Steven Frasso
Winchester
Summary
Dynamic Area Business Development Manager with a proven track record at US Foods, excelling in key account development and contract negotiation. Successfully opened 48 new accounts, generating over $6M in revenue. Adept at strategic planning and coaching teams to achieve high-impact results in competitive markets.
Overview
7
7
years of professional experience
Work History
Area Business Development Manager
US Foods
04.2023 - Current
- Build and manage relationships with high-value hospitality, golf, resort, and catering accounts to drive revenue and long-term retention.
- Lead contract negotiations in partnership with GPO organizations to secure new and expansion accounts.
- Supervise, mentor, and coach sales account executives to support team-based selling and strategic territory execution.
- Opened 48 new accounts and generated $6M+ in revenue during the 2024 sales year.
- Manage an active prospect pipeline valued at $89M in potential revenue, prioritizing high-impact opportunities.
- Closed strategic hospitality wins including Pali Group Hotels, Murrieta Hot Springs Resort, Hilton LAX, Indian Wells Resort, and Command Performance Catering.
- Southern California - Area Business Development Manager
Sales Consultant
Sysco
01.2022 - 03.2023
- Managed a diversified route while driving distribution expansion and product mix growth.
- Opened 10 new accounts in the first 9 months and achieved 140% to monthly bonus targets.
- Partnered with brokers and vendors to execute aligned go-to-market and growth initiatives.
- Achieved 18% YOY sales growth and 51% YOY brand portfolio lift.
- Delivered 5 consecutive months of record growth.
- Southern California - Sales Consultant
Regional Sales Manager
Lost Coast Brewing Company
09.2018 - 01.2020
- Managed wholesaler relationships across multiple states including Nevada and Arizona.
- Used VIP and Karma reporting tools to track distribution, velocity, and promotional execution.
- Oversaw chain accounts including Sprouts Farmers Market, Lazy Dog Café, Phil's BBQ, and major casino properties.
- Drove 17% CE growth in Inland Empire & San Diego in 2019, leading Southern CA region performance.
- Increased Nevada market volume 2% YOY and Phoenix/Tucson markets by 4% YOY.
- Regional Sales Manager - Southern CA / Nevada / Arizona
Education
Diploma -
Mira Costa High School
Manhattan Beach, CASkills
- Key Account Development
- GPO Partnerships
- Contract Negotiation
- Prospecting Strategy
- Cross-Functional Leadership
- Salesforce CRM
- Stakeholder communication
- Market Expansion
- Contract negotiation
- Customer relationship management
- Strategic planning
- Account management
- Coaching and mentoring
Timeline
Area Business Development Manager
US Foods
04.2023 - Current
Sales Consultant
Sysco
01.2022 - 03.2023
Regional Sales Manager
Lost Coast Brewing Company
09.2018 - 01.2020
Diploma -
Mira Costa High School