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Responsible for sourcing and developing profitable new business
that can be transitioned to a Territory Manager. Pursues highest
potential Sales Leads for conversion into a US Foods customer in
order to achieve annual sales and profit operating plans. Provides
strategic support to Territory Managers by capturing and
penetrating high potential growth opportunities and developing
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. Responsible for
producing new account revenue in line with current organization and
individual targets and quotas (minimum of $2 million in first year,
$4million annually in following years), or annual target agreed
with Division President and VP Sales.
Utilizing Key Performance Indicators (KPIs), focus on (1)
opening highest potential new accounts, (1) sales dollars, and (3)
gross profit dollars of all new accounts.
Responsible for sourcing, pursuing, securing and developing
highest potential new business that can be transitioned to a
Territory Manager (TM) in order to achieve annual sales and profit
operating plans; maintain a pipeline of new, emerging high
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
Maintain ongoing relationships with key decision makers;
leverage industry contacts to "follow" decision makers as they
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.
High School diploma or equivalent; Bachelor's Degree
Must possess a 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
Overnight travel may be required to participate in trainings,
meetings, or other company events.
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
Working knowledge of Microsoft Word, Excel and PowerPoint is
- EOE Race/Color/Religion/Sex/Sexual Orientation/Gender
Identity/National Origin/Protected Veteran/Disability Status*