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About the Role

US Foods is committed to your continuous growth and development. This role is responsible for sourcing and developing profitable new business that can be transitioned to a Territory Manager, achieving annual sales and profit operating plans by pursuing high-potential Sales Leads for conversion into a US Foods customer. You will provide strategic support to Territory Managers by capturing and penetrating high-potential growth opportunities and developing market share.

Responsibilities

• 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.
• Produce 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.
• Utilize Key Performance Indicators (KPIs) to focus on opening highest potential new accounts, sales dollars, and gross profit dollars of all new accounts.
• 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, and current suppliers.
• 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 offerings 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 and 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 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 in at 1-2 sales meetings/year (e.g., how to on-board, do account research, penetration, warming, and closing techniques).
• Perform other duties assigned by manager.

Requirements

• Minimum of 3 years sales experience required.
• Minimum 3 years of experience opening accounts greater than $0.5m, preferably in the foodservice 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.

Skills

• Excellent communication and negotiation skills required.
• 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.

Location

• US Foods

Work Type

• Full-time

Experience Level

• 3+ years sales experience

Education Level

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

Salary/Compensations

• $75,000 - $125,000

Benefits

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

About the Company

• US Foods is committed to working with and providing reasonable accommodation to individuals with disabilities.
• US Foods is committed to your continuous growth and development.

Equal Opportunity

• EOE – Race/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Age/Genetic Information/Protected Veteran/Disability Status