New Business Manager

US Foods•Manassas, VA

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 involves pursuing high-potential sales leads to convert them into US Foods customers, with the goal of achieving annual sales and profit operating plans. The manager provides strategic support to Territory Managers by identifying and penetrating high-potential growth opportunities and expanding market share, specifically targeting customers with annual sales potential exceeding $0.5 million. Key responsibilities include developing a business plan to capture market share, meeting revenue targets (minimum $2 million in the first year, $6 million annually thereafter), and focusing on opening high-potential new accounts, sales dollars, and gross profit dollars. The role also entails researching customer needs, analyzing market trends, creating compelling offerings, managing customer credit applications, and ensuring a smooth onboarding process and handover to Territory Managers. The New Business Manager will utilize company IT tools for lead generation and progress tracking, communicate field intelligence to District Sales Managers, and maintain ongoing relationships with key decision-makers, including attending industry events and sales meetings.

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
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

Responsibilities

Sourcing and developing profitable new business that can be transitioned to a Territory Manager
Pursuing highest potential Sales Leads for conversion into a US Foods customer in order to achieve annual sales and profit operating plans
Providing strategic support to Territory Managers by capturing and penetrating high potential growth opportunities and developing market share
Developing 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
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) to focus on (1) opening highest potential new accounts, (2) sales dollars, and (3) gross profit dollars of all new accounts
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
Maintaining a pipeline of new, emerging high potential clients
Researching potential customer requirements, menu design, business size, current suppliers, etc.
Analyzing current trends within the market and remaining informed of market conditions, product innovations, competitors' products, prices, and sales
Sharing information with customers, along with new menu ideas and products, as part of value-added services provided
Working with Category and Segment Specialists to create order-guide/pricing for prospective accounts
Developing and presenting compelling offering to prospective accounts
Completing new customer credit application forms
Working with Customer Solutions Coordinator, Sales Coordinator and TM to ensure an effective on-boarding process
Facilitating a smooth handover of the new account to the TM and Sales Coordinator, including any AR responsibility while in development
Maintaining full understanding of company IT tools to identify high potential opportunities and update progress
Utilizing Company-approved data base for lead generation
Communicating 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
Visiting customers, understanding concerns and changing offerings, pricing as required
Maintaining contact with new accounts as required
Conducting Customer Business Reviews (CBRs) with critical customers upon request
Maintaining ongoing relationships with key decision makers
Leveraging industry contacts to "follow" decision makers as they move
Attending sales meetings, food shows, and vendor, marketing and industry events to network with prospective accounts
Sharing 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