Join Our Community of Food People!
BASIC PURPOSE
The Area Business Development Manager will be responsible for prospecting and closing new account business within assigned Area. Focus will be on accounts signed up through our Group Purchasing Organization (GPO) partners (through intermediary). Will play an integral role in helping his/her assigned area achieve their growth objectives. Role will be expected to exceed his/her revenue and profit objectives.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Promoting and selling products, services and solutions to potential customers through our GPO partner programs.
- Produce new account revenue in line with current organization and individual targets and quotas for your particular Area.
- Identify key targets in the Area and gain alignment with the RVP National Sales and Area VP, National Sales. Track and monitor pipeline and Business Development opportunities to successfully move customers though the sales cycle.
- Identify and drive organizational alignment and resources to support value proposition and on-boarding of customers to include Finance, Operations, Merchandising and Logistics. Assist central on-boarding and Area team(s), as needed, to ensure successful transition of account to Account Executives and, as needed, Sales & Service Directors.
- Attend training and embrace the sales process and selling techniques for the GPO programs, including documentation and reporting.
- Be experts in the value propositions of all of our key GPO partners to help with the selling process and to ensure promises are within contractual boundaries.
- Monitor and evaluate sales training programs, assess results and recommend enhancements as needed to ensure effectiveness of programs and delivery of revenue and profit objectives.
- Assist RVP National Sales and Area VP, National Sales in development of sales objectives and strategies to ensure maximum profitability potential.
- Frequent overnight travel required.
SUPERVISION
None
RELATIONSHIPS
Internal: Direct contact with senior level staff and sales associates throughout the organization.
External: Executive level of potential customers.
QUALIFICATIONS
Education/Training: Bachelors degree in related field or equivalent work experience required.
Related Experience: Minimum 7 years of success in selling new accounts or dramatically increasing penetration of existing accounts, preferably in foodservice industry. Must have prior demonstrated success in new business development sales through intermediaries. Overnight travel may be required to participate in trainings, meetings, or other company events.
Knowledge/Skills/Abilities: Must have strong interpersonal skills and be able to successfully build relationships internally and externally. Must have the ability to leverage relations to achieve business goals and work in a matrix environment. Must have excellent oral and written communication skills as well as organizational skills and strong follow through. Working knowledge of Microsoft Office products is a plus. Ability to work under pressure meeting deadlines. Ability to closely follow a consistent sales methodology, as well as a personal track record for closing sales.
Physical Requirements:
Area or home office environment.
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 $75,000 and $140,000.
This role will also receivean annual incentive plan bonus.
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. To review available benefits, please click here: https://www.usfoods.com/careers/benefits.html.
