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About the Role
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.
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.
- Focus on opening highest potential new accounts, sales dollars, and gross profit dollars of all new accounts using Key Performance Indicators (KPIs).
- 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.
- 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 data base for lead generation.
- Communicate with District Sales Managers on field intelligence and observations.
- Provide selective involvement in the SOS process 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 (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 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.
- Ability 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
- $95,000 - $150,000
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
- Join Our Community of Food People!
Equal Opportunity
- EOE – Race/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Age/Genetic Information/Protected Veteran/Disability Status