District Sales Manager - EI - FP - SSMG - US

About the Role

The District Sales Manager (DSM) provides leadership, strategic planning, and monitors all sales activities of Territory Managers (TMs) for assigned districts to ensure the team achieves maximum profitability and growth in line with the Company’s vision and goals. The DSM establishes and jointly builds strategic plans with the Regional Sales Vice President to increase sales revenues from current clients and new client acquisitions.

Responsibilities

• Establish sales objectives by forecasting and developing annual sales quotas for districts and territories.
• Work closely with TMs (Territory Managers) to project expected sales volume and profit for existing and new properties.
• Ensure that plans are followed by TMs to meet all goals.
• Assign and/or reassign accounts as necessary.
• Spearhead the recruitment, motivation, and development of TMs for the assigned district and instill a culture of accountability, performance-based management, teamwork, and other best practices.
• Monitor, evaluate, and provide feedback to TMs on progress toward goals.
• Coach and develop TMs in balancing high productivity, quality, and customer service.
• Participate in staff selection, performance and compensation evaluations, corrective action, and terminations, as necessary.
• Promote continuous training and development of associates.
• Lead and facilitate change management in support of organizational goals.
• Consult with the Human Resources Department as appropriate.
• Work directly with TMs and customers in the field by assisting on sales calls while providing constructive feedback.
• Oversee training and educational programs for TMs.
• Participate in major client presentations and discussions to ensure best-in-class customer service.
• Work with all operating divisions that support the sales organization to create and ensure a collaborative work environment.
• Increase sales through account penetration by analyzing current sales and volume, planning sales calls, and following up.
• Utilize product knowledge, ROI, and analytical research tools (e.g., Phocas, GForce, and Salesforce.com) and sales training resources to effectively target new prospects and opportunities.
• Maintain, build, and expand customer relationships.
• Regularly interact and communicate with various internal departments to provide vital information for servicing the customer, including advance notification of merchandising changes, product movement, or proprietary product updates.
• Provide advance notification to Operations about new customers or changes that may affect customer orders or delivery.
• Continuously monitor assigned accounts and take corrective action to maintain and improve overall customer satisfaction.
• Immediately notify the management team if an existing account is in jeopardy of discontinuing service or if issues remain unresolved.
• Work with accounts receivable to ensure customers pay invoices within agreed-upon terms.

Requirements

• High school education required.
• Bachelor’s degree in a related field (e.g., business administration) or equivalent relevant industry experience.
• 2 or more years of experience successfully growing profitable sales in the foodservice industry.
• 5+ years of foodservice sales experience in the foodservice industry preferred.

Skills

• Excellent communication (verbal and written), interpersonal, and professional interactive skills.
• Ability to communicate clearly through email and telephone.
• Ability to effectively present information and respond to questions from clients, management, and associates.
• Capable of working with others proactively and constructively.
• Strong leadership skills, including the ability to mentor and develop individuals and teams.
• Able to engage and lead team discussions and meetings.
• Understands team dynamics and works well within a team structure.
• Collaborative management style; delegates responsibilities effectively.
• Recognizes and acknowledges the value others bring to the organization.
• Exhibits a high level of trust and accountability.
• Excellent listening, presentation, negotiation, and closing skills.
• Strong understanding of financial concepts, including pricing and forecasting.
• Responds promptly to customer needs and solicits feedback to improve service.
• Ability to prioritize and manage multiple priorities/deadlines.
• Uses time effectively and identifies/resolves problems promptly.
• Gathers and analyzes information skillfully and develops alternative solutions.
• Displays willingness to make decisions, exhibits sound judgment, and makes timely decisions.
• Tactfully approaches others and reacts well under pressure.
• Accepts responsibility for actions and follows through on commitments.
• Goal-oriented, driven self-starter who can work independently within a team environment.
• Computer literacy, including maintaining a customer database, internet navigation, and use of MS Office (Word, Excel, PowerPoint, Access, and Outlook).
• Familiarity with Phocas, GForce, Box, Salesforce.com, and PeopleSoft is a plus.

Physical Demands

• Regularly required to sit, stand, walk, and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear.
• Frequently required to sit and reach with hands and arms.
• Must occasionally lift and/or move up to 20 pounds.

Work Environment

• Depending on the assigned territory, the District Sales Manager may work in a normal office environment or a remote home-based office.
• The noise level in the work environment is usually moderate.
• This position demands travel to and from Territory Managers, customers, and prospects in the assigned region as needed, including overnight travel for company events, district meetings, training sessions, vendor fairs, and client appointments.
• May be required to utilize personal vehicles for business travel, which may result in long periods of sitting.
• Must maintain a valid driver’s license with a driving record that meets company minimum standards.
• If working remotely, must have required software to ensure timely communications and a dedicated workspace free of distractions.
• This position may require evening and weekend work depending on customer needs.