Business Development Manager - Management Groups - GWW - US

Who We Are

Guest Worldwide is a global collective of dynamic, industry-leading companies with more than 40 years of unparalleled experience serving the unique needs of diverse markets in every corner of the world. From providing full-spectrum hospitality and distribution solutions at Guest Supply® and manufacturing award-winning personal care amenities at Gilchrist & Soames, to manufacturing versatile and innovative product assortments that create smarter textile solutions at Manchester Mills, we’re proud to provide products to more than 25,000 hotels in over 100 countries. Guest Worldwide is a wholly owned subsidiary of Sysco – an industry leading, global food and beverage distribution company, employing thousands of employees worldwide and home to the 13th largest sales organization in the world. Learn more by visiting www.guestworldwide.com

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