Position Summary
The New Business Development Sales Representative is responsible for driving profitable new business growth throughout Duluth, MN and Dresser, WI markets across soft drink, fountain, vending, coffee, and other Foodservice solutions.
About us:
Bernick's is a family-owned company, and we are a wholesale distributor of Pepsi products, beverages, fountain drinks, MillerCoors beer, vending products, food services, cannabis, and our newest product line, nicotine and lifestyle pouches. We sell our products throughout central and northern MN and western WI. As part of our team, you help us create an experience that makes customers say, "Bernick's is our preferred partner!"
Essential Responsibilities and Duties
- Drive new business development within the assigned territory by identifying, prospecting, and securing new Vending and Foodservice accounts.
- Conduct consistent prospecting activities, including cold calling, in-person prospecting, networking, referrals, lead follow-up, and other business development activities to build and maintain a strong pipeline of qualified opportunities.
- Develop relationships with customers, prospects, community contacts, business organizations, and industry partners to generate referrals, uncover opportunities, and strengthen Bernick's presence within the market.
- Evaluate customer needs and recommend appropriate solutions across soft drink, fountain, vending, coffee, equipment, and related Foodservice offerings.
- Develop proformas and financial analyses to evaluate the profitability and overall value of prospective business, and negotiate pricing, programs, equipment solutions, and other business terms within established company guidelines while balancing customer needs with profitability objectives.
- Prepare professional sales proposals and conduct customer presentations that clearly communicate Bernick's products, services, capabilities, and overall value proposition.
- Manage opportunities throughout the sales process, from initial prospecting and qualification through proposal, negotiation, close, implementation, and customer transition using the company’s CRM system.
- Partner with Operations, Service, Sales, and other internal teams to ensure new accounts are operationally feasible and successfully transitioned from the sales process through installation and ongoing service.
- Represent Bernick's professionally within the community and marketplace, developing relationships that increase brand awareness and create future business opportunities.
- Perform other similar or related duties as requested or assigned.
- Demonstrated experience with prospecting, relationship building, customer presentations, and closing new business is strongly preferred.
Knowledge, Skills & Qualifications
- Demonstrated ability to develop new customer relationships and confidently prospect for new business through cold calling, networking, referrals, and in-person engagement.
- Strong consultative selling and relationship-building skills with the ability to identify customer needs and translate those needs into effective business solutions.
- Business and financial acumen with the ability to understand pricing, margins, profitability, equipment investments, rebates, and other components of a customer proposal.
- Strong negotiation, presentation, and verbal and written communication skills.
- Ability to independently manage a sales territory and maintain an organized pipeline of prospects and opportunities.
- Strong planning, prioritization, organization, time-management, and project-management skills with excellent attention to detail.
- Proficiency with Microsoft Office applications and the ability to effectively utilize CRM and other business systems.
- Ability to solve practical and complex business problems using sound judgment, adaptability, and a positive, solutions-oriented approach.
- Ability to remain professional and solutions-focused when navigating customer concerns, negotiations, or other challenging situations.
Requirements
Education & Experience
- High school diploma or equivalent required.
- Bachelor's degree in Sales, Marketing, Business, or a related field preferred.
- One or more years of business-to-business sales, business development, account management, or related experience preferred.
- Previous experience in Foodservice, vending, beverage, hospitality, distribution, route-based businesses, or a related industry is preferred.
Physical Demands & Working Conditions
- Ability to lift and/or move up to 25lbs
- Regular travel throughout the assigned market, with travel of up to approximately 200 miles per day based on business needs.
- Occasional overnight travel between markets or other company locations may be required.
- Ability to work in a variety of customer and market environments, including indoor and outdoor locations and changing weather conditions.
- Position requires regular driving, customer-site visits, walking, standing, and entering commercial, warehouse, Foodservice, and other customer environments.
- Work schedule may occasionally require flexibility to accommodate customer meetings, installations, business events, or other market needs.
- Must possess a valid driver's license and maintain a driving record that meets company standards
- Must be able to handle or transport products that may contain alcohol or pork.