New Business Manager

US Foods•Sacramento, CA

1d•$90,000 - $145,000

About The Position

The New Business Manager sources and develops profitable new business for US Foods, then transitions new accounts to Territory Managers. The role pursues high-potential sales leads and supports annual sales and profit plans by capturing growth opportunities and developing market share within the division’s footprint. The position focuses on customers with annual sales potential greater than $0.5 million and is responsible for meeting new-account revenue targets: a minimum of $2 million in the first year and $6 million annually in following years, or another annual target agreed upon with the Division President and VP Sales. The manager researches prospective customers, their requirements, menus, business size and suppliers; monitors market conditions, trends, product innovations, competitors and pricing; and shares relevant information, menu ideas and products as value-added services. The role works with Category and Segment Specialists to develop order guides and pricing, and prepares and presents compelling offerings to prospects. The manager supports account credit applications, onboarding and handover, maintains a pipeline of emerging high-potential clients, and uses company tools and approved databases to identify opportunities and track progress. The role may support retention for recently opened accounts at risk of churn, maintain relationships with key decision makers, attend industry and company events, and share sales skills with Territory Managers. Overnight travel may be required for trainings, meetings or other company events.

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, negotiation and interpersonal skills, and the ability to build relationships internally and externally 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 and able to work under pressure and meet tight deadlines.
Working knowledge of Microsoft Word, Excel and PowerPoint.

Nice To Haves

Bachelor’s degree preferred.
Experience opening accounts greater than $0.5 million in the foodservice industry preferred.

Responsibilities

Develop a business plan to capture and penetrate market share within the division’s footprint, focusing on customers with annual sales potential greater than $0.5 million.
Produce new-account revenue in line with organizational and individual targets and quotas: a minimum of $2 million in the first year and $6 million annually in following years, or a target agreed with the Division President and VP Sales.
Use key performance indicators to focus on opening high-potential accounts, sales dollars and gross profit dollars from new accounts.
Source, pursue, secure and develop high-potential new business that can be transitioned to a Territory Manager; maintain a pipeline of emerging high-potential clients.
Research prospective customers’ requirements, menu design, business size and current suppliers; analyze market trends and stay informed about market conditions, product innovations, competitor products, prices and sales.
Share market information, menu ideas and products with customers as value-added services.
Work with Category and Segment Specialists to create order guides and pricing for prospective accounts, and develop and present compelling offerings.
Complete new-customer credit applications and work with the Customer Solutions Coordinator, Sales Coordinator and Territory Manager to ensure effective onboarding and a smooth handover, including any accounts-receivable responsibility during development.
Maintain understanding of company IT tools, use approved databases for lead generation, identify high-potential opportunities, update progress and 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 and adjust offerings or pricing as needed.
Maintain contact with new accounts as required and conduct Customer Business Reviews with critical customers upon request.
Maintain relationships with key decision makers and use 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 account onboarding, research, penetration, warming and closing techniques.
Perform other duties assigned by the manager.