Director, New Business Development

Sysco Northeast Rdc; Canton Charter Township (MI); On-site; USD 110,000 - 170,000; Full time

Job summary

Sysco Northeast Rdc is seeking a seasoned sales leader to head Local New Business Development for a defined region. You will direct a team, drive profitable growth, and shape long-term strategies using analytics.

Collaborating with regional leadership, you will recruit, train, and coach LNBDs, manage the pipeline, and ensure execution of meetings and plans with emphasis on customer relationships and disciplined forecasting.

Qualifications

• BS/BA in Business or Marketing required.
• 10+ years of relevant sales experience.
• 5+ years of foodservice or related distribution experience; retail/wholesale exposure.
• Experience working within a distribution environment preferred.

Responsibilities

• Lead a team of Local New Business Developers for a specific region.
• Drive profitable new customer growth by defining long-term strategic goals and leveraging analytics.
• Recruit and allocate LNBD headcount and manage the pipeline.
• Ensure accuracy of LNBD pipeline and strategic planning of new business.
• Establish regional strategy with leadership to meet quarterly/yearly goals.
• Lead monthly LNBD meetings and coach LNBDs to improve performance.
• Design and implement formal training for LNBDs focused on profitable new customers.
• Coordinate prospect visits and communications with Sysco facilities and customers.

Skills

Sales leadership

Strategic planning

Negotiation

Public speaking

Problem solving

Adaptability

Attention to detail

Education

BS/BA in Business or Marketing

Job description

Position Purpose:

• This position will lead a team of Local New Business Developers for a specific region
• Responsible for driving profitable new customer growth by defining long-term strategic goals, identifying business opportunities (leveraging advanced analytics), and negotiating local contracts to secure the business
• Responsible for recruiting and allocation of LNBD headcount
• Responsible for accuracy in LNBD pipeline and strategic planning of new business

Primary Responsibilities:

Establishes strategy for driving profitable new customer growth, with guidance from Regional VP of Sales and Director of Business Resources

• Works closely with Region Leadership Team, Business Resources, and SSMG leadership to define long-term strategic new business development goals and strategy
• Leverages advanced analytics to prioritize business opportunities within respective region (Ensure LNBD resources are assigned to the right opportunities)
• Maintains team focus on key priorities for the quarter and year
• Leads monthly Local New Business Development meetings, and ensures action items assigned are carried out
• Coaching LNBD’s

• Responsible for Performance Management of LNBD’s performance and routines.
• Design and implement formal training programs for LNBD’s with major focus on profitable modeling of new customers, strengthening key customer relationships.
• Establish ongoing training and development of LNBD’s through participation in General Sales Meetings, promotions, and Food Shows / customer events.
• Facilitate work withs to ensure coaching of prospect visits and cold calls

• Evaluate and coach LNBD’s in conjunction with Director of Business Resources / Sales leadership
• Coordinate/Execute Prospect visits and tours of Sysco facilities

• Ensure resources are leveraged to meet with prospects and include in prospect proposals

Education:

• Preferred: BS or BA Degree in Business, Marketing, Agriculture/Animal Science or related studies.

Experience:

• 10+ years relevant Sales experience
• Purchasing/Merchandising experience, preferred.
• 5+ years of foodservice sales experience, preferred.
• Experience working within a retail, wholesale or distribution environment

Skills:

Proven track record of growing sales directly or thought others. Exceptional organizational skills with the ability to develop and execute strategic sales plans. Excellent negotiation skills. Excellent verbal skills, ability to speak effectively in front of large groups.Problem resolution expertise.Ability to adapt to different markets and philosophies.Strong attention to detail and follow up.