Area Business Development Manager - New England

US Foods Holding - Seabrook, NH

Full-time

Seabrook, NH

Merchant Wholesalers, Nondurable Goods

About the position

The Area Business Development Manager for New England is a pivotal role focused on driving new account business within the assigned area. This position is primarily responsible for prospecting and closing new accounts through partnerships with Group Purchasing Organizations (GPOs). The manager will play a crucial role in achieving the growth objectives of the assigned area, with a strong emphasis on exceeding revenue and profit targets. The role requires a proactive approach to identifying potential customers and effectively promoting the company's products, services, and solutions through GPO partner programs. In this position, the Area Business Development Manager will be tasked with producing new account revenue that aligns with both organizational and individual targets. This involves identifying key targets within the area and collaborating closely with the Regional Vice President (RVP) of National Sales and the Area Vice President (VP) of National Sales. The manager will be responsible for tracking and monitoring the sales pipeline and business development opportunities, ensuring a smooth transition of customers through the sales cycle. Additionally, the manager will need to drive organizational alignment and mobilize resources to support the value proposition and onboarding of new customers. This includes working with various departments such as Finance, Operations, Merchandising, and Logistics to facilitate a successful transition to Account Executives and Sales & Service Directors. The role also involves attending training sessions to embrace the sales process and selling techniques specific to GPO programs, ensuring that all promises made to customers are within contractual boundaries. The Area Business Development Manager will monitor and evaluate sales training programs, assess their effectiveness, and recommend enhancements as necessary to meet revenue and profit objectives. Furthermore, the manager will assist the RVP and Area VP in developing sales objectives and strategies to maximize profitability potential. Frequent overnight travel is a requirement of this role, as it may involve attending trainings, meetings, or other company events.

Responsibilities

• Promote and sell products, services, and solutions to potential customers through GPO partner programs.
• Produce new account revenue in line with organizational and individual targets and quotas.
• Identify key targets in the area and align with RVP National Sales and Area VP, National Sales.
• Track and monitor pipeline and business development opportunities to move customers through the sales cycle.
• Drive organizational alignment and resources to support customer onboarding, including Finance, Operations, Merchandising, and Logistics.
• Assist central onboarding and area teams to ensure successful account transitions to Account Executives and Sales & Service Directors.
• Attend training and embrace the sales process and selling techniques for GPO programs.
• Become an expert in the value propositions of key GPO partners to aid in the selling process.
• Monitor and evaluate sales training programs, assess results, and recommend enhancements.
• Assist RVP National Sales and Area VP, National Sales in developing sales objectives and strategies.

Requirements

• Bachelor's degree in a related field or equivalent work experience required.
• Minimum 7 years of success in selling new accounts or increasing penetration of existing accounts, preferably in the foodservice industry.
• Demonstrated success in new business development sales through intermediaries.
• Strong interpersonal skills to build relationships internally and externally.
• Ability to leverage relationships to achieve business goals in a matrix environment.
• Excellent oral and written communication skills, organizational skills, and strong follow-through.
• Working knowledge of Microsoft Office products is a plus.
• Ability to work under pressure and meet deadlines.
• Proven track record for closing sales and following a consistent sales methodology.

Nice-to-haves

• Experience in the foodservice industry is preferred.
• Familiarity with GPO programs and their sales processes.