Director of New Business Local Sales

New Business Manager

Join Our Community of Food People!

Our 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; 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 markets 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 companys 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 divisions 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 the first year, $5 million annually in following years), or annual target agreed with Division President. Director position will have oversight for all NBMs in the Area / Market. This position will report to Area AP. Utilizing key performance indicators (KPIs), support and develop NBMs 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 NBMs 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 move. Attend sales meetings, food shows, and vendor, marketing and industry events to network with prospective accounts. Other duties assigned by manager.

Qualifications :

Education / Training :

• Bachelors degree in Business Administration preferred
• Sales & Marketing or related field or equivalent experience required
• Must possess a valid U.S. Drivers License

Related Experience / Requirements :

Knowledge / Skills / Abilities :

Compensation depends on relevant experience and / or education, specific skills, function, geographic location, and other factors as applicable by law. The expected base rate for this role is between $85,000-$140,000.

This role is also eligible for annual incentive plan bonus.

Benefits for this role 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.