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, converting high-potential sales leads into US Foods customers, and achieving annual sales and profit operating plans. This role provides strategic support to Territory Managers by identifying and penetrating high-growth opportunities and expanding market share within the division's footprint, focusing on customers with annual sales potential exceeding $0.5 million. Key responsibilities include developing a business plan to capture market share, meeting new account revenue targets (minimum $2 million in the first year, $6 million annually thereafter), and utilizing KPIs to focus on opening high-potential new accounts, sales dollars, and gross profit. The manager will research customer requirements, analyze market trends, develop compelling offerings, and facilitate the onboarding and smooth handover of new accounts to Territory Managers. Maintaining ongoing relationships with key decision-makers and attending industry events are also crucial aspects of the role.

Requirements

High School diploma or equivalent
Minimum of 3 years sales experience
Minimum 3 years of experience opening accounts greater than $0.5m
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
Experience in foodservice industry (for opening accounts greater than $0.5m)

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
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