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
•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 plans to capitalize on targets below $5M in annualized revenue, focusing on prospect opportunities such as large TRS, multi-location, and LC2, identified by advanced analytics
•By leveraging the expertise and skills of a cross-functional sales team, has the ability to quickly address prospects' unique concerns, build trust, and shorten sales cycles
•By working with the collective sales team, coordinates the proposal process for local contracts (LC2) that speaks to the client's needs, concerns and objectives
•Collaborates with the sales team to expand business development efforts, including assisting other sales team members secure key accounts to achieve the annual profit plan
•Reviews weekly, monthly and quarterly sales objectives and results for target accounts and prepares action plans where improvement is needed
•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 position Sysco for increased effectiveness in securing new business
•Stays current with developments in the field through participation in seminars, workshops and reading publications
•Develops strong working relationships with brokers, distributors, and foodservice industry peers; expected to be an active member of the foodservice community
•Learns quickly when facing new challenges; thrives in a 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 provides feedback
•Stays current with Sysco's value-added offerings and technology solutions, including but not limited to customer-facing reporting tools
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 acumen 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
Overview
Sysco is the global leader in foodservice distribution. With over 71,000 colleagues and a fleet of over 13,000 vehicles, Sysco operates approximately 333 distribution facilities worldwide and serves more than 700,000 customer locations.
Affirmative Action Statement
Applicants must be currently authorized to work in the United States.
