Director, Business Development – Hospitality (FL, GA, Carolinas -Southeast)

US Foods is a leading American foodservice distributor that serves a wide range of customers, including restaurants, healthcare and hospitality businesses, government operations, and educational institutions. With a comprehensive portfolio of over 350,000 products, US Foods delivers innovative foodservice solutions, fresh and packaged food items, kitchen equipment, and supplies. The company prides itself on its commitment to quality, service excellence, and helping customers succeed through culinary expertise, innovative technology, and supply chain efficiency. Operating across the United States, US Foods supports a diverse customer base while emphasizing growth and adaptability in the competitive food distribution sector.

The position of Director, Business Development Hospitality at US Foods is a fully remote role open to candidates based anywhere in the United States except Hawaii and U.S. Territories. Preferred candidates are those located in Florida, Georgia, North Carolina, or South Carolina. This leadership role focuses on generating new business within the hospitality segments, including lodging, resorts, casinos, and golf/country clubs. As a key driver of business growth, the Director is responsible for prospecting, cold-calling, and generating qualified leads to recruit new hospitality customers. The position demands ownership and delivery of an annual new shipped sales target of $8.5 million, reflecting US Foods' ambitious growth objectives in national hospitality markets.

The successful candidate will identify and pursue multi-unit, regional, and national hospitality opportunities, particularly those involving complex organizational structures with centralized or executive decision-making authority. A critical aspect of this role involves developing and presenting US Foods' comprehensive value proposition to C-suite and senior hospitality executives, which includes merchandising solutions, supply chain capabilities, culinary resources, subject matter expertise, and advanced technology platforms. The Director will conduct detailed market basket analyses and financial assessments to identify revenue opportunities, effectively communicate value propositions, and address pricing or assortment variances.

A robust sales funnel must be built and managed diligently using CRM tools such as SOUS, keeping track of pipeline health, conversion rates, and sales cycle progressions. Strategic account targeting and territory planning aligned with national sales hospitality growth objectives are essential components of the role. Collaboration with internal stakeholders—including Field Sales, Operations, Finance, Merchandising, Culinary, Marketing, ROCs, and Logistics—is necessary to align resources and ensure smooth onboarding of new business.

This role also involves developing and supporting marketing and sales collateral specific to hospitality segments to enhance US Foods' market positioning and brand recognition. Identifying key hospitality industry events, associations, and forums where US Foods should be active is important to promote the company’s presence. Participation in targeted conferences, trade shows, and executive engagements will help establish US Foods as a trusted and value-driven partner in the hospitality industry. Furthermore, the Director will assist other Business Development team members in training and elevating hospitality win rates within the broader sales organization. The position requires frequent travel (50% to 75%) to build relationships and close deals effectively.

Overall, the Director, Business Development Hospitality is a high-impact role requiring a strategic thinker with a hunter mentality, excellent communication and organizational skills, and the ability to manage complex sales cycles. This role offers an annual incentive plan bonus along with comprehensive benefits to support the associate in achieving success while maintaining work-life balance through remote work flexibility.