Director, Business Development

Director, Business Development

Reports To

VP, Sales Strategy & Business Development

Location

Ontario

Type

Full Time

Closing Date

March 28, 2025

Salary Range

$84,405$-$156,691

Company Overview

Sysco connects the world to share food and care for one another. Sysco leads from the heart of food and service to deliver the freshest of foods and ideas to restaurants, healthcare and educational facilities, lodging establishments and other customers who prepare meals away from home. Our customers can count on us to deliver on-point products and solutions since only Sysco is the global leader, sitting at the heart of innovation supply, delivery, culinary and more.

With over 57,000 colleagues and a fleet of over 13,000 vehicles, Sysco operates approximately 326 distribution facilities worldwide and serves more than 625,000 customer locations. For fiscal 2024 that ended July 2, 2024, the company generated sales of more than $68 billion USD.

Sysco, one of Canada's Best Employers 2024, as listed by Forbes, is dedicated to our global corporate social responsibility goals and to creating a diverse and inclusive workplace. We offer our colleagues the opportunity to grow personally and professionally, to contribute to the success of a dynamic organization, and to serve others in a manner that exceeds their expectations.

Sysco is more than just a place to work. Our passion for food and our customers has made us the industry leader. To remain on top, we will continue to think bigger, work harder and never give up. Are you ready to drive success?

For more information, visit www.sysco.ca or follow us @SyscoCanada at facebook.com/SyscoCanada; twitter.com/SyscoCanada or instagram.com/SyscoCanada

For a full list of opportunities, visit www.sysco.ca/careers

Role:

Responsible for managing and strategically executing the onboarding of new national chain account business. These responsibilities include leading and developing Business Development Managers, creating, and delivering disciplined business plans, integrating new business, strategizing, and executing plans, managing customer relationships, driving profitable new business growth, executing corporate strategic initiatives, and ensuring cross-functional alignment. The role also entails developing a communication framework to effectively disseminate information and initiatives to stakeholders.

The Director of Business Development must understand Canada's unique competitive landscape and represent Sysco at industry events and participation within trade associations. This role will work with cross functional leaders within Sysco Canada to develop strategies and models to support our national customers and maintain business profitability. Additionally, the role serves as a liaison between Sysco departments such as Merchandising, Finance, Marketing, Category Management, Sales Operations, Supply Chain, Revenue Management, Business Technology, and Sustainability.

Role Responsibilities:

• Works with Business Development Managers and is accountable for business development for national chain sales.
• Builds strategic sales plan that captures and builds Sysco fair share of the wallet in the various National Sales segments.
• Drives the achievement of the annual target in realized sales and annualized sales for the fiscal year comprised of brand-new customers to Sysco as well as a potential target list of lost customers to Sysco.
• Establishes positive working relationships with all departments in the Regions across Canada.
• Strategizes and coordinates with internal resources and departments to ensure customer service and financial objectives are developed and achieved for business development customers.
• Understands our customers' business and provides value-added solutions through products, services, tools, and information to help them succeed. Provides education, promotes offerings, and leverages these resources to drive business growth with targeted accounts.
• Works closely with potential customers, initiating business development opportunities, and following up on business retention after transfer to the National Account Manager (NAM), Contract Sales Consultant (SC), or Account Manager (AM).
• Works closely with the VP National Accounts, VP Sales Strategy & Business Development (VP SS & BD), as well as the Director's on prospect leads, development, and assignment of customers to National Account Managers (NAMs), Account Managers (Ams) and Contract Sales Consultants (SCs) when successful.
• Fully utilizes internal Customer Relationship Management (CRM) tools (including Sysco 360) to manage contacts and track opportunities and results.
• Addresses the Canadian senior leadership team on the selling environment and current market trends.
• Ability to use economic, financial, market and industry metrics to understand and improve business results; use one's understanding of major business functions, industry trends, and Sysco's position to contribute to effective business strategies and tactics.

Leadership Duties:

• Recruits, hires, and develops Business Development Managers. Supports talent through performance coaching, and career management practices, ensuring an appropriate level of functional knowledge for informed decision-making in talent development.
• Establishes clear performance goals, adapting them to changing business demands, and manages performance effectively by identifying and managing non-performers promptly and fairly. Recognizes and rewards top performance through base, incentive, and recognition programs.
• Provides coaching and support on fully utilizing internal CRM tools, including 360, to manage contacts and track opportunities and results effectively.
• Leads and communicates Sysco initiatives (Project Leads). Assists with the implementation of new processes, procedures and tools and ensuring understanding with team.
• Champions, advocates, sponsors and participates to drive employee engagement.
• Accountable for the accuracy of timecards, approvals, and scheduling of direct reports.

Supporting Responsibilities:

• Prepares and participates in requests for information/request for proposals.
• Prepares and participates in contract renewals & negotiations.
• Supports customer business review preparation to identify opportunities and build alignment. Leads the business review discussion with the customers.
• Participates in onboarding and offboarding of new customers & concepts.
• Regularly attend in-person or virtual customer meetings (topic points: Sales, Ops, etc.).
• Review Short Reports.
• Assists in business recovery where required.

Personal Responsibilities:

• Complies with Sysco's Food Safety Policy and procedures to ensure food safety, quality and legality requirements are met.
• Understands both the economic and cultural value that a safe organization with minimal environmental impact brings to an organization.
• Is willing to drive Environmental, Health and Safety performance by providing necessary resources and holding their team accountable to complying with EHS programs, policies, and requirements.
• Enables, champions and embraces an inclusive culture.
• Perform other duties as assigned.

Qualifications/Skills/Job Requirements (About you):

• 8+ years of national account sales experience, including at least 5 years of leadership experience.
• Post Secondary Degree or Diploma in a business-related field; equivalent experience may be considered.
• Advanced communication skills (verbal, written, presentations).
• Advanced knowledge of core business processes (customer planning and management, sales and distribution, financial reporting, training, quality assurance).
• Proficient in preparing a pre-tax assessment for prospects to maximize the profitability to Sysco.
• Strong relationship management skills to establish trust and credibility with associates, business leaders, and customers.
• Strong evaluation capabilities to interpret business needs and recommend effective solutions that meet business objectives.
• Ability to implement change management strategies using consultation, facilitation, negotiation, coaching, and mentoring skills.
• Demonstrated ability to coach and mentor peers and associates
• Strong interpersonal skills and ability to work with and influence a variety of key stakeholders.
• Intermediate proficiency with Salesforce, Microsoft Excel, Word, and PowerPoint.
• Valid driver's license with access to a vehicle may be required. Some travel required (up to 50%)
• Must understand profitability, profit and loss statements, and managing expenses.
• Bilingualism considered an asset.

Internal candidates apply via the Career Centre on your HR Portal / ADP Workforce Now.

External candidates submit cover letter & resume via www.sysco.ca/careers

Our Purpose:

Connecting the world to share food and care for one another

Our Mission:

Delivering success for our customers through industry-leading people, products and solutions

Our Identity:

Together we define our future of foodservice and supply chain

Sysco is committed to Employment Equity. Accommodations during the recruitment process are available upon request for candidates with disabilities.

Here's a sample of the many benefits Sysco colleagues enjoy:

Comprehensive Flexible Benefits including Health and Dental, Health Care Spending and Wellness Accounts Short-Term and Long-Term Disability Life Insurance Voluntary Optional Insurance Parental Leave Plan Company Pension Plan Group RRSP & TFSA Employee and Family Assistance Stock Purchase Plan Maple Virtual Care Unlimited on-line learning Sysco product discounts Preferred vendor discounts Colleague Resource Groups

(*benefits may vary based on location or bargaining unit)