District Sales Manager

About the role

The District Sales Manager (DSM) role requires exceptional management of sales 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 gross profit growth.

Responsibilities

• Manages the performance and development of Sales Consultants within the district.
• Engages in one-on-one coaching and direction by conducting an average of 3–5 SC work-withs per week.
• Leads and facilitates Friday district meetings that educate, inspire, and produce key behavior changes to drive sales.
• Leads and directs Customer Engagement efforts by enabling district SCs to provide Sysco customers with expanded service channel options (technology enablers, value-added services, and team selling).
• Possesses a continuous improvement mentality around technology, sales skills, soft skills, and product knowledge.
• Leverages Sales Support resources and tools to maximize the consultative time of the SC.
• Fully leverages the CRM in the management of SC’s sales planning, prospecting, and daily customer engagement and expects productive utilization of Sysco 360 among all SCs.
• Successfully delivers Sysco brand results and directly manages conversion opportunities within the district.
• Supports and promotes all national campaigns and promotions.
• Provides coaching, training, and timely feedback to drive sales consultant development of consultative selling skills (The Sysco Way to Sell).
• 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.
• Performs additional sales management responsibilities including, but not limited to, other operational duties and customer relationship management.

Qualifications

• High School education required.
• Bachelor's degree in a related field (e.g., business administration) or equivalent relevant industry experience.
• 2 or more years' experience successfully growing profitable sales in the foodservice industry.
• 5+ years' foodservice sales experience in the foodservice 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.
• 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.
• Demonstrates mastery of skills in consultative selling, marketing principles, prospecting, networking, coaching, and negotiations.
• Effectively coaches, counsels, trains, and directs associates.
• Capable of supervising and motivating others.
• Writes reports and business correspondence.
• Develops new business, penetrates existing accounts, and minimizes lost business to achieve profitable sales growth and special objectives within assigned territory.
• Seeks and qualifies prospects under company account stratification goals.
• Researches customer business needs and develops a mix of products and services to meet needs.
• Evaluates market trends and recommends products to customers based on business needs and goals.
• Stays informed of market conditions, product innovations, and competitors' products, prices, and sales; shares information with customers as part of value-added services.
• Answers customers' questions about products, prices, availability, and product use.
• Provides product information and practical training to customer personnel.
• Communicates and collects accounts receivable as necessary, working with the credit department and client; collects all balances due based on approved credit terms.
• Manages deliveries to the routing schedule published by the transportation department.
• Troubleshoots any problems that occur during the order process (e.g., out-of-stock items, special order items, low inventory).
• Participates in company functions, promotions, customer visits, and customer events.
• Attends and participates in general sales and district meetings.
• Reviews and analyzes daily and weekly reports such as special order requests, customer bid files, and sales/gross profit margin data.
• Performs administrative duties, such as preparing sales budgets and reports, maintaining sales records, processing credits and pick-up requests, preparing sales quotes and menu suggestions, and filing reports.
• Participates in ongoing training sessions.
• Assists with the training of new employees as requested.