New Business Manager - Lehigh Valley, PA
Allentown, Pennsylvania•Full-time
$75,000 - $125,000 annually
$75,000 - $125,000 annually
About the Job
Join Our Community of Food People!
*Please apply directly using the link below*
https://usfoods.wd1.myworkdayjobs.com/usfoodscareersExternal/job/Lehigh-CountyAllentown-PA/New-Business-Manager--Clarks-Summit--PA_R277838-1
- 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.
- 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. Responsible for producing 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.
- Utilizing Key Performance Indicators (KPIs), focus on (1) opening highest potential new accounts, (2) sales dollars, and (3) gross profit dollars of all new accounts.
- Responsible for sourcing, pursuing, securing and developing highest potential new business that can be transitioned to a Territory Manager (TM) in order 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, 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.
- Work with Category and Segment Specialists to create order-guide/pricing for prospective accounts; develop and present compelling offering 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 as well as to 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.
- 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 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 i.e. how to on-board, do account research, penetration, warming and closing techniques.
- Other duties assigned by the manager.
Education/Training:
- High School diploma or equivalent; Bachelor’s Degree preferred.
Related Experience:
- Must possess a 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.
Knowledge/Skills/Abilities:
- 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.
Working knowledge of Microsoft Word, Excel and PowerPoint is required.
Benefits for this role may include health insurance, pre-tax spending accounts, retirement benefits, paid time off, short-term and long-term disability, employee stock purchase plan, and life insurance. This role will also receive commissions.
Compensation depends on relevant experience and/or education, specific skills, function, geographic location, and other factors as applicable by law (for example: state or local minimum wage thresholds). The expected base rate for this role is between $75,000 - $125,000.
***EOE – Race/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Age/Genetic Information/Protected Veteran/Disability Status***
About US Foods
A RECIPE FOR SUCCESS US Foods® helps our customers make it, with products and services that shape the communities where we live and work. Opportunities in our company abound for skilled, forward-thinking associates. OUR PROMISE: WE HELP YOU MAKE IT: We've been in business for more than 150 years spanning five generations, building on a legacy that began with delivering supplies on wagon trains to the Western Frontier. Today, we’re a publicly traded Fortune 150 company on the New York Stock Exchange (NYSE), and inside our doors you’ll find us developing leading-edge solutions to help our customers’ operations flourish.