Area Business Development Manager - Indianapolis

BASIC PURPOSE

The Area Business Development Manager will be responsible for prospecting and closing new account business within the assigned Area, primarily focusing on accounts signed up through our Group Purchasing Organization (GPO) partners. The role will play an integral part in helping the area achieve its growth objectives and is expected to exceed revenue and profit targets. A natural hunter is required, driving a minimum of $6M in new business annually in Metro Indianapolis, Southern IN, and Louisville Metro.

• Promote and sell products, services, and solutions to potential customers through GPO partner programs.
• Generate new account revenue in line with organizational and individual targets and quotas for the assigned area.
• Identify key targets and seek alignment with the RVP National Sales and Area VP, National Sales, tracking pipeline and business development opportunities to move customers through the sales cycle.
• Drive organizational alignment and resources to support value proposition and onboarding of customers, including Finance, Operations, Merchandising, and Logistics.
• Assist central onboarding and area teams, as needed, to ensure a successful transition of accounts to Account Executives and Sales & Service Directors.
• Attend training and embrace the sales process and selling techniques for GPO programs, including documentation and reporting.
• Serve as experts in the value propositions of all key GPO partners to help with the selling process and ensure promises remain within contractual boundaries.
• Monitor and evaluate sales training programs, assess results, and recommend enhancements to ensure effectiveness and achievement of revenue and profit objectives.
• Assist RVP National Sales and Area VP, National Sales in developing sales objectives and strategies to maximize profitability.
• Frequent overnight travel required.

None

Internal: Direct contact with senior level staff and sales associates throughout the organization.

External: Executive level of potential customers.

• Education/Training: Bachelor’s degree in a related field or equivalent work experience required.
• Related
  
  Experience:
  
  Minimum 7 years of success in selling new accounts or drastically increasing penetration of existing accounts, preferably in the food service industry. Demonstrated success in new business development sales through intermediaries is essential.
• Knowledge, Skills, and Abilities: Strong interpersonal skills with the ability to build internal and external relationships, leverage contacts to achieve business goals, and thrive in a matrix environment. Excellent oral and written communication, organizational, and follow‑through skills. Proficiency in Microsoft Office products is a plus. Ability to work under pressure, meet deadlines, and adhere to a consistent sales methodology.
• Physical Requirements: Ability to work in an area or home office environment.

This role includes an annual incentive plan bonus. Benefits 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.

Compensation depends on relevant experience, education, and other factors. The expected base rate for this role is between $75,000 and $125,000.

• EOE– Race/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Age/Genetic Information/Protected Veteran/Disability Status