New Business Development Manager

1 week ago

Manassas, Virginia, United States US Foods Full time
About the Role

We are seeking a highly motivated and results-driven New Business Manager to join our team at US Foods. As a key member of our sales team, you will be responsible for sourcing and developing profitable new business opportunities that can be transitioned to our Territory Managers.

Key Responsibilities
  • Identify and pursue high-potential sales leads to convert into US Foods customers, driving annual sales and profit growth.
  • Provide strategic support to Territory Managers by capturing and penetrating high-growth opportunities, developing market share, and expanding our customer base.
  • Develop and execute sound business plans to capture and penetrate market share within our division's footprint, focusing on high-potential customers with sales exceeding $0.5 million annually.
  • Produce new account revenue in line with current organization and individual targets and quotas, with a minimum of $2 million in the first year and $6 million annually in subsequent years.
  • Utilize Key Performance Indicators (KPIs) to focus on opening high-potential new accounts, sales dollars, and gross profit dollars of all new accounts.
  • Source, pursue, secure, and develop high-potential new business opportunities that can be transitioned to Territory Managers, maintaining a pipeline of emerging high-potential clients.
  • Research potential customer requirements, menu design, business size, current suppliers, and market trends to analyze and stay informed of market conditions, product innovations, competitors' products, prices, and sales.
  • Work with Category and Segment Specialists to create order guides and pricing for prospective accounts, developing and presenting compelling offerings to prospective customers.
  • Complete new customer credit application forms and work with Customer Solutions Coordinators, Sales Coordinators, and Territory Managers to ensure a smooth onboarding process and effective handover of new accounts.
  • Maintain a full understanding of company IT tools to identify high-potential opportunities and update progress, utilizing Company-approved databases for lead generation and communicating with District Sales Managers on field intelligence and observations.
  • Selectively participate in the SOS process for accounts recently opened by the NBM where they are at-risk of churn, visiting customers, understanding concerns, and changing offerings and pricing as required.
  • Maintain ongoing relationships with key decision-makers, leveraging 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 Territory Managers in sales meetings, focusing on onboarding, account research, penetration, warming, and closing techniques.
Requirements
  • High School diploma or equivalent; Bachelor's Degree preferred.
  • Minimum 3 years of sales experience required.
  • Minimum 3 years of experience opening accounts greater than $0.5 million, preferably in the foodservice industry.
  • Exceptional sales and interpersonal skills, with a proven ability to warm, convert, and close high-potential new street accounts.
  • Overnight travel may be required to participate in trainings, meetings, or other company events.
Preferred Qualifications
  • Excellent communication and negotiation skills, with strong interpersonal skills and the ability to build relationships internally and externally.
  • Able to present in front of large groups of people, utilizing creative presentation skills.
  • Highly motivated, results-driven, and able to work autonomously, with a detail-oriented approach and ability to work under pressure and meet tight deadlines.
  • Working knowledge of Microsoft Word, Excel, and PowerPoint required.

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