Corporate Institutional Sales Department Manager

6 days ago

Kearney, United States Cash-Wa Full time

Corporate Institutional Sales Department Manager

This position will be responsible for developing, growing, and enhancing sales & profitability within the institutional market segments which includes schools (public & private) and health care facilities (independent & chain accounts).  It may also include large daycare accounts, College & University, and corrections.

This position will manage the CWD School and Healthcare Specialist Team at all DC’s working closely with the Sr. Vice President – Multi-Unit Accounts and Institutional Sales.  While ideally this position will work out of the Kearney, Nebraska, office, it can work remotely with periodic travel to the corporate office as well as to visit clients, potential clients, and attend shows.  Other ideal locations include Lincoln, Omaha, Sioux Falls and Des Moines, although qualified candidates from North Dakota to Kansas will be considered.

Duties and Responsibilities

Below is a listing of major focus areas and responsibilities

  • Program Maintenance & Development
    • Manage the CWD School & Healthcare Specialist Team at all CWD DC’s.
    • Responsible for the team meeting pre-determined annual sales goals including total sales, margin dollars, and profit per stop.
    • Oversee all aspects of CWD’s corporate program(s) while continually reviewing for opportunities.
    • Review program product stocking lists at all CWD DCs and evaluate new products.
    • Work with Bid Team, School & Healthcare Specialists, Purchasing, & Category Managers to align stocking lists
    • Identify voids
    • Develop pricing programs and initiatives to feature preferred & private label brands
    • Focus on vendor consolidation
    • Corporately coordinate the CWD Health Care Specialist Team’s management of health care GPOs as well as the CWD Health Care Menu Program.
    • Coordinate the School & Healthcare Specialist Team members to develop & implement needed reporting, customer resources, and marketing materials.
  • New Business Development
    • Develop a prospect list, evaluate account profitability & work with the School & Healthcare Specialist Team to move target accounts through the sales funnel while focusing on meeting profitability and sales goals.
    • Coordinate Institutional Customer Bids on a corporate level working with DC bid teams.
    • Work with Bid Coordinators to generate and submit bids and proposals.
    • Coordinate the onboarding of new accounts and facilitate the transition of business to CWD.
    • Analyze current accounts and develop plans for account penetration with a focus on non-foods such as disposables, janitorial products, chemicals, and E&S. 
    • Analyze current accounts, GPO programs, and managed accounts for account penetration with a focus on CWD/UniPro brands.
  • Existing Account Maintenance  
    • Build relationships with assigned accounts.
    • Maintain customer account information in Customer Relationship Management platform (CRM).
    • Generate reports & evaluate and report on the profitability of accounts and account penetration. 
    • Establish & evaluate KPIs by account.
  • Public Relations
    • Assist in planning for and participating in meetings and shows which include CWD sponsored events as well as regional and state events for trade shows, educational seminars, foodservice events, etc.

QUALIFICATIONS

Education/Training/Experience:

  • High school graduate or equivalent required; advanced degree in Health Care, Nutrition or Dietetics preferred
  • 2 years of experience with sales and/or foodservice preferred
  • Knowledge of the National School Lunch Program, the Child & Adult Care Food Program, and health care industry regulations is preferred.

Knowledge/Skills/Abilities: 

  • Excellent organizational skills and ability to prioritize required.
  • Strong leadership & management skills.
  • Critical thinking and strong analytical skills.
  • Customer service focused
  • Ability to work independently and with team members.
  • Detail oriented.
  • Strong communication skills to include individual settings and small to large groups
  • Basic computer skills required with an emphasis on strong Excel skills

Travel: Some travel to include overnight stays

Benefits:

  • Immediate: Eligible for Paid holidays
  • 30 days: Discounted product rates
  • 60 days: Medical, Dental, Vision and Life insurance eligibility, 2 PTO days
  • 90 days: 401k contribution eligibility
  • 180 days: 2 PTO days
  • 1 year: 401k match eligibility, 8 PTO days, Company Paid Life & Short-Term Disability

As one of the largest privately-owned food service distributors in the Midwest our family-owned company has a history of building strong relationships. The continued growth of current and new markets allows for the addition of new talent to join our team. We're seeking great people looking for professional and personnel growth and a place to make a difference in people's lives. If you are interested in joining an innovative, supportive, values driven company, we invite you to consider a career with Sunflower Restaurant Supply a division of Cash-Wa Distributing.

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