New Business Manager - NW Indiana

US Foods, Inc.

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. Responsible for producing 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.

• Utilizing Key Performance Indicators (KPIs), focus on (1) opening highest potential new accounts, (2) 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 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 the Company-approved database 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 areat-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 the manager.

Education/Training:

• High School diploma or equivalent; Bachelor’s Degree preferred.

Related Experience:

• Must possess a minimum of 3 years of sales experience required

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

• Exceptional sales and interpersonal skills and proven ability to warm, convert, and close high-potential new street accounts required.

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

Knowledge/Skills/Abilities:

• Excellent communication and negotiation skills required, as well as strong interpersonal skills and the 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, able to work under pressure and meet tight deadlines.

• Working knowledge of Microsoft Word, Excel and PowerPoint is required.