New Business Manager

New Business Manager at US Foods, Inc.

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:

• Opening highest potential new accounts
• Sales dollars
• Gross profit dollars of all new accounts

Responsibilities include:

• Source, pursue, secure and develop highest potential new business that can be transitioned to a Territory Manager (TM) 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 onboarding 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 database 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 1–2 sales meetings/year, e.g., how to onboard, do account research, penetration, warming and closing techniques.
• Other duties assigned by manager.

Education/Training:

• High School diploma or equivalent;
  Bachelor’s Degree preferred.

Related

Experience:

• Must possess a minimum of 3 years sales experience required.
• Minimum 3 years of experience opening accounts greater than $0.5m, preferably in food service industry.
• Exceptional sales and interpersonal skills and proven ability to warm, convert, and close high-potential new street accounts required.
• Overnight travel may be required to participate in trainings, meetings, or other company events.

Knowledge/Skills/Abilities:

• Excellent communication and negotiation skills required, as well as 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 is required.