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NEW BUSINESS MANAGER - may include Hollywood, Sherman Oaks, Woodland, CA areas
NEW BUSINESS MANAGER - may include Hollywood, Sherman Oaks, Woodland, CA areas
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 the first year, $4 million annually in following years), or annual target agreed with Division President and VP of Sales.
- Utilizing Key Performance Indicators (KPIs), focus on (1) opening the highest potential new accounts, (1) sales dollars, and (3) gross profit dollars of all new accounts.
- Responsible for sourcing, pursuing, securing, and developing the 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/pricing for prospective accounts; develop and present compelling offerings to prospective accounts.
- Complete new customer credit application forms; work with the 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 a 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, and pricing as required; maintain contact with new accounts as required; conduct Customer Business Reviews (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 at 1 – 2 sales meetings/year ( i.e. how to onboard, do account research, penetration, warming, and closing techniques)
- Other duties assigned by the manager.
Education/Training:
- High School diploma or equivalent; Bachelor’s Degree preferred.
Related Experience:
- Must possess a minimum of 3 years of sales experience required
- Minimum 3 years of experience opening accounts greater than $0.5m, preferably in the 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 training, meetings, or other company events.
Knowledge/Skills/Abilities:
- Excellent communication and negotiation skills are required, as well as strong interpersonal skills and the 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.
Candidates will be asked to complete a US Foods online application and complete a skills assessment for consideration.
The following information is provided in accordance with certain state and local laws. Compensation depends on experience, geographic location, and other factors permitted by law. In California, the expected compensation for this role is between $90,000. and $120,000. This role is also eligible for incentive pay. Benefits for this role include health insurance, pre-tax spending accounts, retirement benefits, paid time off, short-term and long-term disability, employee stock purchase plan, and life insurance. To review available benefits, please click here: https://www.usfoods.com/careers/benefits.html
About US Foods:
A RECIPE FOR SUCCESS US Foods® helps our customers make it, with products and services that shape the communities where we live and work. Opportunities in our company abound for skilled, forward-thinking associates. OUR PROMISE: WE HELP YOU MAKE IT: We've been in business for more than 150 years spanning five generations, building on a legacy that began with delivering supplies on wagon trains to the Western Frontier. Today, we’re a publicly traded Fortune 150 company on the New York Stock Exchange (NYSE), and inside our doors you’ll find us developing leading-edge solutions to help our customers’ operations flourish.
