Region VP, Sales

Position Summary

As the overall leader of the local sales organization for a given Region, the VP of Sales helps shape and execute the sales vision for the organization by ensuring appropriate processes, systems, people and culture are in place to win in the market. This position is accountable for meeting all plan goals for local sales growth, contract sales growth and margin management.

The role executes center-led strategies, ensures top talent in Director-level positions, and leverages selling resources to grow market share and enable a consultative, team-based selling organization. Coaching all Director-level positions to meet and exceed company objectives is a core responsibility. This role aligns with Sysco’s Leadership Framework, including Core Qualities, Shaping the Future, Delivering Business Results and Leading People. Travel:
Up to 75% within the Region.

• Lead a high-performing local sales organization responsible for growing Sysco’s market share.
• On-target performance includes meeting and exceeding company plan objectives established in the annual planning period.
• Lead and direct Customer Engagement efforts by enabling the Specialists, Customer Success Team, Shop, etc.
• Collaborate and establish productive working relationships with cross-functional departments including Specialty, Regional VPs, Market, and Corporate teams.
• Recruit and develop all local sales leadership and sales associates.
• Manage the performance management and leadership development of Regional Sales Managers, Director-level roles, and other direct reports.
• Champion and lead performance management with KPIs focused on new customer growth, sales and gross profit growth, market share, and execution of center-led marketing and sales strategies tracked via Sysco Salesforce.
• Partner with the Director of Business Resources to maximize productivity of selling resources such as specialists to grow profitable market share.
• Participate in all national campaigns and promotions.
• Implement key corporate/market changes and programs across all sales positions, ensuring required behavior changes and performance metrics are achieved.
• Develop and coordinate the sales selling cycle and methodology.
• Fully leverage resources such as Key Account Representatives (KAR), Expert roles, Customer Success Team (CST) and Centralized Customer Care (CCC) to manage sales activities and minimize field administrative focus.
• Develop and execute strategies to deliver sales budgets and Regional Profit Plans.
• Directly manage major and critical developing client accounts and coordinate the management of all other accounts.
• Represent Sysco professionally at community and business meetings to promote the company.
• Build and lead the strategy for the development of sales associates and managers through the CMP process.

Minimum: Bachelor’s degree in a related field or 10 years of sales experience, and seven years leading a B2B sales team in a professional sales environment with demonstrated success.

Note:

Incumbents in role may be excused from bachelor’s degree requirement.

• Strong performance management capabilities with direct reports.
• Solid analytical problem-solving skills and ability to derive insights from data.
• Ability to express information in terms of profit and loss, food cost and expense ratio.
• Strong financial acumen and ability to plan and execute business plans.
• Embraces change and champions corporate initiatives.
• Coaching and mentoring peers and associates.
• Strong interpersonal skills and ability to influence stakeholders.
• Strong communication skills with internal and external teams.
• Ability to learn and use proprietary CRM tools for planning and forecasting sales growth.
• Lead a team of high-performing sales associates to meet deadlines and produce high-quality results.
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
• Excellent organizational and project management skills, with the ability to manage multiple initiatives concurrently.
• Business and restaurant operations acumen to manage sophisticated customers.
• Experience building trust with prospective customers and securing new business.
• Skills in consultative selling, networking and negotiations.
• Proactive, self-directed with the ability to structure a weekly schedule for success.
• Mastery of leadership framework competencies for the position.
• Ability to present information effectively and respond to questions from groups of managers, clients, customers, and the public.
• Ability to solve practical problems and interpret varied instructions and scenarios.
• Ability to engage and lead individual and team discussions and meetings.
• Ability to apply policies consistently and in a timely manner.
• Understanding of Sysco’s key business metrics.
• Ability to work in a disciplined manner and comply with regulations.
• Reliability in showing up on time and meeting deadlines.

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