts to the sales force during onboarding.

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 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, openness to change, and receptiveness to new ideas.
Strong interpersonal skills and ability to work with and influence a variety of 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 sales growth planning and forecasting.
Demonstrated ability to meet deadlines and produce accurate, thorough, high-quality work.
Proficiency with Microsoft Word, Excel, PowerPoint, and Outlook.
Strong organizational and project management skills, including the ability to execute multiple initiatives simultaneously.
Business and restaurant operations acumen for managing 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.

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 intelligence opportunities recommended by other sales team members through Sysco Salesforce, with leadership approval.
Build effective sales plans for targets below $5 million in annualized revenue, focusing on prospects such as large TRS, multi-location, and LC2 opportunities identified through advanced analytics.
Leverage the 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 colleagues 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 where improvement is needed.
Participate in continuous training and education opportunities, 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 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.
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 foodservice industry trends to and consult with senior-level management.
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.