District Sales Manager - Midwest

Guest Worldwide is a global collective of dynamic, industry-leading companies with more than 40 years of unparalleled experience serving the unique needs of diverse markets in every corner of the world. From providing full-spectrum hospitality and distribution solutions at Guest Supply® and manufacturing award-winning personal care amenities at Gilchrist & Soames, to manufacturing versatile and innovative product assortments that create smarter textile solutions at Manchester Mills, we’re proud to provide products to more than 25,000 hotels in over 100 countries. Guest Worldwide is a wholly owned subsidiary of Sysco – an industry leading, global food and beverage distribution company, employing thousands of employees worldwide and home to the 13th largest sales organization in the world.

About the role

The District Sales Manager (DSM) is responsible for all sales activities within the district. This position oversees the development and performance of all Sales Consultants, ensuring clear understanding of the company vision and mission statement. The DSM provides leadership, strategic planning, training, and monitoring for all sales activities to ensure the district achieves maximum profitability and growth in line with company goals. This role requires participation in major client presentations and discussions to ensure best-in-class customer service.

Responsibilities

• Work directly with Sales Consultants (SCs) in the field and virtually by assisting on sales calls while providing constructive feedback to further develop the skill sets of each SC.
• Provide leadership, strategic planning, and monitor all sales activities to ensure the district achieves maximum profitability and growth in line with the company vision and goals.
• Collaborate with all operating divisions that support the sales organization (e.g., credit and collections, purchasing, distribution, customer service, FF&E, National Accounts, Business Development, Vendors) to ensure customer satisfaction.
• Recruit, select, train, assign territories, schedule individual time, coach, counsel, and implement corrective action (if necessary) for employees in assigned territories.
• Establish sales objectives by forecasting and developing annual sales quotas for the district and territories. Work closely with SCs to project expected sales volume and profit for existing and new properties.
• Ensure that plans are followed by SCs to meet all goals.
• Perform other duties as assigned and/or necessary.

Requirements

• Bachelor’s degree in business or related field and/or equivalent work experience preferred.
• 3-5 years of experience successfully growing profitable sales in the B2B market segment preferred.
• 2-3 years of field and/or virtual sales experience.
• Experience managing a remote sales team preferred.

Skills

• Excellent interpersonal communication skills (verbal and written), with the ability to present information and respond to questions from suppliers, customers, management, and inter-department staff.
• Strong listening, presentation, negotiation, and closing skills.
• Leadership skills: ability to coach, counsel, develop, and direct individuals and teams; understands team dynamics and delegates responsibilities effectively.
• Ability to lead SCs to win new business, grow existing business, and minimize loss of existing business.
• Mastery of organizational and project management skills, including planning, prioritizing, and executing multiple initiatives/deadlines autonomously.
• Strong problem-solving skills: identifies and resolves problems in a timely manner, gathers and analyzes information, and develops alternative solutions.
• Ability to understand and execute all relevant policies and procedures consistently and objectively.
• Strong understanding of financial concepts (including pricing and forecasting).
• Computer literacy: proficiency in Microsoft Office (Word, Excel, PowerPoint, Access, Outlook) and willingness to learn prescribed sales technology and software (e.g., Phocas, GForce, Salesforce.com, PeopleSoft).

Physical Demands & Work Environment

• Remote home-based office.
• Regularly required to sit, stand, walk, and use hands and fingers to operate a computer keyboard, mouse, and telephone.
• Frequently required to sit and reach with hands and arms.
• Occasionally required to lift and/or move up to 20 pounds.
• Travel to and from SCs, customers, and prospects in the assigned district as needed; overnight travel may be required for company events, district meetings, training sessions, vendor fairs, and client appointments.
• May require use of a personal vehicle for business travel; must maintain a valid driver’s license, clean driving record, and current automobile insurance as set forth by Sysco.
• If working remotely, must have required software for timely communications and a dedicated workspace free of distractions.
• May require evening and weekend work depending on customer needs.