New Business Manager

US Foods•Menomonee Falls, WI

2d•$80,000 - $130,000

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 for conversion into US Foods customers, supporting annual sales and profit plans and helping Territory Managers capture growth opportunities and build market share. The manager develops a business plan to capture and penetrate market share within the division, focusing on customers with more than $0.5 million in annual sales potential. New-account revenue targets are at least $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. Key performance indicators include high-potential accounts opened, sales dollars, and gross profit dollars. The role researches prospective customers and market conditions; develops account offerings and pricing with Category and Segment Specialists; and coordinates credit applications, onboarding, and handoff to Territory Managers and Sales Coordinators. It maintains a pipeline of prospective clients, uses company-approved tools and databases to identify opportunities and track progress, and shares market intelligence with District Sales Managers. The manager may support at-risk newly opened accounts, maintain customer relationships, attend sales and industry events, and share sales practices with Territory Managers.

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 demonstrated ability to warm, convert, and close high-potential new street accounts.
Excellent communication and negotiation skills and strong interpersonal skills.
Ability to build internal and external relationships and leverage them to achieve business goals.
Ability to present creatively in front of large groups.
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.
Overnight travel may be required for trainings, meetings, or other company events.

Nice To Haves

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

Responsibilities

Source, pursue, secure, and develop high-potential new business that can be transitioned to a Territory Manager.
Develop a business plan to capture and penetrate market share within the division, focusing on customers with annual sales potential greater than $0.5 million.
Produce new-account revenue in line with assigned targets: a minimum of $2 million in the first year and $6 million annually in following years, or an agreed target.
Use KPIs to focus on high-potential accounts opened, sales dollars, and gross profit dollars.
Maintain a pipeline of emerging high-potential clients.
Research prospective customer requirements, menu design, business size, and current suppliers; analyze market trends, 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 and present compelling offerings to prospective accounts.
Complete new-customer credit applications and coordinate onboarding and smooth handoff with the Customer Solutions Coordinator, Sales Coordinator, and Territory Manager, including any accounts-receivable responsibility during development.
Use company IT tools and approved databases to identify high-potential opportunities and update progress; 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, address concerns, and adjust offerings or pricing as needed.
Maintain contact with new accounts and conduct Customer Business Reviews with critical customers upon request.
Maintain ongoing relationships with key decision makers and leverage industry contacts as decision makers move.
Attend sales meetings, food shows, and vendor, marketing, and industry events to network with prospective accounts.
Share skills and experience with Territory Managers in one or two sales meetings per year, including onboarding, account research, penetration, warming, and closing techniques.
Perform other duties assigned by the manager.