New Business Manager

US Foods•Manassas, VA

1d•Onsite

About The Position

This role is responsible for sourcing and developing profitable new business that can be transitioned to a Territory Manager. The New Business Manager pursues high-potential sales leads to convert them into US Foods customers, aiming to achieve annual sales and profit operating plans. They provide strategic support to Territory Managers by capturing and penetrating high-potential growth opportunities and developing market share. The role involves developing a sound business plan to capture and penetrate market share within the division’s footprint, focusing on customers with sales potential greater than $0.5 million annually. The manager is responsible for producing new account revenue in line with current organization and individual targets and quotas (minimum of $2 million in the first year, $6 million annually in following years), or an annual target agreed with the Division President and VP Sales. Utilizing Key Performance Indicators (KPIs), the focus is on opening the highest potential new accounts, sales dollars, and gross profit dollars of all new accounts. US Foods is one of America’s great food companies and a leading foodservice distributor, partnering with approximately 300,000 restaurants and foodservice operators to help their businesses succeed. With 28,000 employees and more than 70 locations, US Foods provides its customers with a broad and innovative food offering and a comprehensive suite of e-commerce, technology and business solutions. US Foods is headquartered in Rosemont, Ill., and generates more than $28 billion in annual revenue.

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.
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.