JOB SUMMARY: Provide direction and take responsibility for current and future sales developments that will enable the company to meet its short and long-term goals. Coordinate and manage daily regional sales activities in accordance with company profit plans and objectives.
EDUCATION: High School education required.
Bachelor's degree in a related field (e.g. business administration) or equivalent educational level preferred.
EXPERIENCE: 2 or more years' experience leading regional sales teams in the foodservice industry preferred
5+ years' foodservice sales experience in the foodservice industry preferred.
JOB DUTIES Manages the performance and development of DSR's within region
Deep understanding of sales region: must be able to identify largest prospects, areas of opportunity within transportation, and key competitors
Fully accountable for reaching sales KPI's for region- revenue, gross profit, margin, customer count, total case volume, and case count per customer
Effectively lead and facilitate weekly district meetings that educate, motivate and ultimately produce key behavior changes to drive sales
Fully leverages Enterprise Café CRM in the management of DSR's sales planning and prospecting and expects productive utilization of Enterprise Café CRM
Provides open and honest feedback to sales leadership during engagement sessions (daily calls, one on one sessions)
Engages and supports all Item Rationalization initiatives
Supports and promotes all sales promotions
Accountable for providing coaching, training, and timely feedback to drive DSR development of consultative selling skills
Per direction of the Director of Sales, fully leverages sales data for all territory/customers changes or allocations
Precisely manages and engages critical/developing customer accounts and ensures proper management of all other accounts in the district
Per direction of the Director of Sales; implements changes to programs or process; ensuring all sales associates achieve required behavior changes and performance metrics within the district
Additional sales management responsibilities include, but are not limited to, Account Receivable (AR) Management and Operational Issues
PROFESSIONAL SKILLS Excellent interpersonal skills and ability to work with a variety of stakeholders across all departments.
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.
Demonstrates mastery of skills in the areas 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 develop 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. DESCRIPTION OF EMPLOYER: Founded in 1901, Feeser's, Inc. is a family owned and operated full-line foodservice distributor located in Harrisburg, PA servicing the Mid-Atlantic region. Feeser's provides an expansive offering of dry, refrigerated, and frozen products to a diverse customer base comprised of restaurants, healthcare facilities, educational facilities, and other institutions.
