Regional Contract Business Development Manager

Job description

The Contract New Business Developer is a Contract Sales-aligned new business leadership role responsible for driving profitable growth by identifying, developing, and securing larger, complex contract opportunities across Local Contract Customers (LC1) and select Corporate Multi-Unit (CMU) segments. The role focuses on planned, pipeline-driven growth and partners closely with Region Vice Presidents of Contract Sales, the National Sales New Business Development Team, Region Contract Managers, Region Bid Sales Managers, Market Vice Presidents of Contract Sales, Customer Experience, Specialty and other cross-functional stakeholders to deliver integrated, customer-centric solutions.

Leveraging advanced analytics, disciplined opportunity management, and a team-based selling approach, the Contract New Business Developer builds and manages a credible pipeline of high-value prospects, coordinates proposal and contract development activities, and leads strategic engagements from initial targeting through contract execution. This role requires a strong understanding of contract sales models, compliance requirements, and complex customer needs, with an emphasis on concept-level thinking, multi-location growth strategies, and long-term customer value creation.

The Contract New Business Developer plays a critical role in accelerating Contract Sales growth by ensuring the right opportunities are pursued with focus, rigor, and cross-functional alignment, while transitioning successfully awarded business into sustained execution and ownership within the Contract Sales organization.

Duties and Responsibilities

Drive profitable new business growth by identifying, targeting, and securing larger, complex contract sales opportunities in alignment with Contract Sales strategy and financial objectives. Build, manage, and maintain a disciplined, credible new business pipeline focused on higher-value contract opportunities by leveraging advanced analytics, market insights, and strategic prospect targeting to prioritize effort and maximize conversion.

Lead complex, team-based selling efforts by partnering closely with Region Contract Managers, Region Bid Sales Managers, Contract Sales leadership, Market Contract Sales leadership, Customer Experience, Specialty, and other cross-functional teams to develop integrated, customer-focused solutions that meet prospect needs. Coordinate and manage proposal, bid, and contract development activities for targeted opportunities, ensuring accuracy, value alignment, and compliance with pricing, contracting, and approval requirements while supporting timely execution and decision-making.

Engage Regional Vice Presidents of Contract Sales and other contract sales leadership to review pipeline performance, assess opportunity health, identify risks or barriers, and align on actions required to advance strategic opportunities. Lead strategic prospect engagement from initial targeting through contract award, including conducting discovery, presenting value propositions, negotiating terms as appropriate, and supporting a smooth transition of awarded business into ongoing Contract Sales execution and ownership.

Qualifications

Education Required: High School Diploma or GED Education Preferred: 4-year bachelor’s degree in Business Administration, Sales, Marketing, Hospitality or Culinary Arts, Finance, Accounting or related field Experience Required: 3+ years of relevant sales experience in a business-to-business professional sales environment Experience Preferred: 3+ years of relevant sales experience in a contract sales role within foodservice distribution, and 2 or more years with a proven track record of new business development Skills and Abilities:

• Strong consultative selling and business development skills, with the ability to identify, position, and secure complex contract opportunities with sophisticated customers
• Demonstrated ability to manage disciplined sales pipelines, leveraging analytics and insights to prioritize opportunities and drive consistent conversion
• Solid financial acumen, including the ability to understand pricing structures, margin drivers, and profitability implications within contract-based agreements.
• Strong understanding of contract sales models, compliance requirements, and approval processes within foodservice distribution
• Ability to lead and influence cross‑functional teams in a team‑based selling environment to deliver integrated, customer‑focused solutions
• Proficiency in the use of CRM and proprietary sales tools for opportunity management, forecasting, and reporting
• Excellent organizational and project management skills, with the ability to manage multiple complex opportunities simultaneously while meeting deadlines
• Strong interpersonal and communication skills, with the ability to engage and influence internal stakeholders and external customers
• Ability to analyze market trends, customer needs, and competitive dynamics to inform targeting and sales strategy
• Demonstrated ability to adapt to change, exercise sound judgment, and execute effectively in a fast‑paced, performance‑driven environment Physical Demands: Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job.

Travel Requirements

25-50 of time may require travel Work Environment: Remote with travel to customer locations, Sysco facilities or operating sites