District Sales Manager

The District Sales Manager (DSM) is responsible for driving district sales performance through leadership, coaching, and customer engagement. The role manages Sales Consultants in the execution of profitable planned case and gross profit (GP) growth, supported by CRM tools and Sysco 360.

Core Responsibilities

• Manage district performance and the development of Sales Consultants (MAs) within the territory.
• Provide one-on-one coaching and guidance through an average of 3 to 5 SC work-withs per week.
• Lead and facilitate Friday district meetings focused on educating and driving key behavior changes to improve sales outcomes.
• Direct Customer Engagement efforts by enabling Sales Consultants to expand service channel options, including technology enablers, value-added services, and team selling.
• Maintain a continuous improvement mindset across technology, sales skills, soft skills, and product knowledge.
• Use Sales Support resources and tools to maximize consultative time for Sales Consultants.
• Fully leverage CRM for sales planning, prospecting, and daily customer engagement, with productive utilization of Sysco 360 across Sales Consultants.
• Deliver Sysco brand results, including direct management of conversion opportunities within the district.
• Support and promote national campaigns and promotions.
• Provide coaching, training, and timely feedback to develop consultative selling skills aligned with The Sysco Way to Sell.
• Utilize CMP and QPP processes to coach sales colleague performance across the district.
• Execute and manage territory planning.
• Prioritize independent relationships with top customers and high-value prospects.
• Champion company initiatives and implement center-led strategy within the district.
• Complete additional sales management and operational duties, including customer relationship management.

Required Qualifications

• High School education required.
• Bachelor's degree in a related field (for example, business administration) or equivalent relevant industry experience.
• 2+ years of experience successfully growing profitable sales in the foodservice industry.
• 5+ years of foodservice sales experience is preferred.
• Excellent interpersonal skills and the ability to work with a range of stakeholders.
• Ability to derive insights through probing questions and collaborative problem-solving.
• Strong organization and project management skills, including executing multiple initiatives independently.
• Ability 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.
• Demonstrated mastery in consultative selling, marketing principles, prospecting, networking, coaching, and negotiations.
• Ability to effectively coach, counsel, train, and direct associates; supervise and motivate others.
• Ability to write reports and business correspondence.
• Experience developing new business, expanding existing accounts, and minimizing lost business to achieve profitable sales growth and special objectives in the assigned territory.
• Ability to seek and qualify prospects under company account stratification goals.
• Capability to research customer business needs and develop an appropriate mix of products and services.
• Ability to evaluate market trends and recommend products based on customer needs and goals.
• Stay informed on market conditions, product innovations, and competitor products, prices, and sales; share relevant information with customers as part of value-added services.
• Ability to answer customer questions related to products, prices, availability, and product use, and provide product information and practical training to customer personnel.
• Manage accounts receivable as needed by partnering with the credit department and collecting balances according to approved credit terms.
• Manage deliveries in line with routing schedules published by the transportation department.
• Troubleshoot order-process issues such as out-of-stock items, special order items, and low inventory.
• Participate in company functions, promotions, customer visits, and customer events; attend general sales and district meetings.
• Review and analyze daily and weekly reports, including special order requests, customer bid files, and sales/GP margin data.
• Perform administrative duties including 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 and assist with training new employees as requested.

Technology and Tools

• Sysco 360
• Customer Relationship Management (CRM)
• CMP
• QPP

Role Summary

The District Sales Manager (DSM) role requires exceptional management of sales performance among Sales Consultants (SCs). The position builds a performance culture through coaching and talent development to achieve profitable planned case and GP growth.

Location

Tulsa, OK (onsite)