Director of New Business - Local Sales
Company: US Foods
Location: Perth Amboy
Posted on: September 22, 2023
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Job Description:
ARE YOU A CURRENT US FOODS EMPLOYEE? PLEASE APPLY DIRECTLY
THROUGH OUR INTERNAL WORKDAY CAREER SITE. Join Our Community of
Food People! OUR FOUNDATION: THE US FOODS WAY
The foundation that allows us to deliver on our strategy is The US
Foods Way, which describes How We Live, through our Cultural
Beliefs; How We Work, through our commitment to Continuous
Improvement (CI); and How We Lead, through our Leadership
Behaviors.
Our Cultural Beliefs are the pillars that define how all associates
at US Foods work. We team up and work together, deliver second to
none results, talk straight in our communications, and walk the
talk in taking accountability to deliver on our commitments. Our
Leadership Behaviors define the leadership skills we expect of
people managers. Leaders at US Foods set clear direction, act like
an owner, drive continuous improvement and build high-performing
teams to drive our strategy forward.
BASIC PURPOSE This leader and team (NBMs) are responsible for
pursuing the highest potential Sales Leads for conversion to a US
Foods customer. Provides strategic support to seller by capturing
high potential growth opportunities and developing market share.
Manages all aspects of driving new local sales to meet or exceed
company goals for a Market's sales and profitability. Develop and
target local prospects with sales volume of .5M+ annually that can
be transitioned to a seller (inclusive of MAE or Territory
Manager). Plan and direct the implementation of sales strategies
(geography, menu segment, etc) and tactics aimed at sustained sales
and margin growth. Oversees the selling of and may also sell the
company's products and services using product, organizational, and
customer knowledge to influence prospects and assist them in
applying the products/services to their needs resulting in revenue
generation, sources new sales talent. ESSENTIAL DUTIES AND
RESPONSIBILITIES
Assist New Business Managers in developing a sound business plan to
capture and penetrate market share within the division's footprint,
focusing on Area prospects 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, $5million annually in
following years), or annual target agreed with Division President.
Director position will have oversight for all NBM's in the
Area/Market. This position will report to Area AP.
Utilizing Key Performance Indicators (KPIs), support and develop
NBM's with (1) opening highest potential new accounts, (2) sales
dollars, and (3) gross profit dollars of all new accounts.Director
role is instrumental in assisting with creation of new business
strategy and execution.
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.Teaching business process
and coaching NBM's through on-boarding and process
efficiencies.
Credit application process, NIR/SODS
limitations/expectations/process, understanding profitable product
assortment/availability, negotiating A/P terms and financial
impacts, initializing delivery days/windows, explaining credit
policy, representing the USF value proposition, team selling,
understanding of Check Business Tools, profit model understanding
and ability to optimize a customer margin balance equitable for
USF/customer, etc. Also responsible for building functional rapport
between NBM and supporting functional team (Operations,
Merchandising, Finance, Procurement, Marketing).
Work in tandem w/DCS & VPLS on customer transition plan to sellers.
Maintain ongoing relationships with key decision makers within
customer base, prospect base and key community contacts; leverage
industry contacts to "follow" decision makers as they moveAttend
sales meetings, food shows, and vendor, marketing and industry
events to network with prospective accountsOther duties assigned by
manager.
QUALIFICATIONS
Education/Training :Bachelor's degree in Business Administration
preferredSales & Marketing or related field or equivalent
experience requiredMust possess a valid U.S. Driver's
LicenseRelated Experience/Requirements: Must possess a minimum of 5
years of foodservice sales experience required.A minimum of 2 years
of supervisory experience required; previous District Sales
Management experience or other Sales management preferred.Minimum 3
years of experience opening accounts greater than $0.5m, preferably
in foodservice industryOvernight travel may be required to
participate in trainings, meetings, or other company
events.Knowledge/Skills/Abilities :Demonstrated problem solving and
negotiation skills, proficient financial and analytical
skills.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.Excellent
oral and written communication skills, as well as customer service
and presentation abilities.Must have proficient computer skills;
should be proficient with Microsoft Office products (e.g., Word,
Excel, PowerPoint, Outlook).***EOE Race/Color/Religion/Sex/Sexual
Orientation/Gender Identity/National Origin/Protected
Veteran/Disability Status***
Keywords: US Foods, New York , Director of New Business - Local Sales, Executive , Perth Amboy, New York
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