K-12 Schools Segment Manager-Central

About the Role

Vulcan, a premium brand under the ITW Food Equipment Group umbrella, is dedicated to exceptional commercial cooking equipment. The K-12 Schools market is a key market with customers ranging from small rural districts to large metropolitan school systems. Reporting to the Sales Manager, the K-12 Schools Segment Manager will focus on expanding the customer base and growing sales with the field selling organization through targeted selling to key districts, implementing touch campaigns and supporting state SNA events to promote Vulcan's equipment. The position will be focused on school nutrition operations and will require a deep understanding of customer needs and buying motives as well as local and national purchasing procedures to ensure proper product recommendations and successful bidding. This position is customer-centric versus product-centric, requiring understanding of all products across the Vulcan division and fit within K-12 Schools. The role will also be responsible for gaining and sharing market segment insight while supporting Vulcan's BDM team and field selling organization. A competitive and winning attitude is essential as the Specialist develops and executes plans to capture new business with large districts while continuing to penetrate smaller school systems across the US.

Responsibilities

• Analyze sales potential for smaller school districts (QPC1&2) and provide target info to sales organization
• Support field selling organization efforts to engage and win new business with key districts
• Collaborate with other product lines in monthly updates to align TSM's and IRG's QPC activities
• Work with Vulcan's field selling organization to engage, propose and win new business with large districts
• Work with the Vulcan sales organization to identify and support 15-20 state school nutrition associations (SNA)
• Update and maintain K-12 sales data for reporting
• Develop and achieve annual sales plan with input from sales and product teams
• Participate and present at state SNA meetings and conferences
• Work with field selling organization to coordinate conference activity at state SNA events to ensure that proper signage, marketing collateral and equipment is on-hand as needed to promote strong brand awareness
• Actively manage ongoing schedule of direct marketing activities and updates, including monthly email program and quarterly Recipe Book
• Apply insights, market data, and knowledge to update marketing content and messaging
• Collaborate with other BUs and end-users in the K-12 market to drive continuous product improvement and customer back innovation
• Coordinate with Marketing Manager to develop a social media plan and keep it current with relative information
• Become proficient in acquiring and using public and non-public data to support sales effort
• Create, streamline, and automate customer and category reporting
• Analyze data for the school food service market to develop strategies and plans
• Share key findings within Vulcan FEG and with other ITW FEG K-12 Specialists
• Collaborate with Vulcan's Consultant Services group as needed
• Provide recommendations & direction based on insights gained from analysis of the data
• Maintain K-12 sales data and CRM (Customer Relationship Manager) for reporting
• Build the brand through market data, collaboration with business units, end users and social media planning

Qualifications

• BS Degree in Business, Sales or Marketing
• Minimum 5 years of sales experience with end customer involvement strongly preferred
• Strong analytical skills with proven success using Excel to pursue new opportunities
• Keen ability to listen, observe and tailor message to the audience
• Foodservice industry experience, preferred

Work Location

Travel approximately 50% of the time. Location to be determined with home-office option considered.

Pay

Competitive base salary ranging from $103,350-$172,250, eligible for variable compensation.

Benefits

• Medical, dental, vision, disability and life insurance programs
• 401k plan with both a company match and additional employer contribution
• Flexible Spending Accounts, Health Savings Accounts, Employee Assistance Program
• Commuter benefits, Adoption Assistance, and Educational Assistance
• Parental Leave, vacation, sick time and Paid Holidays