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ABOUT THE ROLE

Pay Range: $85,000 to $115,000, this position is incentive eligible.

Role:

Through the direction of the Director, Business Specialists, this position will assist in driving the region’s strategic plan for growing sales, increasing penetration and reducing lost business. Specifically, this leadership role is responsible for driving the performance management, coaching, and deployment of the region’s specialist resources with the goal of driving penetration growth, enhancing the customer experience and achieving the region’s financial plan.

Role Responsibilities:

• Lead a high-performing regional team of specialists to secure new business and increase penetration in alignment with region’s financial plan

• Execute targeted specialist strategies to acquire new business, penetrate existing accounts, and minimize lost business across categories, specialty segments, and Sysco brand

• Drive team selling efforts around new business, lost business, and penetration of existing accounts, aligning specialist resources toward unified goals

• Cultivate a culture of team sales excellence through clear communication of specific, timebound goals and by upholding a metrics driven performance management strategy

• Coach specialists on developmental opportunities and ensure there is a robust and measurable plan in place to deliver against individual and region results

• Interpret and harness data insights to provide feedback to the team, align priorities, and discover profitable business opportunities and focus areas

• Utilize KPIs/metrics to evaluate the effectiveness of business specialist growth strategies including specialist deployment and performance manage the team to deliver results

• Advocate best practices regarding utilizing Salesforce (Sysco’s CRM tool) as the primary sales communication, collaboration, and analytical tool

• Drive brand and specialty focus, and champion innovative items and Category Management conversion products through support of merchandising

• Determine the best usage of specialists as direct customer sales resources to support industry and region special events with Sales and Marketing

• Support the development of Emerging/Local Contract Customer concepts both originating in the region and market

• Complies with Sysco’s Food Safety Policy and procedures to ensure food safety, quality and legality requirements are met.

• Understands that their role is critical in creating a safe organization with minimal environmental impact and the value that brings to the organization.

• Is willing to drive Environmental, Health and Safety performance by acting as an example and holding their team accountable to complying with EHS programs, policies, and requirements.

• Enable, champion and embrace an inclusive culture

• Perform other duties as assigned.        

Qualifications/Skills/Job Requirements:

• Minimum of five (5) years of Sales experience

• Progressive Sales Management experience and leading teams

• University or College degree/diploma or equivalent experience required

• Intermediate proficiency in Microsoft Office including Excel, Word, PowerPoint, Outlook

• Strong financial acumen and ability to properly plan and execute business plans

• Embraces change and champions corporate initiatives

• Demonstrated ability to coach and mentor associates and peers

• Track record of success in the area of consultative selling, networking and negotiations

• Proficient communication and interpersonal skills and ability to work with and influence a variety of key stakeholders

• Experience building trust with prospective customers and securing new business

• Strong business and restaurant operations acumen to manage sophisticated customers

• Analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data

• Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth

• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)

• Demonstrated ability to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)

• Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time

• Understanding of marketing principles, product lines, ordering procedures and Sysco’s credit terms

• Valid driver’s license with access to a vehicle is required as there is travel up to 50%

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