New Business Manager - Seattle South, WA Area

US Foods•Washington, DC

1d•Onsite

About The Position

The New Business Manager is responsible for sourcing and developing profitable new business that can be transitioned to a Territory Manager. This role pursues the highest potential Sales Leads for conversion into a US Foods customer to achieve annual sales and profit operating plans. The manager provides strategic support to Territory Managers by capturing and penetrating high potential growth opportunities and developing market share. A key aspect is to develop a sound business plan to capture and penetrate market share within the division’s footprint, specifically focusing on Division customers with sales potential greater than $0.5 million annually. The position is tasked with producing new account revenue in line with organizational and individual targets and quotas, aiming for a minimum of $2 million in the first year and $6 million annually in subsequent years, or an annual target agreed upon with the Division President and VP Sales. The role utilizes Key Performance Indicators (KPIs) to focus on opening the highest potential new accounts, sales dollars, and gross profit dollars of all new accounts.

Requirements

High School diploma or equivalent
Minimum of 3 years sales experience
Minimum 3 years of experience opening accounts greater than $0.5m, preferably in foodservice industry
Exceptional sales and interpersonal skills and proven ability to warm, convert, and close high-potential new street accounts
Excellent communication and negotiation skills
Strong interpersonal skills and ability to successfully build relationships internally and externally, leveraging relations to achieve business goals
Able to present in front of large groups of people utilizing creative presentation skills
Highly motivated, results-driven and able to work autonomously
Detail-oriented, ability to work under pressure and meet tight deadlines
Working knowledge of Microsoft Word, Excel and PowerPoint

Nice To Haves

Bachelor’s Degree preferred

Responsibilities

Responsible for sourcing and developing profitable new business that can be transitioned to a Territory Manager.
Pursues highest potential Sales Leads for conversion into a US Foods customer in order to achieve annual sales and profit operating plans.
Provides strategic support to Territory Managers by capturing and penetrating high potential growth opportunities and developing market share.
Develop a sound business plan to capture and penetrate market share within the division’s footprint, focusing on Division customers with sales potential > $0.5m annually.
Responsible for producing new account revenue in line with current organization and individual targets and quotas (minimum of $2 million in first year, $6 million annually in following years), or annual target agreed with Division President and VP Sales.
Utilizing Key Performance Indicators (KPIs), focus on (1) opening highest potential new accounts, (2) sales dollars, and (3) gross profit dollars of all new accounts.
Responsible for sourcing, pursuing, securing and developing highest potential new business that can be transitioned to a Territory Manager (TM) in order to achieve annual sales and profit operating plans; maintain a pipeline of new, emerging high potential clients.
Research potential customer requirements, menu design, business size, current suppliers, etc.
Analyze current trends within the market and remain informed of market conditions, product innovations, competitors' products, prices, and sales.
Share information with customers, along with new menu ideas and products, as part of value-added services provided.
Work with Category and Segment Specialists to create order-guide/pricing for prospective accounts.
Develop and present compelling offering to prospective accounts.
Complete new customer credit application forms.
Work with Customer Solutions Coordinator, Sales Coordinator and TM to ensure an effective on-boarding process as well as to facilitate a smooth handover of the new account to the TM and Sales Coordinator, including any AR responsibility while in development.
Maintain full understanding of company IT tools to identify high potential opportunities and update progress.
Utilize Company-approved data base for lead generation.
Communicate with District Sales Managers on field intelligence and observations.
Selective involvement in the SOS process, only for accounts recently opened by NBM where they are at-risk of churn.
Visit customers, understand concerns and change offerings, pricing as required.
Maintain contact with new accounts as required.
Conduct Customer Business Review (CBRs) with critical customers upon request.
Maintain ongoing relationships with key decision makers.
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 TMs in at 1 – 2 sales meetings/year i.e. how to on-board, do account research, penetration, warming and closing techniques.
Other duties assigned by manager.