Market Development Lead

Purpose: Purpose: To establish comprehensive guidelines for Market Development Lead in managing territory development, customer acquisition, and business growth while ensuring exceptional service delivery and market penetration. This SOP provides a framework for consistent execution of business development strategies while maintaining high standards in customer engagement and service delivery.

Scope: This SOP applies to all Market Development Lead managing assigned territories. It encompasses responsibilities including customer acquisition, relationship management, market development, and strategic implementation of sales initiatives. The scope extends to interactions with customers, store operations, corporate teams, and cross-functional departments.

Background: Market Development Lead play a pivotal role in establishing market presence and delivering exceptional customer experiences. They are responsible for executing company directives, managing territory development, overseeing customer relationships, and maintaining high service standards. Their position is crucial in optimizing market penetration and contributing to overall business growth.

Definitions

• Target Customers: Food service operators including restaurants, food trucks, caterers, and related businesses

• Territory: Designated geographic area assigned to the Business Development Colleague

• STG: Company's service/product offering

• KPI: Key Performance Indicator

• Door-to-Door Engagement: Direct customer outreach at business locations

• Conversion Rate: Percentage of prospects converted to customers

• Customer Lifecycle: Stages of customer relationship from acquisition through retention

• Market Penetration: Measure of company's sales volume relative to total market potential

• ROI: Return on Investment for business development activities

• LTV: Lifetime Value of a customer

• CAC: Customer Acquisition Cost

Procedures

Territory Management and Planning:

• Conduct comprehensive market analysis of assigned territory

• Create detailed territory coverage plans and efficient routes

• Map existing customers and identify high-potential zones

• Analyze competitor presence and market opportunities

• Develop strategic approach for different market segments

• Maintain accurate territory profiles and customer databases

• Set and track territory-specific goals and metrics

• Implement systematic prospecting strategies

• For comprehensive guidance on territory planning, consult the Territory Management SOP

Customer Acquisition and Business Development:

• Execute targeted door-to-door engagement campaigns

• Develop and maintain prospect lists aligned with market demographics

• Follow all customer qualification criteria

• Document all customer interactions

• Track conversion metrics and success rates

• Implement lead scoring and prioritization systems

• Monitor competitive intelligence and market trends

• For specific details on customer acquisition, refer to the Sales Process SOP

Insight Sharing:

• Participate in daily feedback collection meetings

• Relay critical customer insights to management

• Identify trends and patterns in customer responses

• Propose solutions to common customer concerns

• Collaborate with cross-functional teams

• Track resolution progress and implementation results

• Monitor customer satisfaction metrics

• Document all feedback and resolutions systematically

Ongoing Customer Management:

• Maintain regular customer contact through scheduled visits

• Conduct quarterly business reviews with key accounts

• Provide in-store customer advisory services

• Track customer satisfaction and engagement metrics

• Identify and execute growth opportunities

• Monitor customer buying patterns and preferences

• Implement customer retention strategies

• Facilitate cross-departmental support when needed

Communication and Documentation:

• Maintain professional communication standards

• Submit daily activity reports and weekly updates

• Prepare monthly performance summaries

• Document customer success stories and testimonials

• Report competitive intelligence and market insights

• Maintain accurate customer records and contact information

• Follow communication protocols for escalations

Financial Management:

• Track and report territory performance metrics

• Monitor customer profitability and growth

• Manage territory expenses and budgets

• Submit timely expense reports and documentation

• Analyze territory ROI and efficiency metrics

• Identify cost-saving opportunities

• Participate in financial planning and forecasting

Safety and Compliance:

• Maintain valid driver's license and clean driving record

• Ensure proper insurance coverage

• Follow company safety protocols

• Protect customer information and maintain confidentiality

• Complete required certifications and training

• Adhere to all company policies and procedures

• Report any incidents or concerns promptly

Additional Duties

Field Duties:

• Business Development Colleagues may be required to perform:

• Supporting store opening initiatives

• Participating in market research projects

• Contributing to strategy development

• Mentoring new team members

• Representing the company at industry events

• Participating in cross-functional projects

Compliance:

Business Development Colleagues are expected to adhere to this SOP, as well as all company policies and procedures. Failure to comply may result in disciplinary action. Colleagues are also responsible for:

• Maintaining professional standards in all customer interactions

• Following all safety and compliance protocols

• Protecting confidential information

• Completing required training and certifications

• Submitting accurate and timely reports

• Meeting performance metrics and goals

• Contributing to continuous improvement initiatives

This comprehensive SOP provides a comprehensive framework for Business Solutions Supervisors to effectively manage their responsibilities and territories. It should be reviewed regularly and updated as needed to reflect changes in processes, technologies, or company policies. Business Solutions Supervisors play a critical role in driving company success and are expected to continuously seek ways to improve market penetration, team performance, and customer satisfaction.

Preferred Qualifications

Bi-Lingual (English and Spanish)

Restaurant Management, Foodservice Outside Sales, Chef Experience preferred

4-7+ years of sales experience, ideally in the food service industry.

Certificates, Licenses, and Registrations

Valid driver's license with a "clean" driving record (including no multiple DUIs within the last 2 years)

Current automobile insurance with the following limits of liability: Bodily injury - $100,000 each person and $300,000 each accident; property damage - $100,000 is required

Requirement

• High school diploma

• Submit to pre-employment testing (Drug Screen, Background Check).

• Must sign Sysco Protective Covenants Agreement.

• Reside or willing to relocate to the geographical vicinity of territory.

Professional Skills

• Basic PC skills and proficiency with MS Office.

• Ability to read, write, speak English.