District Sales Manager

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

The territories for this opportunity: Boston | Cambridge | Newton | Brookline, MA

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 SC’s.

• 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 food service industry.

• 5+ years' food service sales experience in the food service 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…