New Business Manager at US Foods

Grand Forks, North Dakota, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Food Distribution, FoodserviceIndustries

Requirements

High School diploma or equivalent; Bachelor’s Degree preferred
Minimum of 3 years sales experience required
Minimum 3 years of experience opening accounts greater than $0.5m, preferably in foodservice industry
Exceptional sales and interpersonal skills and proven ability to warm, convert, and close high-potential new street accounts required
Excellent communication and negotiation skills required
Strong interpersonal skills and ability to successfully build relationships internally and externally, leveraging relations to achieve business goals
Able to present (inferred from job context)
Full understanding of company IT tools
Willingness to travel overnight for trainings, meetings, or other company events

Responsibilities

Develop a sound business plan to capture and penetrate market share within the division’s footprint, focusing on Division customers with sales potential > $0.5m annually
Produce new account revenue in line with current organization and individual targets and quotas (minimum of $2 million in first year, $6 million annually in following years, or annual target agreed with Division President and VP Sales)
Utilize Key Performance Indicators (KPIs) to focus on (1) opening highest potential new accounts, (2) sales dollars, and (3) gross profit dollars of all new accounts
Source, pursue, secure and develop highest potential new business that can be transitioned to a Territory Manager (TM) to achieve annual sales and profit operating plans; maintain a pipeline of new, emerging high potential clients
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
Work with Category and Segment Specialists to create order-guide/pricing for prospective accounts; develop and present compelling offering to prospective accounts
Complete new customer credit application forms; work with Customer Solutions Coordinator, Sales Coordinator and TM to ensure an effective on-boarding process as well as to facilitate a smooth handover of the new account to the TM and Sales Coordinator, including any AR responsibility while in development
Maintain full understanding of company IT tools to identify high potential opportunities and update progress; utilize Company-approved data base for lead generation; communicate with District Sales Managers on field intelligence and observations
Selective involvement in the SOS process, only for accounts recently opened by NBM where they are at-risk of churn. Visit customers, understand concerns and change offerings, pricing as required; maintain contact with new accounts as required; conduct Customer Business Review (CBRs) with critical customers upon request
Maintain ongoing relationships with key decision makers; 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
Share skills and experience with TMs in at 1 – 2 sales meetings/year i.e. how to on-board, do account research, penetration, warming and closing techniques
Other duties assigned by manager

Skills

Key technologies and capabilities for this role

Business DevelopmentSales Pipeline ManagementMarket AnalysisCustomer ResearchSales PresentationsCredit ApplicationsKey Performance IndicatorsGross Profit OptimizationMenu DesignCompetitor Analysis

Questions & Answers

Common questions about this position

What are the sales targets for this New Business Manager role?

The role requires producing new account revenue of a minimum of $2 million in the first year and $6 million annually in following years, or as agreed with the Division President and VP Sales. Focus is on developing business plans for Division customers with sales potential > $0.5m annually.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What key skills are needed for the New Business Manager position?

Key skills include sourcing and pursuing high-potential sales leads, researching customer requirements and market trends, analyzing competitors, developing business plans, presenting offerings, and utilizing company IT tools and databases.

What is the company culture like at US Foods for this role?

This information is not specified in the job description.

What makes a strong candidate for the New Business Manager role?

Strong candidates excel at developing profitable new business with high sales potential, maintaining pipelines of emerging clients, leveraging industry contacts, and achieving aggressive revenue quotas while collaborating with Territory Managers and specialists.

US Foods

Food distribution for restaurants and healthcare

About US Foods

US Foods is a leading food distributor in America, providing a wide range of food products and services to restaurants, healthcare facilities, and other food service operators. The company offers over 350,000 products, including fresh produce and culinary equipment, and operates by purchasing food in bulk and selling it to clients while also offering services like culinary expertise and business consulting. With a strong logistics network that ensures timely deliveries, US Foods also supports clients with solutions like the "Make It Now" platform during challenging times. Additionally, the company is committed to social responsibility, having donated over $32 million in food and supplies for hunger relief during the COVID-19 pandemic.

Rosemont, IllinoisHeadquarters

1853Year Founded

$340.5KTotal Funding

IPOCompany Stage

Food & Agriculture, ConsultingIndustries

10,001+Employees

Benefits

Health Insurance

Paid Time Off

Short-term and Long-term Disability

Employee Stock Purchase Plan

Life Insurance

Flexible Work Hours

Risks

Potential E. coli contamination from Taylor Farms onions could harm US Foods' reputation.

$500 million senior notes issuance increases financial risk if debt obligations aren't met.

Expansion in Buda involves significant capital investment, risking financial strain.

Differentiation

US Foods offers over 350,000 diverse products to meet varied customer needs.

The 'Make It Now' platform aids clients in recovery and reopening efforts.

US Foods provides value-added services like culinary expertise and business consulting.

Upsides

Expansion in Buda, Texas, will create 165 new jobs by December 2026.

Flexible scheduling and seven-day delivery model enhance customer service.

Advancements in cold chain logistics improve perishable food distribution efficiency.

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