New Business Manager

US Foods • Fairburn, GA

295d • $75,000 - $120,000

About The Position

Responsible for sourcing and developing profitable new business that can be transitioned to a Territory Manager. Pursues highest potential Sales Leads for conversion into a US Foods customer in order to achieve annual sales and profit operating plans. Provides 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.

Requirements

• High School diploma or equivalent; Bachelor's Degree preferred.
• Minimum of 3 years sales experience required.
• Minimum 3 years of experience opening accounts greater than $0.5m.
• Exceptional sales and interpersonal skills.
• Ability to warm, convert, and close high-potential new street accounts.
• Excellent communication and negotiation skills.
• Strong interpersonal skills and ability to build relationships.
• Ability to present in front of large groups.
• Highly motivated and results-driven.
• Detail-oriented and able to work under pressure.
• Working knowledge of Microsoft Word, Excel, and PowerPoint.

Responsibilities

• Source and develop profitable new business for transition to Territory Manager.
• Pursue highest potential Sales Leads for conversion into US Foods customers.
• Provide strategic support to Territory Managers by capturing growth opportunities.
• Develop a business plan to capture market share within the division's footprint.
• Produce new account revenue in line with targets and quotas.
• Utilize KPIs to focus on opening new accounts, sales dollars, and gross profit.
• Maintain a pipeline of new, emerging high potential clients.
• Research potential customer requirements and analyze market trends.
• Work with Category and Segment Specialists to create order-guide/pricing.
• Complete new customer credit application forms and facilitate onboarding.
• Maintain understanding of company IT tools for opportunity identification.
• Communicate with District Sales Managers on field intelligence.
• Visit customers to understand concerns and adjust offerings as needed.
• Conduct Customer Business Reviews with critical customers.
• Attend sales meetings and industry events to network with prospective accounts.
• Share skills and experience with Territory Managers.

Benefits

• Health insurance
• Pre-tax spending accounts
• Retirement benefits
• Paid time off
• Short-term and long-term disability
• Employee stock purchase plan
• Life insurance

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Industry: Merchant Wholesalers, Nondurable Goods
• Education Level: Bachelor's degree