New Business Manager - Bay Area, Central Valley

US Foods•Livermore, CA

6d•$95,000 - $150,000

About The Position

The New Business Manager is responsible for sourcing, developing, and securing profitable new business for transition to Territory Managers. The role pursues high-potential sales leads and supports Territory Managers in capturing growth opportunities and increasing market share. It develops a business plan focused on division customers with annual sales potential above $0.5 million, and is accountable for new-account revenue of at least $2 million in the first year and $6 million annually in following years, or the target agreed with the Division President and VP Sales. Performance is measured using KPIs including high-potential new accounts opened, sales dollars, and gross profit dollars. The role researches customer needs, menu design, business size, suppliers, and market conditions; works with Category and Segment Specialists to develop pricing and order guides; and presents offerings to prospects. It coordinates credit applications, onboarding, and handoff to Territory Managers and Sales Coordinators. The New Business Manager uses company IT tools and approved databases to identify leads and track progress, shares market intelligence, and selectively supports at-risk newly opened accounts. The role also maintains decision-maker relationships, attends sales and industry events, and shares sales techniques with Territory Managers. Overnight travel may be required for trainings, meetings, or other company events.

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 is preferred.
Exceptional sales and interpersonal skills, with a proven ability to warm, convert, and close high-potential new street accounts.
Excellent communication, negotiation, and interpersonal skills, with the ability to build internal and external relationships to achieve business goals.
Ability to present creatively to 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.
Willingness to travel overnight as required for trainings, meetings, or other company events.

Nice To Haves

Bachelor’s degree.
Experience opening accounts above $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 above $0.5 million.
Source, pursue, secure, and develop high-potential new business for transition to a Territory Manager; maintain a pipeline of emerging high-potential clients.
Meet new-account revenue targets of at least $2 million in the first year and $6 million annually in following years, or targets agreed with the Division President and VP Sales.
Use KPIs to focus on opening high-potential accounts and achieving sales and gross profit dollars from new accounts.
Research prospective customers’ requirements, menu design, business size, current suppliers, and other relevant information; analyze market trends, conditions, products, prices, and competitors.
Share market and product information, menu ideas, and product suggestions with customers as value-added services.
Work with Category and Segment Specialists to create order guides and pricing, and develop and present offerings to prospective accounts.
Complete new-customer credit applications and coordinate onboarding and 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 opportunities and update progress; communicate field intelligence and observations to District Sales Managers.
Provide selective support through 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 relationships with key decision-makers and use industry contacts to follow decision-makers as they 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.