Regional Contract Manager
3 weeks ago
Job Summary:
This position is responsible for promoting the company’s products and services and for building relationships with new and existing LCC accounts. The focus is to serve as a concept sales lead or “Lead House” (Lead House is defined as a LCC concept that has an increased level of complexity due to multiple locations that span two or more Sysco operating regions or a concept with more than 5 primary locations) for
This position will be accountable for the strategic sales planning & execution of the LCC-Lead House account customers within their designated sales territory with the ultimate goal of driving profitable volume growth. The role will require effectively managing customers as they transition from the Business Development team over to the Regional Contract Sales team and Customer Experience teams (e.g., Field CEx, HQ COE, and Back Office support). Additionally, this role will be accountable for P&L management, execution of corporate strategic initiatives, cross-functional alignment and responsible for effectively cascading information and initiatives to appropriate stakeholders at the national and local level.
Duties and Responsibilities:
Achieve Sales, Gross Profit, and Delivered-Margin Financial Plan for their group of customers.
Develop medium to long-term sales plans and prepare strategies to protect, grow and diversify the relationship with targeted customers
Serve as “Lead House” by coordinating across regions (including local contract sales team and customer experience team) to drive opportunities from the HQ to the local level and ensure sales solution needs are met
Responsible for cross-functional customer alignment, customer wiring, top-to-tops (drive bi-annual/annual customer meetings with C suite executives of customer and Sysco) and build customer partnerships that allow us to align our procurement, trade management and customer experience teams in opportunities that will create value for both Sysco and the Customer
In coordination with HQ COE, manage contracts, terms, and conditions including the customer MDA (Master Distribution Agreement), Amendments, extensions, renewals, letters of intent, limited time offers.
Fully leverage Sysco’s proprietary CRM tool in the management of sales planning, prospecting opportunity tracking, task management, and daily customer engagement and drive productive utilization of the tool among team members
Support face-to-face and remote sales to new locations and new opportunity sales to existing customers
Create sales bids/proposals/presentations and conduct product demonstrations/cuttings
Education Required:
High School diploma or equivalent
Education Preferred:
Bachelor’s degree in business, Sales, Marketing, Hospitality or Culinary Arts
Experience Required:
+7 years of Sysco experience or +7 years of relevant industry w/ Contract Sales Growth management (managing a portfolio of business and people) experience.
Technical Skills and Abilities:
Ability to influence local contract sales teams (Director of Contract Sales and Contract Sales Consultants) across regions to grow our LCC revenue and improve profitability
Strong financial acumen and ability to properly plan and execute business plans
Demonstrated skills in the area of consultative selling, networking and negotiations
Business and foodservice operations acumen to manage sophisticated customers
Strong interpersonal skills and ability to work with and influence a variety of key stakeholders
Ability to express information in terms of profit and loss, food cost and expense ratio
Strong communication skills; ability to effectively communicate with internal and external teams
Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
Solid analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data
Embraces change and champions corporate initiatives
Physical Demands:
Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job.
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