District Sales Manager - Central Valley North
Company: US Foods
Posted on: October 3, 2021
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Oversee a group of Territory Managers (TMs) in the selling of (and
may also sell) the Company's products and services using product,
organizational, and customer knowledge to influence customers and
assist them in applying the products and services to their needs,
resulting in revenue generation. Directs TMs against opportunities
in closing, penetrating existing accounts, as well as directing TMs
with regards to new account acquisition and development within a
specified district. Provide coaching, mentoring, and training to
TMs to achieve profitable sales and case growth objectives.
Lead a group of TMs to achieve Division sales, penetration and
churn reduction objectives; research, develop and maintain long and
short range sales plans, while coaching and developing TMs in
creating effective action planning to achieve AOP and Company
Direct TMs toward high quality leads and assist TMs in warming
leads and closing, working with TMs to open new accounts and reduce
churn and highlighting need for New Business Manager to support TMs
in opening high potential accounts.
Submit and administer annual street sales operating plan and
operating budget, reviewing and approving street sales-related
expenses, credits, donations, and contracts, and tracking
performance against plan, identifying gap closures.
Leverage Sales Coordinator role to reduce time on administrative
tasks, resolving TM and customer issues; assist in leveraging
Restaurant Operations Consultant, Menu Analyst, Culinary
Specialists, Customers Solutions Coordinator, Sr. Sales Analyst,
and New Business Manager to grow account penetration and new
Assist in coordinating product cuttings and demonstrations; develop
sales and marketing strategies and proposals for customers on
products and services, conducting market research to determine
customer needs and provide information to sales staff.
Communicate sales data to contribute to product/service planning;
assist in planning district sales meetings and events with
Marketing and Merchandising personnel.
Understand and utilize the Sales Foundations tools and processes to
grow sales, generate additional revenue, and maintain customer
Coach, train and direct TMs to top account penetration and
“quality” lead acquisition opportunities, creating effective action
plans to achieve AOP and compensation goals, and ensuring
accountability of TMs with regards to account development and goal
Recruit, train and mentor new hires as well as existing TMs,
conducting field support/work-with sessions to observe coaching
needs and support needs for TM development, and evaluate needs and
recommend training as needed.
Oversee, manage, and assess TM performance to plan 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 that affect target markets, establishing and
maintaining industry contacts that lead to prospective sales;
evaluate product mix in terms of meeting customers’ needs.
Research and develop lists of potential customers, making targeted
sales calls to develop relationships and follow up on leads along
with sales staff. Conduct periodic Customer Business Reviews to
identify customer needs as well as relationship gaps.
Assist in customer/delivery alignment and driver engagement.
Oversee the communication and execution of Company policies within
the confines of the sales department.
Ensure that the sales organization is appropriately staffed and
managed to minimize turnover.
Other duties and responsibilities as assigned or required.
Education/Training: Bachelor's degree in Business Administration,
Sales & Marketing or related field or equivalent experience
Related Experience: A minimum of five years of foodservice sales
experience required. A minimum of two years of supervisory
experience required. Overnight travel may be required to
participate in trainings, meetings, or other company events.
Knowledge/Skills/Abilities: Demonstrated problem solving and
negotiation skills required. Excellent oral and written
communication skills, as well as customer service and presentation
abilities. Must have proficient computer skills, preferably in
Microsoft Office products (e.g., Word, Excel, PowerPoint,
Orientation/Gender Identity/National Origin/Protected
Keywords: US Foods, Livermore , District Sales Manager - Central Valley North, Other , Livermore, California
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