Area Business Development Manager

The Area Business Development Manager is responsible for driving new account growth within an assigned Area, with particular emphasis on opportunities created through Group Purchasing Organization (GPO) partners. The role focuses on meeting revenue and profit objectives while supporting broader Area growth goals for US Foods.

Role Overview

This position prospect and closes new account business in an assigned Area. Growth efforts are centered on customers signed up through GPO partner programs, including selling through an intermediary channel. Performance is measured by the ability to exceed revenue and profit targets while contributing to Area expansion.

Responsibilities

• Promote and sell products, services, and solutions to potential customers through US Foods GPO partner programs.
• Generate new account revenue aligned to organization, individual targets, and Area quotas.
• Identify key targets in the Area and secure alignment with RVP National Sales and Area VP, National Sales.
• Track and monitor pipeline and business development opportunities to move customers through the full sales cycle.
• Drive organizational alignment and coordinate resources across Finance, Operations, Merchandising, and Logistics to support the value proposition and onboarding of customers.
• Support central onboarding and Area teams to facilitate successful account transition to Account Executives and, when applicable, Sales & Service Directors.
• Attend training and follow the sales process and selling techniques for GPO programs, including required documentation and reporting.
• Build strong expertise in the value propositions of key GPO partners to ensure customer-facing promises remain within contractual boundaries.
• Monitor and evaluate sales training programs, assess results, and recommend improvements to support the delivery of revenue and profit objectives.
• Assist RVP National Sales and Area VP, National Sales with developing sales objectives and strategies to maximize profitability potential.

Requirements

• Bachelor’s degree in a related field or equivalent work experience is required.
• Minimum 7 years of demonstrated success selling new accounts or significantly increasing penetration of existing accounts, preferably in foodservice.
• Prior demonstrated success in new business development sales through intermediaries.
• Overnight travel may be required to attend trainings, meetings, or other company events.
• Strong interpersonal skills with the ability to build relationships internally and externally.
• Ability to leverage relationships to achieve business goals and operate effectively in a matrix environment.
• Excellent oral and written communication skills, strong organizational skills, and strong follow-through.
• Working knowledge of Microsoft Office products is a plus.
• Ability to work under pressure while meeting deadlines.
• Ability to follow a consistent sales methodology, supported by a personal track record for closing sales.

Technologies

• Microsoft Office products

Compensation

USD 75,000 - 120,000 per year.

Benefits

• Annual incentive plan bonus (may apply)
• Health insurance
• Pre-tax spending accounts
• Retirement benefits
• Paid time off
• Short-term and long-term disability
• Employee stock purchase plan
• Life insurance

Supervision

None

Working Relationships

• Internal: Direct contact with senior-level staff and sales associates throughout the organization.
• External: Executive level of potential customers.

Work Location and Physical Requirements

Nashville, TN (onsite). Physical requirements include working in an Area or home office environment.