New Business Manager

US Foods•Oregon Virtual Location, OR

3d•$80,000 - $130,000

About The Position

The New Business Manager is responsible for sourcing, securing, and developing profitable new business for US Foods, focusing on high-potential leads that can be transitioned to Territory Managers. The role supports annual sales and profit plans by capturing and penetrating growth opportunities, building market share, and maintaining a pipeline of emerging clients. It focuses on division customers with annual sales potential above $0.5 million and requires new account revenue of at least $2 million in the first year and $6 million annually in following years, or another target agreed with the Division President and VP Sales. The manager researches prospective customers and market conditions, develops tailored offerings with Category and Segment Specialists, and supports customer onboarding and transition to Territory Managers. The role uses company IT tools and approved databases to identify opportunities and track progress, maintains relationships with key decision makers, and participates in sales, food show, vendor, marketing, and industry events. It may involve selective customer retention work for recently opened at-risk accounts and sharing sales practices with Territory Managers. The position requires a high school diploma or equivalent; a bachelor's degree is preferred. At least three years of sales experience and three years of experience opening accounts greater than $0.5 million are required, preferably in foodservice. Overnight travel may be required for trainings, meetings, or other company events. Incentive compensation may also be available. The expected base salary is $80,000–$130,000, depending on relevant factors.

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; foodservice industry experience preferred.
Exceptional sales and interpersonal skills, with a proven ability to warm, convert, and close high-potential new street accounts.
Excellent communication and negotiation skills, and the ability to build internal and external relationships to achieve business goals.
Ability to present to large groups using creative presentation skills.
Highly motivated, results-driven, able to work autonomously, detail-oriented, and able to work under pressure and meet tight deadlines.
Working knowledge of Microsoft Word, Excel, and PowerPoint.
Ability to travel overnight as required for trainings, meetings, or other company events.

Nice To Haves

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

Responsibilities

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 organization and individual targets and quotas: at least $2 million in the first year and $6 million annually in following years, or an agreed annual target.
Use KPIs to prioritize high-potential new account openings, sales dollars, and gross profit dollars.
Source, pursue, secure, and develop high-potential new business that can be transitioned to a Territory Manager, and maintain a pipeline of emerging clients.
Research prospective customers, including requirements, menu design, business size, and current suppliers; analyze market trends and stay informed about market conditions, product innovations, competitors, 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 present compelling offerings.
Complete new customer credit applications and coordinate onboarding and account handover 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 opportunities and update progress; communicate field intelligence and observations to District Sales Managers.
Provide selective support in the SOS process for recently opened accounts at risk of churn; visit customers, address concerns, adjust offerings or pricing as needed, maintain contact, and conduct Customer Business Reviews for critical customers upon request.
Maintain relationships with key decision makers and leverage industry contacts as decision makers move between organizations.
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 onboarding, account research, penetration, warming, and closing techniques.
Perform other duties assigned by the manager.