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The Director, Business Development – Hospitality is responsible for identifying, pursuing, and closing new business opportunities within the Hospitality segment, with a specific focus on full-service hotels and resorts, casinos (excluding Las Vegas and Atlantic City), and golf/country clubs.This role is a pure new-business “hunter” position with regional scope (Southeast, Northeast, Central and West) accountable for developing and executing growth strategies that expand US Foods’ presence and reputation as a preferred partner within these hospitality verticals. The position requires effective networking, executive-level selling, long-cycle deal management, and the ability to articulate and deliver a differentiated US Foods value proposition to senior decision-makers.
The Director will analyze market dynamics, build strategic relationships, lead high-level sales pursuits, and collaborate cross-functionally to secure and onboard new customer business while driving sustainable, profitable growth.
The work for the Director Business Development Hospitality position is completely remote anywhere in the United States except Hawaii or United States Territories. Preferred locations: New York or New Jersey
RESPONSIBILITIES
Prospect, cold-call, and generate qualified leads to recruit new hospitality customer business within lodging, resort, casino, and golf/country club segments.
Own and deliver an annual shipped sales target of $8.5MM in new customer business.
Identify and pursue multi-unit, regional, and national hospitality opportunities, including complex organizations with centralized or executive-level decision-making.
Develop, present, and sell US Foods’ full value proposition to C-suite and senior hospitality executives, including merchandising solutions, supply chain capabilities, culinary resources, subject matter expertise, and technology platforms.
Conduct market basket analyses and financial assessments to identify opportunities, communicate value, and address pricing or assortment variances.
Build and manage a robust sales funnel using SOUS and other CRM tools, tracking pipeline health, conversion rates, and sales-cycle progression.
Create and execute account targeting and territory strategies aligned with National Sales hospitality growth objectives.
Collaborate with internal stakeholders—including Field Sales, Operations, Finance, Merchandising, Culinary, Marketing, ROCs, and Logistics—to align resources and ensure successful close and onboarding of new business.
Develop and support marketing and sales collateral specific to hospitality segments to strengthen US Foods’ market positioning and brand awareness.
Identify key hospitality industry events, associations, and forums; recommend US Foods participation and represent the company at targeted conferences, trade shows, and executive engagements.
Establish US Foods as a trusted, value-driven partner through thought leadership, relationship building, and consistent executive engagement.
Work with other Business Development team members to help train and elevate our hospitality win-rates within our Area Business Development Manager sales team.
Other duties as assigned by manager.
RELATIONSHIPS
Internal: Direct interaction with senior leadership, National Sales teams, field sales, business solutions and cross-functional partners throughout US Foods.
External: Executive-level decision-makers within lodging, resort, casino, and golf/country club organizations.
WORK ENVIRONMENT
Remote: This role is fully remote, and the associate is expected to perform assigned responsibilities from a home-based environment.
MINIMUM QUALIFICATIONS
Related Experience:
Minimum 7 years of progressive sales or business development experience preferred.
Direct industry experience required within lodging, resorts, casinos, and/or golf/country clubs.
Proven success in new business acquisition, executive-level selling, and managing long sales cycles.
Knowledge/Skills/Abilities:
Strong executive presence with the ability to build credibility and trust at the C-suite level.
Demonstrated hunter mentality with a track record of opening new accounts and driving incremental growth.
Strategic thinker with strong business acumen and the ability to translate customer needs into compelling value propositions.
Excellent oral and written communication skills, with strong organizational skills and follow-through.
Ability to influence without authority and effectively lead cross-functional teams toward common objectives.
Results-oriented mindset with the ability to manage complexity and ambiguity in a national sales environment.
Frequent Travel 50% to 75%
EDUCATION
Bachelor’s degree in Business, Hospitality Management, or a related field required, or equivalent relevant work experience.
PREFERRED QUALIFICATIONS
Experience in Hospitality Foodservice within the Lodging, Casino and/or Golf/ Country Club segments.
This role will also receive annual incentive plan bonus.
Benefits for this role may include health insurance, pre-tax spending accounts, retirement benefits, paid time off, short-term and long-term disability, employee stock purchase plan, and life insurance.
To review available benefits, please click here: https://www.usfoods.com/careers/benefits.html
#hospitality
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Compensation depends on relevant experience and/or education, specific skills, function, geographic location, and other factors as applicable by law (for example: state or local minimum wage thresholds). The expected base rate for this role is between
$115,000 - $215,000***EOE – Race/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Age/Genetic Information/Protected Veteran/Disability Status***
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