Director, Local Sales

About the role

The Director of Local Sales is a member of the senior sales leadership team and participates in strategic planning, decisions, and execution for regional sales. This role drives the region’s strategic plan for growing sales, increasing penetration, and reducing lost business. It is responsible for performance management, coaching, and deployment of the region’s Local Sales Organization to enhance the customer experience and achieve the financial plan. Minimal travel is required (up to 10% within the region).

Responsibilities

• Lead a group of District Sales Managers and sales associates to service and develop local customers within the region and deliver the agreed‑upon financial plan.
• Coach, train, manage performance, and provide feedback to improve associate performance.
• Facilitate a collaborative team‑selling culture to maximize sales.
• Lead and direct Customer Engagement efforts, enabling the team to provide Sysco customers with expanded service channel options (e.g., Sysco Shop).
• Fully leverage Sysco’s proprietary CRM tool for sales planning, prospecting, and daily customer engagement, and drive productive utilization of the tool among all associates.
• Deliver Sysco brand results and directly manage conversion opportunities within the region.
• Support and promote all national campaigns and promotions (e.g., Quarterly promotions).
• Develop and coordinate the sales selling cycle and methodology.
• Implement the strategy for development of sales associates and managers by fully utilizing the CMP process.
• Partner with the VP of Sales to leverage Territory Planning data for all territory/customer changes or allocations.
• Directly support the VP of Sales in implementing key corporate/market changes and programs, ensuring all sales associates achieve required behavior changes and performance metrics.
• Develop and deliver sales budgets for the region.
• Influence and engage critical/developing customer accounts and ensure proper management of all other accounts in the region.
• Represent Sysco professionally at community and business meetings to promote the company.

Qualifications

• Minimum: Bachelor’s degree in a related field or 5 years managing a professional sales team in the foodservice industry, plus 5 + years leading a B2B sales team in a professional sales environment with demonstrated success.
• Ability to lead high‑performing district sales managers to meet deadlines and produce high‑quality results.
• Strong coaching, counseling, training, and direct supervisory skills.
• Strong financial acumen with the ability to plan and execute business plans.
• Demonstrated consultative selling, networking, and negotiation skills.
• Business and restaurant operations acumen to manage sophisticated customers.
• Excellent interpersonal skills with the ability to influence a variety of key stakeholders.
• Ability to express information in terms of profit and loss, food cost, and expense ratio.
• Strong communication skills for effective interaction with internal and external teams.
• Excellent organizational and project‑management skills, including the ability to execute multiple initiatives simultaneously.
• Proficiency in learning and using proprietary CRM tools for planning and forecasting sales growth.
• Solid analytical problem‑solving skills, including familiarity with analyzing reports and deriving insights from data.
• Embraces change and champions corporate initiatives.
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).