Sr. Sales Manager

The National Restaurant Association and National Restaurant Association Educational Foundation are proud to be part of a highly respected industry, providing hospitality, opportunity, and quality of life. Much like the industry we represent, we have a dynamic, diverse, and inclusive culture, grounded in trust, hospitality, collaboration, and innovation. These are the core values that inspire our work, and what we are looking for in a Sr. Sales Manager for our Health and Safety products for the restaurant and retail industries.

The learning products offered by the National Restaurant Association, and its family of brands ServSafe, ServSuccess, National Registry of Food Safety Professionals, and American Hotel and Lodging Educational Institute, has led the way in training and certifying millions of current and future hospitality workers. We provide best-in-class food safety, risk mitigation, career development and leadership training to restauranteurs, hoteliers, food service businesses, retail operations and academic institutions across the world. We equip our global audience with innovative, engaging training utilizing multiple platforms, from textbooks to online resources, courses to mobile applications, with a focus on both compliance-driven and career-development suites.

As the Sr. Sales Manager you will be responsible for the execution of sales strategies, plans and initiatives that support industry risk mitigation and drives adoption and growth of the Business Services product lines. This role develops and manages relationships with key partners in both the restaurant and retail industries (including, but not limited to, grocery and convenience store brands) and collaborates directly with corporate contacts, while supporting and navigating franchise communities and regional grocery store banners to assist with program adoption and growth.

Ideal candidates bring a customer-centric, consultative sales approach with a proven track record of successfully introducing and executing sales programs designed to maximize product and customer penetration. The role requires a collaborative and creative, self-starter, with a strong sales hunter and analytical mindset. Must bring proven experience navigating lengthy and complex sales cycles, strong command of Salesforce and highly effective organizational skills and attention to detail. Prior experience selling SAAS or hardware services into grocery and/or convenience store formats highly desirable.

This is an individual contributor role that can operate fully remote within the Unites States, with a preference for candidates based in Orlando or Chicago. Approximately 25% travel anticipated for key account visits, tradeshows, and other industry events.

We are proud to offer our team members comprehensive benefits, designed to support their financial, professional, and personal well-being. In addition to outstanding healthcare coverage (medical, dental and vision), competitive salaries, generous vacation and leave time, we offer a matching 401(k) plan, a unique collection of corporate discounts and memberships, as well as programs to support career and skills development, including coaching, learning and tuition assistance, and so much more.

The work you will do as an integral member of our dynamic sales team, will positively impact our mission to continue to develop a strong industry workforce.

Responsibilities:

• Execute sales activities, achieve new product penetration volume goals, and drive to maximize all avenues of revenue growth.
• Consistently uncover and develop new business pipeline; identify prospective customers by utilizing market intelligence databases, as well as business directories. Follow up and closes leads from existing clients, participate in retail association meetings, and attend trade shows and conferences.
• Develop and maintain key relationships at all levels of the account, including C-Suite, Human Resources and Training Professionals, by identifying the needs of the customer and utilizing consultative selling approach.
• Determine and create sales plans and strategies and provide solutions for respective territory:
  • Forecast, develop, and manage pipeline, monitor progress against objectives.
  • Engage in quarterly reviews against target objectives.
  • Implement strategies and programs that will drive account interest, increase penetration, product mix adoption and brand profitability.
  • Incorporate new product and market opportunities into plans.
  • Utilize general management techniques to guide accounts, promote brands, and network while ensuring superior customer service.
• Follow sales team guidelines regarding contracts and technology development including providing accurate and effective documentation needed for implementation and execution.
• Assist in developing solutions to problems while working to build a collaborative relationship with customers, vendors, internal team members and other stakeholders.
• Effectively negotiate/administer all pricing and program contracts within assigned territory.
• Participate in the contract audit process to ensure compliance and renewal as appropriate.
• Maximize account profitability by negotiating the best obtainable price points, ensuring compliance to agreed upon pricing and account receivable terms.
• Effective and consistent use of Salesforce.com to manage territory, contacts, leads and tasks as well as build and manage opportunity pipeline.
• Effective use of LinkedIn Navigator or other lead generation software to source leads and industry contacts.
• Provide constructive suggestions for team and organizational improvement, while maintaining focus on the organization's strategic goals.
• Utilize standard sales principles in accomplishing strategic long-term sales revenue/profit goals of the Company and department.
• Provide feedback for Health and Safety National Accounts Channel Sales plan, considering industry trends, account needs and competition.
• Engage in effective and positive interactions with cross-functional departments and internal colleagues while following the Association mission and values and promoting Association culture.
• Share sales expertise and ideas to foster a collaborative and supportive environment, including coaching client services team members who assist with Sr. Sales Manager's accounts.
• Provide timely and effective communication to sales leadership, recapping sales and promotional activity, reporting business opportunities, results, trends, and competitive information.
• Partner with Channel Vice President, Restaurant & Foodservice to develop and implement programs for operators that support NRA objectives.
• Collaborate with accounting function and assist with collections of account receivables.
• Effectively manage travel budget.
• Work on special projects and other duties as required helping to promote department's success.

Requirements:

• Bachelor's degree preferred in any major and/or combination of experience.
• A minimum of 7+ years of experience with demonstrated skills in strategic selling of training, certification and e-learning products within the restaurant, retail, training market or related fields.
• Excellent prospecting and sales experience with a continuous learning mindset.
• Previous experience leveraging sales database or SalesForce.com.
• Ability to manage multi-location customers and/or large geography.
• Demonstrated track record of meeting or exceeding sales goal for consecutive years.
• Excellent presentation skills to key stakeholders from business owners, HR executives, Training and Development Directors, C-suite executives, and other decision makers or influencers.
• Strong familiarity with technology used to deliver e-learning, including use of high-level technical acumen (web services, API, etc.).
• Ability to understand and sell products effectively for two brands with differing systems and processes (ServSafe and National Registry).
• Demonstrated capacity to develop and build relationships, effectively and persuasively present and demonstrate products, negotiate, and close, and cultivate partnerships and alliances to drive sales and overall business.
• Ability to work as part of a team and to work independently; a self-initiator, versatile and assumes risk with responsibility.
• Strong organizational, time management, priority-setting and problem-solving skills, plus project management and business planning.
• Exceptional analytical and critical thinking skills.
• Thoughtful interpersonal and diplomacy skills; ability to interact and communicate effectively at all levels of organization.
• Significant communication skills in written and verbal formats; displays clear and concise manner.
• Mastery of Microsoft Office programs, such as Word, Excel, PowerPoint and Outlook. Ability to learn other software programs as needed and enter and maintain accurate data/information.
• Possess strong work ethic and high degree of integrity.
• Highly adaptable; ability to work well under pressure, within fast-paced and fluid environment.
• Capable strategic vision in areas of business, sales, and the hospitality industry, with sound decision making abilities.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, or national origin, age, disability status, genetic information and testing, family, and medical leave, protected veteran status, or any other characteristic protected by law. We strongly encourage women, minorities, people with disabilities and veterans to apply for our job openings. This commitment supports our policy of developing and capitalizing on the abilities of all our team members, as well as selecting, developing, and promoting those who are best qualified.