Director, New Business

ESSENTIAL DUTIES AND RESPONSIBILITIES

Assist New Business Managers in developing a sound business plan to capture and penetrate market share within the division’s 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 first year, $5million annually in following years), or annual target agreed with Division President.

Director position will have oversight for all NBM’s in the Area/Market. This position will report to Area AP.

Utilizing Key Performance Indicators (KPIs), support and develop NBM’s 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 NBM’s 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:

• Bachelor’s degree in Business Administration preferred

• Sales & Marketing or related field or equivalent experience required  

• Must possess a valid U.S. Driver’s License

Related Experience/Requirements: 

• Must possess a minimum of 5 years of food service sales experience required.

• A minimum of 2 years of supervisory experience required; previous District Sales Management experience or other Sales management preferred.

• Minimum 3 years of experience opening accounts greater than $0.5m, preferably in food service industry

• Overnight travel may be required to participate in trainings, meetings, or other company events. 

Knowledge/Skills/Abilities
:

• Demonstrated problem solving and negotiation skills, proficient financial and analytical skills.

• 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.

• Excellent oral and written communication skills, as well as customer service and presentation abilities.

• Must have proficient computer skills; should be proficient with Microsoft Office products (e.g., Word, Excel, PowerPoint, Outlook).