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US Regional/International Territory Sales Manager- Foodservice Division

1 month ago

Louisville, United States Winston Industries Full time

Job Overview:

This position will be responsible for sales and account management with some of our most strategic US Key Accounts as well as assigned general US & International markets. While there isn't a "normal" day when you are in sales, a significant part of your time will be focus on Rep/Distributor partners as well as the strategic accounts. This includes working closely with franchisees, corporate engineering, operations, purchasing, and their distribution channels.

Outside of the strategic accounts and international areas, this position will also be responsible for managing sales efforts for all customers within the assigned USA region. This will include providing support to our manufacturing reps, industry consultants, local associations, and other customers in the assigned region. Given the scope of work, we estimate approximately 30-50% travel.

Our ideal candidate would originally come from restaurant operations or a culinary background; transitioned into a sales role several years ago. They would have grown within their position and worked with some of the top largest restaurant chains out there. As a result, they have strong relationships with franchisees and corporate employees. From a skill aspect, they are highly organized that pride themselves in follow-up. Although they are engineering minded, they knew that wasn't the right call for them as they would have been bored sitting at a desk every day. Outside of these traits, which admittedly make them a "unicorn," a qualified candidate knows that the industry is still a dumpster-fire these days but are ready to work for a company that thinks differently and isn't interested in selling to a huge conglomerate...nor become one of them.

Outside of the foodservice industry, we are a multi-divisional manufacturing organization that specializes in metal fabrication and electronics (like circuit boards). Our Foodservice Division is still our largest division, which helps us reward our employees with meals fairly regularly. Feeding people tends to make everyone happy, which has probably helped us to earn the certification with Great Places to Work™ for two straight years. Winston is one of only three other manufacturers in Kentucky to earn it, so we can't suck too bad.

Job Requirements

  • 5+ years' experience in foodservice industry and MUST include either of the following:
    • Sales experience selling to National/Key Accounts, equipment preferred
    • Regional sales manager or Manufacturer's Representative
    • Operations and/or Engineering experience within a Top 20 Restaurant Chain
  • Strong ability to utilize all applicable technologies (Microsoft Office Suite, CRM, etc.). Using CRM without complaints is a huge plus.
  • Experience with Oracle database, PL/SQL Reporting Services, Oracle Discoverer, Oracle Form builder, MRP/ERP systems.
Primary Job Responsibilities
  • Develops strong relationships with accounts and solicits orders from accounts within assigned area through cold calls, canvassing, lead follow-up, networking, travel, and facilitation through distribution partners.
  • Support and manage external distribution partnerships (reps, dealers, distributors, etc) through frequent communication, facilitation of product and/or service training, joint sales calls, and developing alignment to business objectives together.
  • Expand existing relationships with focus market segments within the area and liaise with both regional franchisee and corporate personnel on engineering, product development, purchasing, and operational initiatives.
  • Develop product and operational recommendations to prospective customers, supported by heightened knowledge of pricing, performance, and operational benefits of Winston equipment over their competitors.
  • Responsible for the training and demonstration of Winston products in seminars, open houses, etc.; by coordinating partnership support and/or directly completing tasks.
  • Assist to develop marketing and sales strategies for all identified accounts that will increase sales, profitability, and market saturation.
  • Utilize identified electronic methods (CRM) for measuring, monitoring, and managing sales activity for against goals.
  • Successfully achieve sales goals, while meeting budgetary compliance for sales.
  • Completing applicable reports against sales objectives and maintaining compliance of other assigned administrative duties.
  • Prepare business plans and budget projections for sales department and assist in prioritization of sales-related marketing requests with Manager of Marketing.
  • Develop product pricing recommendations, aligned with maximizing revenue and overall profitability.
  • Build relationships and support of Winston Products.
  • Complete market analysis, competitive analysis, and favorable testimonials.
  • Reviews and assists with communication of delivery dates with customer and distribution network based on manufacturing production, delivery times, and external logistical releases.
  • Participate in trade associations to establish a network of prospective customers that recognize Winston's commitment to their interests and overall success.