District Sales Manager

4 days ago

Harrisonburg, Virginia, United States Sysco Full time
Job Summary

The District Sales Manager role requires exceptional leadership of sales performance among Sales Consultants. This position is responsible for driving a performance culture, coaching and developing the talent of their sales consultants to achieve profitable planned case and GP growth.

Responsibilities
  • Manage the performance and development of Sales Consultants within the district.
  • Engage in one-on-one coaching and direction by conducting regular SC work-withs.
  • Effectively lead and facilitate district meetings that educate, inspire and ultimately produce key behavior changes to drive sales.
  • Lead and direct Customer Engagement efforts by enabling the district SC to provide Sysco customers with expanded service channel options.
  • Maintain a continuous improvement mentality around technology, sales skills, soft skills and product knowledge.
  • Leverage the Sales Support resources and tools to maximize the consultative time of the SC.
  • Fully leverage our CRM in the management of SC's sales planning, prospecting, and daily customer engagement.
  • Successfully deliver Sysco brand results and directly manage conversion opportunities within the district.
  • Support and promote all national campaigns and promotions.
  • Accountable for providing coaching, training, and timely feedback to drive sales consultant development of consultative selling skills.
  • Fully utilize the CMP and QPP Processes to coach the performance of all sales colleagues in the district.
  • Responsible for execution of territory planning and management.
  • Prioritize independent relationships with top customers and high value prospects.
  • Champion company initiatives and implement center-led strategy within the district.
  • Additional sales management responsibilities including, but not limited to, other operational duties and customer relationship management.
Qualifications
  • High School education required.
  • Bachelor's degree in a related field (e.g. business administration) or equivalent relevant industry experience.
Experience
  • 2 or more years' experience successfully growing profitable sales in the foodservice industry.
  • 5+ years' foodservice sales experience in the foodservice industry preferred.
Professional Skills
  • Excellent interpersonal skills and ability to work with a variety of stakeholders.
  • Ability to derive insights from others through probing questions and collaborative problem-solving.
  • Superb organizational and project management skills, including the ability to execute multiple initiatives autonomously.
  • Able to thrive in a fast-paced work environment.
  • Ability to use Sysco's proprietary Customer Relationship Management (CRM) tool for planning and forecasting sales growth.
  • Demonstrates mastery of skills in the area of consultative selling, marketing principles, prospecting, networking, coaching, and negotiations.
  • Effectively coach, counsel, train and direct associates.
  • Capable of supervising and motivating others.
  • Write reports and business correspondence.
  • Develop new business, penetrate existing accounts, and minimize lost business to achieve profitable sales growth and special objectives within assigned territory.
  • Seek and qualify prospects under company account stratification goals.
  • Research customer business needs and develops a mix of products and service to meet needs.
  • Evaluate market trends and recommend products to customers, based on business needs and goals.
  • Be informed of market conditions, product innovations, and competitors' products, prices, and sales; share information with customers as part of value-added services provided.
  • Answer customers' questions about products, prices, availability, and product use.
  • Provide product information and practical training to customer personnel.
  • Communicate and collect accounts receivable as necessary, working with the credit department and client; collect all balances due based on approved credit terms.
  • Manage deliveries to the routing schedule published by the transportation department.
  • Troubleshoot any problems that occur during the order process.
  • Participate in company functions, promotions, customer visits, and customer events.
  • Attend and participate in general sales and district meetings.
  • Review and analyze daily and weekly reports such as special order requests, customer bid files, and sales/gross profit margin data.
  • Perform administrative duties, such as preparing sales budgets and reports, maintaining sales records, processing credits, and pick-up requests, preparing sales quotes and menu suggestions, and filing reports.
  • Participate in ongoing training sessions.
  • Assist with the training of new employees as requested.

The above information on this description has been designed to indicate the general nature and level of work performed by associates within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of associates assigned to this job.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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