New Business Manager - Bay Area, Central Valley

US Foods•San Francisco, CA

About The Position

The New Business Manager is responsible for sourcing and developing profitable new business that can be transitioned to a Territory Manager. The role pursues high-potential sales leads and converts them into US Foods customers to achieve annual sales and profit plans, while providing strategic support to Territory Managers by capturing growth opportunities and developing market share. The position develops a business plan focused on customers within the division’s footprint with annual sales potential above $0.5 million. Revenue targets are a minimum of $2 million in the first year and $6 million annually in following years, or an annual target agreed upon with the Division President and VP Sales. The role researches prospective customers, their requirements, menus, business size, and suppliers; monitors market trends, competitors, products, and prices; and shares insights, menu ideas, and products with customers. It works with Category and Segment Specialists to develop order guides and pricing, and to present offerings to prospective accounts. It also supports new-customer credit applications, onboarding, account handover, and, where applicable, accounts receivable responsibilities during development. The New Business Manager uses company tools and approved databases to identify opportunities and track progress, communicates field intelligence to District Sales Managers, and may selectively assist with at-risk accounts recently opened by the role. The position maintains customer relationships, addresses concerns, adjusts offerings and pricing as needed, and conducts Customer Business Reviews for critical customers upon request. It also networks at sales meetings, food shows, and industry events, and shares sales skills and experience with Territory Managers. Overnight travel may be required for training, meetings, or other company events. Other duties may be assigned by the manager.

Requirements

High school diploma or equivalent.
At least 3 years of sales experience.
At least 3 years of experience opening accounts greater than $0.5 million.
Exceptional sales and interpersonal skills, with a proven ability to warm, convert, and close high-potential new street accounts.
Excellent communication and negotiation skills.
Strong interpersonal skills and ability to build internal and external relationships to achieve business goals.
Ability to present to large groups using creative presentation skills.
Highly motivated, results-driven, and able to work autonomously.
Detail-oriented, able to work under pressure, and able to meet tight deadlines.
Working knowledge of Microsoft Word, Excel, and PowerPoint.
Ability to travel overnight when required for trainings, meetings, or company events.

Nice To Haves

Bachelor’s degree preferred.
Experience in the foodservice industry preferred.

Responsibilities

Source, pursue, secure, and develop high-potential new business for transition to a Territory Manager.
Maintain a pipeline of emerging high-potential clients and pursue leads to achieve sales and profit operating plans.
Develop a business plan to capture and penetrate market share, focusing on division customers with annual sales potential above $0.5 million.
Meet new-account revenue targets of at least $2 million in the first year and $6 million annually in subsequent years, or targets agreed with the Division President and VP Sales.
Use KPIs to focus on opening high-potential new accounts, sales dollars, and gross profit dollars.
Research prospective customers, including their requirements, menu design, business size, and current suppliers.
Analyze market trends and stay informed about market conditions, product innovations, competitors’ products, prices, and sales.
Share market information, menu ideas, and product recommendations with customers as value-added services.
Work with Category and Segment Specialists to create order guides and pricing, and develop and present proposals to prospective accounts.
Complete new-customer credit application forms and coordinate onboarding and account handover with the Customer Solutions Coordinator, Sales Coordinator, and Territory Manager.
Manage any accounts receivable responsibilities applicable while an account is in development.
Use company IT tools and approved databases for lead generation, opportunity identification, and progress updates.
Communicate field intelligence and observations to District Sales Managers.
Participate selectively in the SOS process for recently opened accounts at risk of churn.
Visit customers, understand concerns, adjust offerings and pricing as required, and maintain contact with new accounts.
Conduct Customer Business Reviews with critical customers upon request.
Maintain relationships with key decision makers and leverage industry contacts to follow decision makers as they move.
Attend sales meetings, food shows, and vendor, marketing, and industry events to network with prospective accounts.
Share skills and experience with Territory Managers at one to two sales meetings per year, including onboarding, account research, penetration, warming, and closing techniques.
Perform other duties assigned by the manager.