District Sales Manager

Based in Salt Lake City, Utah on site, the District Sales Manager leads a team of Territory Managers to drive division sales, expand account penetration, and reduce churn. The role develops and executes short and long range sales plans, coaches TMs to achieve the annual operating plan and company goals, and oversees budgets, account growth, and new business development.

Responsibilities

• Direct a group of Territory Managers to meet division sales, penetration, and churn-reduction targets; research, develop, and maintain short and long range plans while coaching TMs to craft action plans aligned with the AOP and company objectives.
• Guide TMs toward high quality leads, assist in lead warming and closing, support opening new accounts, reduce churn, and identify the need for a New Business Manager to assist in pursuing high potential opportunities.
• Prepare and administer the annual street sales operating plan and budget; review and approve related expenses, credits, donations, and contracts, monitor performance against plan, and identify actions to close gaps.
• Leverage the Sales Coordinator to reduce administrative time, resolve TM and customer issues; collaborate with Restaurant Operations Consultant, Menu Analyst, Culinary Specialists, Customer Solutions Coordinator, Sr. Sales Analyst, and New Business Manager to grow account penetration and acquire new accounts.
• Support coordinating product cuttings and demonstrations; develop sales and marketing strategies and customer proposals, conduct market research to determine customer needs, and relay insights to the sales staff.
• Communicate sales data to inform product and service planning; assist in planning district sales meetings and events with Marketing and Merchandising personnel.
• Understand and apply Sales Foundations tools and processes to grow sales, generate additional revenue, and maintain customer service standards.
• Coach and direct TMs toward top account penetration and quality lead acquisition, create effective action plans to achieve AOP and compensation goals, and ensure TM accountability for account development and goal attainment.
• Recruit, train, and mentor new hires and existing TMs; conduct field support sessions to identify coaching and development needs and recommend training as needed.
• Oversee TM performance on a regular basis, implementing performance improvement or disciplinary measures as required; assist TMs with organizational skills, account strategies, and territory planning.
• Maintain current knowledge of industry trends and product developments affecting target markets; establish industry contacts that lead to prospective sales and evaluate product mix against customer needs.
• Research and develop lists of potential customers, conduct targeted sales calls to build relationships and follow up on leads with the sales staff; perform periodic Customer Business Reviews to identify needs and relationship gaps.
• Assist in aligning customer deliveries and driver engagement.
• Oversee communication and execution of Company policies within the sales department.
• Ensure the sales organization is appropriately staffed and managed to minimize turnover.
• Perform other duties and responsibilities as assigned or required.

Requirements

• Education/Training: Bachelor’s degree in Business Administration, Sales & Marketing or related field, or equivalent experience required.
• Experience: Minimum of five years in foodservice sales required.
• Experience: At least two years of supervisory experience required.
• Knowledge/Skills/Abilities: Strong problem solving and negotiation skills required.
• Knowledge/Skills/Abilities: Excellent oral and written communication, customer service, and presentation abilities.
• Knowledge/Skills/Abilities: Proficient computer skills, preferably Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Travel: Overnight travel may be required for trainings, meetings, or other company events.

Technologies

• Microsoft Word
• Microsoft Excel
• Microsoft PowerPoint
• Microsoft Outlook

Benefits

• Health insurance
• Pre-tax spending accounts
• Retirement benefits
• Paid time off
• Short-term and long-term disability
• Employee stock purchase plan
• Life insurance
• Incentive pay

Licenses

• Valid driver’s license required
• Candidates with a DUI conviction for drugs or alcohol within the last three years will not be eligible
• Other license history is reviewed and must meet company standards