Business Development Manager - Management Groups - GWW - US

Position Purpose: This position is primarily focused on generating revenue from the acquisition of new mid-size hotel group accounts. Sales targets are determined by a set of criteria established and assigned by sales management. The utilization of strategic and diligent prospecting along with disciplined planning, excellent relationship building and closing skills is essential to consistently develop a successful pipeline of new account revenue.

Collaboration with the Guest Supply virtual and field sales team(s) will also be key in maximizing results. This position will primarily work from a remote home environment and will include travel to prospective accounts, client meetings, company events, and trade shows. Scope of responsibility includes prospective accounts in multiple states and may include travel up to 40% of the time.

Primary

Responsibilities: New business acquisition Generates revenue from new accounts within mid-size hotel groups to meet or exceed the sales target determined for the region. Development of an overall new business development plan and strategy that identifies the customers and products needed to deliver against sales targets (assigned sales goals and metrics).

Identifies prospects and leads from a variety of sources, and vets them appropriately to maintain a robust sales pipeline. Gather relevant information about accounts to be used in the selling process. Collaborates with internal partners to customize solutions for successful new account acquisition.

Prepare presentations, negotiate/quote pricing and contract terms in collaboration with internal partners within the organization. Manages the onboarding of new customers to effectively transition from prospect to customer. Existing Account Management Partner with Sales Consultants to conduct account reviews.

Maintain and strengthen relationships at multiple levels of the decision-making hierarchy. Collaborates with field, virtual, and corporate accounts teams to establish and extend contractual terms, maximize category penetration, resolve issues, support initiatives such as group-wide property improvements, and new hotel openings/conversions.

Participate in regional and district meetings to support the territory sales team. Participate as needed at Trade Shows and Company Events. Uses a CRM system to promptly and accurately document sales activities, keep track of plans, pipeline development, and progress of prospective opportunities.

Generates reports and analytics to identify category opportunities, pricing strategies, corporate compliance, and progress towards revenue goals and objectives. Participates on project teams, communicates cross-functionally with internal departments, and performs other duties as assigned. Education: Bachelor's Degree or equivalent experience.

Business, Sales, Marketing, Hospitality preferred Experience: Minimum five years of successful sales experience Minimum of two years of sales experience focused on New Business Development/New Account Acquisition Experience with business travel and tradeshow representation Skills: Strong Professional telephone presence Polished professional presence and demeanor Exceptional verbal and written communication skills Proven relationship builder who proactively initiates connections with key stakeholders and team members Ability to present information to multiple levels of decision makers effectively Strong negotiation skills Resilient and persistent with a hunter's mentality and strong new business development orientation Ability to make decisions, exercise good judgement and work with limited supervision Ability to work under pressure and balance multiple tasks Strong proficiency with MS Office (Word, Excel, PowerPoint, Teams, and Outlook) as well as CRM (Salesforce.com) and analytical tools (Phocas, etc.).

Demonstrated success driving results, meeting deadlines, and achieving goals and objectives

OVERVIEW: Sysco is the global leader in foodservice distribution. With over 71,000 colleagues and a fleet of over 13,000 vehicles, Sysco operates approximately 333 distribution facilities worldwide and serves more than 700,000 customer locations.

We offer our colleagues the opportunity to grow personally and professionally, to contribute to the success of a dynamic organization, and to serve others in a manner that exceeds their expectations. We're looking for talented, hard-working individuals to join our team. Come grow with us and let us show you why Sysco is at the heart of food and service.

AFFIRMATIVE ACTION STATEMENT: Applicants must be currently authorized to work in the United States. We are proud to be an Equal Opportunity and Affirmative Action employer, and consider qualified applicants without regard to race, color, creed, religion, ancestry, national origin, sex, sexual orientation, gender identity, age, disability, veteran status or any other protected factor under federal, state or local law.

This opportunity is available through Sysco Corporation, its subsidiaries and affiliates. Sysco is the global leader in selling, marketing and distributing food products to restaurants, healthcare and educational facilities, lodging establishments and other customers who prepare meals away from home. Its family of products also includes equipment and supplies for the foodservice and hospitality industries.

With more than 71,000 colleagues, the company operates 333 distribution facilities worldwide and serves approximately 700,000 customer locations. For fiscal year 2022 that ended July 2, 2022, the company generated sales of more than $68 billion. Information about our Sustainability program, including Sysco's 2022 Sustainability Report and 2022 Diversity, Equity & Inclusion Report, can be found at www.sysco.com.