Job Description
JOB SUMMARY
The District Sales Manager (DSM) role requires exceptional management of sale performance among Sales Consultants (SCs). 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
- Manages the performance and development of Sales Consultants (MAs) within the district.
- Engages in one-on-one coaching and direction by conducting an average of 3-5 SC work-withs a week.
- Effectively lead and facilitate Friday 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 (Technology enablers, value added services, and team selling).
- Must possess a continuous improvement mentality around technology, sales skills, soft skills and product knowledge.
- Leverages the Sales Support resources and tools to maximize the consultative time of the SC.
- Fully leverages our CRM in the management of SC's sales planning, prospecting, and daily customer engagement and expects productive utilization of Sysco 360 among all SCs.
- Successfully delivers Sysco brand results and directly manages conversion opportunities within the district.
- Supports and promotes all national campaigns and promotions.
- Accountable for providing coaching, training, and timely feedback to drive sales consultant development of consultative selling skills of the sales associates (The Sysco Way to Sell).
- Fully utilizes the CMP and QPP Processes to coach the performance of all sales colleagues in the district.
- Responsible for execution of territory planning and management.
- Prioritizes independent relationships with top customers and high value prospects.
- Champions company initiatives and implements center led strategy within the district.
- Additional sales management responsibilities including, but are not limited to, other operational duties and customer relationship management.
QUALIFICATIONS
Education
- 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.
- Can 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 (for example, out of stock items, special order items, low inventory, etc.).
- 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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