JOB SUMMARY
This is a professional sales position responsible for the improvement of Sysco’s market position and achieving financial growth by executing long-term strategic goals, prioritizing the use of advanced analytics and other forms of lead generation while leveraging Sysco’s Salesforce platform, and negotiating contracts to secure new business. By utilizing a team-selling approach, the Local New Business Developer will engage a cross-functional team to create a comprehensive strategy that meets the prospect’s needs. Leveraging these resources, the Local New Business Developer fosters relationships with prospects and transitions these accounts to the sales force during onboarding.
RESPONSIBILITIES
As noted in Sysco’s Leadership Framework; On-target performance includes exhibiting the following framework components; Core Qualities, Shaping the Future, and Delivering Business Results.
- The primary responsibility of this role is to deliver the agreed upon local new business plan in alignment with the region’s financial goals
- Works with the regional sales leaders on the development of a comprehensive business development strategy
- Leverages advanced analytics insights to prioritize opportunities and develop local new business regional strategy
- Local New Business Developer will also be responsible for prioritizing intel opportunities being recommended by other sales team members (processed through Sysco Salesforce platform with leadership approval)
- Accountable to build creative and effective sales plan to capitalize on targets below $5M in annualized revenue focusing on the following prospect opportunities large TRS, multi- location, LC2 ; identified by advanced analytics
- By leveraging the expertise and skills of a cross-functional sales team, the Local New Business Developer will have the ability to quickly address prospects’ unique concerns, build trust, and shorten sales cycles
- By working with the collective sales team, LNBD will coordinate proposal process for local contracts (LC2) that speaks to the client’s needs, concerns and objectives
- Collaborate with sales team to expand business development efforts, including assisting other sales team members secure key accounts in efforts to achieve annual profit plan
- Reviews weekly, monthly and quarterly sales objectives and results for target accounts and prepare action plans where improvement is needed
- Local New Business Developer will be provided continuous training/education opportunities on key areas/skillsets (basic SC- training, business development certifications, and executive business development training)
- Gathers information on emerging market and foodservice industry trends to understand the competitive landscape and top position Sysco for increased effectiveness in securing new business
- Stays current with development in the field through participation in seminars, workshops and reading publications
- Develops strong working relationships with brokers, distributors, and foodservice industry peers. This associate is expected to be an active member of the foodservice community
- Learns quickly when facing new challenges; thrives on fast-paced learning environment
- Adapts well to change and views new experiences as growth opportunities
- Seeks out opportunities to improve by applying feedback from others
- Ensures that data and activity on prospect accounts is accurately entered and managed within Sysco Salesforce platform
- Identifies opportunities for promotions, additional services, and distribution avenues that will lead to an increase in sales
- Presents to and consults with senior level management on trends in the foodservice industry
- Attends sales meetings, food shows, customer events etc. and provide feedback
- Stays current with Sysco’s value-added offerings and technology solutions, including but not limited to customer-facing reporting tool
QUALIFICATIONS
Education/Experience
- Minimum: High School diploma or GED, and 3+ years’ relevant sales experience in a business-to-business professional sales environment, and 2 or more years’ with a proven track record of new business development.
- Preferred: Bachelor’s degree in a related field or equivalent educational level.
Knowledge Skills
- Solid analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data
- Ability to express information in terms of profit and loss, food cost and expense ratio
- Strong financial accumen and ability to properly plan and execute business plans
- Flexible; readily accepts change; open to new ideas
- Strong interpersonal skills and ability to work with and influence a variety of key stakeholders
- Strong communication skills; ability to effectively communicate with internal and external teams
- Ability to understand and manage compliance to contracts
- Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
- Demonstrated ability to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)
- Proficient in Microsoft Applications Suite (Word, Excel, Powerpoint, Outlook)
- Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
- Business and restaurant operations acumen to manage sophisticated customers
- Demonstrated experience with building trust with a prospective customer and securing new business
- Demonstrated skills in the area of consultative selling, networking and negotiations
- Proactive, self-directed, with the ability to structure a weekly schedule to be successful
- Understanding of marketing principles, product lines, ordering procedures and Sysco’s credit terms
The above information on this description has been designed to indicate the general nature and level of work performed by associates within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of associates assigned to this job.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
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