District Sales Manager - Maryland

About the role

Oversee a group of Territory Managers (TMs) in selling the Company's products and services. Use product, organizational, and customer knowledge to influence customers and assist them in applying products and services, resulting in revenue generation. Direct TMs in closing opportunities, penetrating existing accounts, and acquiring new accounts within a specified district.

Provide coaching, mentoring, and training to TMs to achieve profitable sales and case growth objectives. Lead TMs to achieve Division sales, penetration, and churn reduction objectives by researching, developing, and maintaining long and short-range sales plans. Coach TMs in creating effective action planning to achieve Annual Operating Plan (AOP) and Company goals.

Direct TMs toward high-quality leads, assist in warming leads and closing sales, and work with TMs to open new accounts and reduce churn. Highlight the need for New Business Manager support in opening high-potential accounts. Submit and administer the annual street sales operating plan and budget, review and approve related expenses, credits, donations, and contracts, and track performance against the plan.

Leverage the Sales Coordinator role to reduce administrative tasks and resolve TM and customer issues. Assist in leveraging Restaurant Operations Consultant, Menu Analyst, Culinary Specialists, Customer Solutions Coordinator, Sr. Sales Analyst, and New Business Manager to grow account penetration and new accounts. Coordinate product cuttings and demonstrations, develop sales and marketing strategies, and conduct market research to determine customer needs.

Communicate sales data for product and service planning, and assist in planning district sales meetings and events with Marketing and Merchandising personnel. Utilize Sales Foundations tools and processes to grow sales, generate additional revenue, and maintain customer service standards. Coach and train TMs on top account penetration and lead acquisition, create action plans to achieve AOP and compensation goals, and ensure accountability for account development and goal attainment.

Recruit, train, and mentor new and existing TMs. Conduct field support and work-with sessions to observe coaching and support needs, evaluate needs, and recommend training. Oversee, manage, and assess TM performance regularly, instituting performance improvement or disciplinary measures as needed. Assist TMs with organizational skills, account strategies, and territory planning.

Maintain current knowledge of industry trends and product developments affecting target markets. Establish and maintain industry contacts to generate prospective sales. Evaluate product mix to meet customer needs, research and develop lists of potential customers, and make targeted sales calls to develop relationships. Conduct periodic Customer Business Reviews to identify customer needs and relationship gaps. Assist in customer/delivery alignment and driver engagement.

Oversee the communication and execution of Company policies within the sales department. Ensure the sales organization is appropriately staffed and managed to minimize turnover. Perform other duties and responsibilities as assigned or required.

Responsibilities

• Direct Territory Managers (TMs) in selling and account management.
• Provide coaching, mentoring, and training to TMs to achieve sales objectives.
• Develop and maintain long and short-range sales plans.
• Assist TMs in lead generation, closing sales, and opening new accounts.
• Submit and administer the annual sales operating plan and budget.
• Leverage support roles (e.g., Sales Coordinator, New Business Manager) to enhance sales efforts.
• Coordinate product demonstrations and develop sales strategies.
• Conduct market research to determine customer needs.
• Communicate sales data for product and service planning.
• Plan and execute district sales meetings and events.
• Recruit, train, and mentor TMs.
• Conduct field support sessions to observe and address TM development needs.
• Oversee and assess TM performance, implementing improvement measures as needed.
• Maintain knowledge of industry trends and product developments.
• Research and develop lists of potential customers.
• Conduct Customer Business Reviews to identify needs and gaps.
• Assist in customer/delivery alignment and driver engagement.
• Ensure communication and execution of Company policies within the sales department.
• Manage staffing to minimize turnover.

Requirements

• Bachelor's degree in Business Administration, Sales & Marketing, or related field, or equivalent experience.
• Minimum of five years of foodservice sales experience.
• Minimum of two years of supervisory experience.
• Overnight travel may be required for trainings, meetings, or company events.
• Valid driver's license; candidates with a DUI conviction for drug or alcohol within the last three years are ineligible.

Skills

• Demonstrated problem-solving and negotiation skills.
• Excellent oral and written communication skills.
• Strong customer service and presentation abilities.
• Proficient computer skills, preferably in Microsoft Office products (Word, Excel, PowerPoint, Outlook).

Benefits

• Health insurance
• Pre-tax spending accounts
• Retirement benefits
• Paid time off
• Short-term and long-term disability
• Employee stock purchase plan
• Life insurance

For more details, visit US Foods Benefits.

Pay

The expected base rate for this role is between $75,000 and $145,000, depending on relevant experience, education, skills, function, and geographic location.