New Business Manager, Charlotte

This opportunity is with a leading foodservice distribution company committed to helping their customers grow by providing innovative products, services, and solutions. The company has an extensive footprint and a strong market presence, serving a wide range of clients across various foodservice segments. They are dedicated to excellence in customer service, product quality, and driving growth for both their clients and employees. Known for its dynamic culture and focus on professional development, the organization seeks skilled and motivated individuals to join their sales team and significantly contribute to their business objectives.

The role in question is that of a New Business Manager within the division. This position focuses on developing a sound business plan to capture and penetrate market share with the division's footprint, targeting division customers who have sales potential greater than $0.5 million annually. The primary responsibility includes generating new account revenue aligned with established organization and individual targets and quotas — a minimum of $2 million in the first year and $6 million annually in the subsequent years, or as agreed with the Division President and VP Sales.

This role requires leveraging Key Performance Indicators (KPIs) such as opening highest-potential new accounts, sales dollars, and gross profit dollars from new accounts. The New Business Manager is responsible for sourcing, pursuing, securing, and developing the highest potential new business opportunities that can later be transitioned to a Territory Manager. Maintaining a robust pipeline of emerging high-potential clients and continuously researching potential customer needs, including menu design, business size, and supplier relationships, is expected.

In addition, the New Business Manager must stay well-informed about market conditions, product innovations, competitors' offerings, prices, and sales trends to provide value-added services to customers by sharing new menu ideas and product opportunities. Collaboration with Category and Segment Specialists is key to creating order guides and pricing proposals for prospective accounts, enabling the presentation of compelling offerings.

The role also involves completing new customer credit applications and working closely with Customer Solutions Coordinators, Sales Coordinators, and Territory Managers to ensure an efficient onboarding process and seamless account handoff. Proficiency with company IT tools and databases for lead generation and opportunity tracking is essential. Communication with District Sales Managers about field intelligence and observations is also critical.

Selective involvement in the SOS process for recently opened new business accounts considered at risk of churn is required — conducting regular customer visits, addressing concerns, modifying offerings or pricing when necessary, and conducting Customer Business Reviews (CBRs) for critical clients as requested. Maintaining ongoing relationships with key decision-makers and leveraging industry contacts to follow decision-makers as they move within the industry is vital.

Participation in sales meetings, food shows, and other industry events to network with prospective accounts is expected. The New Business Manager will also share insights and sales techniques with Territory Managers in 1-2 sales meetings annually, focusing on onboarding, account research, penetration strategies, warming, and closing methods.

This role typically requires a high school diploma or equivalent, with preference given to candidates holding a Bachelor's Degree. At least three years of sales experience—specifically, three years opening accounts with sales potential higher than $0.5 million, ideally within the foodservice industry—is a must. Exceptional sales, interpersonal skills, and demonstrated success in converting high-potential new accounts are essential. Overnight travel may be necessary to attend training, meetings, or other company events.

Strong communication, negotiation, and interpersonal skills are required, along with the ability to build and leverage relationships both internally and externally to achieve business goals. Presenting confidently to large groups and delivering creative, compelling presentations are important aspects of this role. The ideal candidate is highly motivated, results-driven, able to work autonomously, detail-oriented, and capable of working under pressure to meet tight deadlines. Proficiency in Microsoft Word, Excel, and PowerPoint is mandatory.

This position offers incentive compensation and a comprehensive benefits package, which includes health insurance, pre-tax spending accounts, retirement benefits, paid time off, short-term and long-term disability, an employee stock purchase plan, and life insurance. The organization fosters a collaborative, supportive environment where employees are empowered to excel and grow professionally.