JOB SUMMARY
This is a professional sales position responsible for the improvement of the Sysco Specialty Meat Group (SSMG) market position and achieving financial growth by executing long-term strategic goals, prioritizing the use of advanced analytics and other forms of lead generation while leveraging Sysco Specialty Meat Group’s (SSMG) Salesforce platform, and negotiating contracts to secure new business. By utilizing a team-selling approach, the New Business Developer will engage a cross-functional team to create a comprehensive strategy that meets the prospect’s needs. Leveraging these resources, the New Business Developer fosters relationships with prospects and transitions these accounts to the sales force during onboarding.
RESPONSIBILITIES
As noted in Sysco Specialty Meat Group’s (SSMG) Leadership Framework; On-target performance includes exhibiting the following framework components; Core Qualities, Shaping the Future, and Delivering Business Results.
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 advanced analytics insights to prioritize opportunities and develop business development strategy
New Business Developer will also be responsible to prioritize intel opportunities being recommended by other sales team members (processed through SSMG Salesforce platform with leadership approval)
Accountable to build creative and effective sales plan to capitalize on multi-segment opportunities identified by advanced analytics
By leveraging the expertise and skills of a cross-functional sales team, the New Business Developer will have the ability to quickly address prospects’ unique concerns, build trust, and shorten sales cycles
By working with the collective sales team, the NBD will coordinate 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 members secure key accounts in efforts to achieve annual profit plan
Reviews weekly, monthly and quarterly sales objectives and results for target accounts and prepare action plans where improvement is needed
New Business Developer will be provided continuous training/education opportunities on key areas/skillsets (basic Sales Consultant training, business development certifications, and executive business development training)
Gathers information on emerging market and foodservice industry trends to understand the competitive landscape and top position SSMG 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
Ensures that data and activity on prospect accounts is accurately entered and managed within SSMG’s Salesforce platform
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
Stays current with SSMG value-added offerings and technology solutions, including but not limited to customer-facing reporting tool
QUALIFICATIONS
Education/Experience
Minimum: High School diploma or GED
3+ years’ relevant sales experience in a business-to-business professional sales environment
2 or more years’ with a proven track record of new business development.
Preferred: Bachelor’s degree in a related field or equivalent educational level.
Knowledge Skills
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
Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
Demonstrated ability to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)
Proficient in Microsoft Applications Suite (Word, Excel, Powerpoint, Outlook)
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 SSMG credit terms
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