Director Contract Sales

Responsibilities

• Lead Regional Contract Managers, Contract Sales Consultants, Bid colleagues, Manager Sales Strategy & Operations, and New Business Developers to grow local customers and deliver the agreed‑upon financial plan.
• Provide coaching, training, performance management, and feedback to improve colleague performance, grow lines, and drive profitability.
• Facilitate a collaborative team‑selling culture to maximize sales; focus on engaging Sysco Specialty companies to fully penetrate customer accounts.
• Develop medium‑ to long‑term sales plans and prepare strategies to protect, grow, and diversify relationships with existing and targeted customers.
• Establish strategy for driving profitable new‑customer growth, with guidance from the Regional VP of Sales, to define long‑term strategic new‑business development goals.
• Leverage advanced analytics and customer insights to prioritize business opportunities within the region.
• Support face‑to‑face and remote sales to new customers and cross/up/repeat sales to existing customers.
• Assess customer needs and suggest appropriate products, services, and/or solutions.
• Support sales bids, proposals, and presentations and provide guidance and approval for all customer MSAs.
• Directly support the National Sales Organization (VPNAs/Sr. NAMs) in implementing key corporate/market programs and objectives.
• Fully leverage Sysco’s proprietary CRM tool for sales planning, prospecting, opportunity tracking, task management, and daily customer engagement, and drive productive utilization of the tool among all colleagues.
• Manage new‑business pipelines, activities, and close rates to support and drive planned outcomes.
• Represent Sysco at various community and business meetings to promote the company.
• Ensure training of Contract Sales and New Business Development team members.

Experience

• 10+ years relevant sales experience.
• 5+ years leading a B2B sales team in a professional sales environment with demonstrated success.
• 3+ years of Contract Sales experience in food‑service distribution (preferred).

Education

• Bachelor’s degree in Business, Sales, Marketing, Hospitality, or Culinary Arts (preferred).
• High school diploma or equivalent (required).

Skills

• Ability to manage and motivate a regional sales organization focused on growing contract sales revenue.
• Ability to lead high‑performing sales colleagues to meet deadlines and produce high‑quality results.
• Effective coaching, counseling, training, and directing of team members.
• Strong financial acumen with the ability to plan and execute business plans.
• Consultative selling, networking, and negotiation expertise.
• Business and food‑service operations acumen to manage sophisticated customers.
• Strong interpersonal skills; ability to influence a variety of key stakeholders.
• Ability to express information in terms of profit and loss, food cost, and expense ratio.
• Excellent communication skills for internal and external teams.
• Organizational and project‑management skills; ability to execute multiple initiatives simultaneously.
• Proficiency with proprietary CRM tools for planning and forecasting sales growth.
• Solid analytical problem‑solving skills; experience analyzing reports and deriving insights from data.
• Embraces change and champions Global Support Center initiatives.
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).

Certificates, Licenses, and Registrations

• Valid driver’s license with a driving record that meets company insurability standards.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit, stand, walk, and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 20 pounds. This position will require 35 % travel utilizing a personal vehicle.

Working Conditions

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of the job. If working remote, the employee must have required software to ensure timely communications, a dedicated workspace free of distractions, and must participate in conference calls in a business‑friendly environment. This position may require evening and weekend work depending on customer needs.

Additional Information

The statements above are intended to describe the general nature of the environment and the level of work being performed by this job. This job description does not imply that the duties and responsibilities listed are the only tasks to be performed. The employee will be required to follow any other instructions and perform any other job‑related duties requested by their supervisor. This job description supersedes prior descriptions and will be reviewed and updated as business needs change.