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Purpose

This is a professional sales position responsible for the improvement of Sysco’s B2B market share position and achieving financial growth by executing long-term strategic goals, prioritizing lead generation and negotiating contracts to secure new business. The Business Development Manager (BDM) creates a
comprehensive strategy to onboard new prospect opportunities and manage key multi-unit and volume based accounts. By utilizing a team-selling approach, the Business Development Manager will engage a cross-functional team to create a comprehensive strategy that meets the prospect’s needs. Leveraging these resources, the Business Development Manager fosters relationships and builds a highly responsive team focused on continuous improvement.

Responsibilities

• The primary responsibility of this role is to deliver the agreed upon new business plan in alignment with the region’s financial goals

• Works with the regional sales leaders on the development of a comprehensive business development strategy

• Leverages insights to prioritize opportunities and develop business development strategy

• Responsible to prioritize intel opportunities being recommended by other sales team members with leadership approval

• Accountable to build creative and effective sales plan to capitalize on multi-segment opportunities identified

• By leveraging the expertise and skills of a cross-functional sales team, the BDM will have the ability to quickly address prospects’ unique concerns, build trust, and shorten sales cycles

• By working with the collective sales team, the BDM will coordinate the proposal process for local contracts that speaks to the client’s needs, concerns and objectives

• Collaborates with sales team to expand business development efforts, including assisting other sales team

• Reviews weekly, monthly and quarterly sales objectives and results for target accounts and prepare action plans where improvement is needed

• Gathers information on emerging market and foodservice industry trends to understand the competitive landscape and top position Sysco for increased effectiveness in securing new business

• Stays current with development in the field through participation in seminars, workshops and reading publications

• Develops strong working relationships with brokers, distributors, and foodservice industry peers. This associate is expected to be an active member of the foodservice community

• Learns quickly when facing new challenges; thrives on fast-paced learning environment

• Adapts well to change and views new experiences as growth opportunities

• Seeks out opportunities to improve by applying feedback from others

• Identifies opportunities for promotions, additional services, and distribution avenues that will lead to an increase in sales

• Presents to and consults with senior level management on trends in the foodservice industry

• Attends sales meetings, food shows, customer events etc. and provide feedback

• Complies with Sysco’s Food Safety Policy and procedures to ensure food safety, quality and legality requirements are met.

• Is willing to work safely with minimal environmental impact and understands the importance of reporting all hazards, incidents, and environmental spills immediately to their Supervisor.

• Understands that they play an integral role in their own safety and that of their colleagues and is willing to speak out when hazards are present.

• Perform other duties as assigned.

Skills

• Minimum of five (5+) years’ work experience in a sales role with a proven track record, experience in food services industry is an asset

• Completion of post-secondary education or equivalent experience

• CPSA designation is preferred

• Solid analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data

• Ability to express information in terms of profit and loss, food cost and expense ratio

• Strong financial acumen and ability to properly plan and execute business plans

• Flexible; readily accepts change; open to new ideas

• Strong interpersonal skills and ability to work with and influence a variety of key stakeholders

• Strong communication skills; ability to effectively communicate with internal and external teams

• Ability to understand and manage compliance to contracts

• Demonstrated ability to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)

• Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time

• Business and restaurant operations acumen to manage sophisticated customers

• Demonstrated experience with building trust with a prospective customer and securing new business

• Demonstrated skills in the area of consultative selling, networking and negotiations

• Proactive, self-directed, with the ability to structure a weekly schedule to be successful

• Understanding of marketing principles, product lines, ordering procedures and Sysco’s credit terms

• Intermediate proficiency in Microsoft Office including Excel, Word, PowerPoint, Outlook

• Valid driver’s license with access to a vehicle may be required as there is some travel.

Physical Demands

• Standard office environment physical requirements.

Travel Requirements

• 0-25%

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