New Business Manager (Delmarva Peninsula Business Development)

Develop a soundbusiness plan to capture and penetrate market share within the division'sfootprint, focusing on Division customers with sales potential > $0.5mannually. Responsible for producing new account revenue in line with currentorganization and individual targets and quotas (minimum of $2 million in firstyear, $4million annually in following years), or annual target agreed with DivisionPresident and VP Sales.
Utilizing KeyPerformance Indicators (KPIs), focus on (1) opening highest potential newaccounts, (1) sales dollars, and (3) gross profit dollars of all new accounts.
Responsible forsourcing, pursuing, securing and developing highestpotential new business that can be transitioned to a Territory Manager(TM) in order to achieve annual salesand profit operating plans; maintaina 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 marketconditions, product innovations,competitors' products, prices, and sales; share information with customers, along with new menu ideas and products, as part of value-added servicesprovided.
Work with Categoryand Segment Specialists to create order-guide/pricing for prospective accounts;develop and present compelling offering to prospective accounts.
Complete new customercredit application forms; work with Customer Solutions Coordinator, SalesCoordinator and TM to ensure an effective on-boarding process as well as to facilitate a smooth handover of the newaccount to the TM and Sales Coordinator, including any AR responsibility whilein development.
Maintain fullunderstanding of company IT tools to identify high potential opportunities andupdate progress; utilize Company-approved data base for lead generation; communicatewith District Sales Managers on field intelligence and observations.
Selective involvement in the SOS process, only for accounts recentlyopened by NBM where they are at-risk of churn. Visit customers, understandconcerns and change offerings, pricing as required; maintain contact with newaccounts as required; conduct Customer Business Review (CBRs) with criticalcustomers upon request.
Maintain ongoingrelationships with key decision makers; leverageindustry contacts to "follow" decision makers as they move
Attend sales meetings, food shows, and vendor, marketing and industryevents to network with prospective accounts
Share skills andexperience with TMs in at 1 ? 2 sales meetings/year i.e. how to on-board, do accountresearch, penetration, warming and closing techniques
EOE Race/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Protected Veteran/Disability Status
Education/Training: High School diploma or equivalent; Bachelor's Degreepreferred.
Related Experience: Minimum of 3years sales experience required; Minimum 3 years experience opening accounts greaterthan $0.5m, preferably in foodserviceindustry; exceptional sales and interpersonal skills and proven abilityto warm, convert, and close high-potential new street accounts required. Overnighttravel may be required to participate in trainings, meetings, or other companyevents.
Excellent communication and negotiation skills required,as well as strong interpersonal skills and ability to successfully buildrelationships internally and externally, leveraging relations to achieve businessgoals.
Able to present in front of large groups of people utilizingcreative presentation skills.
Highly motivated,results-driven and able to work autonomously; detail-oriented, ability to workunder pressure and meet tight deadlines.
Working knowledge of Microsoft Word, Excel and PowerPointis required.

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