Market Development Lead

Company:  

US0736 Sysco To Go (Division of USA I)

Sales Territory:  

Zip Code:

77024

Travel Percentage:  

COMPENSATION INFORMATION:

The pay range provided is not indicative of Sysco’s actual pay range but is merely algorithmic and provided for generalized comparison.  Factors that may be used to determine rate of pay include specific skills, work location, work experience and other individualized factors

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 op