Director - Contract Sales

Sysco•Buckhead, GA

About The Position

The Director of Contract Sales leads a regional sales organization responsible for growing local customers and delivering the agreed financial plan. The role oversees Regional Contract Managers, Contract Sales Consultants, Bid colleagues, the Manager of Sales Strategy & Operations, and New Business Developers. It includes coaching, training, performance management, and feedback to improve performance, grow sales, and drive profitability. The Director develops medium- and long-term sales plans, protects and expands relationships with existing and targeted customers, and establishes strategies for profitable new-customer growth in coordination with the Regional VP of Sales. The role uses analytics and customer insights to prioritize opportunities, supports sales to new and existing customers, assesses customer needs, and guides sales bids, proposals, presentations, and customer MSAs. It also supports the National Sales Organization in implementing corporate and market programs, promotes effective use of Sysco’s CRM, manages new-business pipelines and close rates, represents Sysco at community and business meetings, and ensures training for Contract Sales and New Business Development colleagues. The position may require evening and weekend work depending on customer needs and up to 75% travel using a personal vehicle. Remote work requires appropriate software, a dedicated distraction-free workspace, and participation in conference calls in a business-friendly environment. The role involves regular sitting, standing, walking, and computer and telephone use; occasional lifting or moving of up to 20 pounds may be required.

Requirements

At least 10 years of relevant sales experience.
At least 5 years leading a B2B sales team in a professional sales environment, with demonstrated success.
High school diploma or equivalent required.
Ability to manage and motivate a regional sales organization focused on growing contract sales revenue.
Ability to lead a high-performing sales team to meet deadlines and produce high-quality results.
Ability to coach, counsel, train, and direct team members effectively.
Strong financial acumen and ability to plan and execute business plans.
Demonstrated consultative selling, networking, and negotiation skills.
Business and foodservice operations acumen to manage sophisticated customers.
Strong interpersonal skills and ability to work with and influence a variety of stakeholders.
Ability to express information in terms of profit and loss, food cost, and expense ratio.
Strong communication skills with internal and external teams.
Excellent organizational and project-management skills, including the ability to execute multiple initiatives simultaneously.
Ability to learn proprietary CRM tools for planning and forecasting sales growth.
Analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data.
Willingness to embrace change and champion Global Support Center initiatives.
Proficiency in Microsoft Applications Suite, including Word, Excel, PowerPoint, and Outlook.
Valid driver’s license and a driving record that meets Company insurability standards.
Ability to meet the stated physical demands, including occasional lifting or moving of up to 20 pounds.
Ability to travel up to 75% using a personal vehicle.

Nice To Haves

At least 3 years of Contract Sales experience in foodservice distribution.
Bachelor’s degree in Business, Sales, Marketing, Hospitality, or Culinary Arts.

Responsibilities

Lead Regional Contract Managers, Contract Sales Consultants, Bid colleagues, the Manager of Sales Strategy & Operations, and New Business Developers to grow local customers and deliver the agreed financial plan.
Coach, train, manage performance, and provide feedback to improve colleague performance, grow sales, and drive profitability.
Foster collaborative team selling and engage Sysco Specialty companies to fully penetrate customer accounts.
Develop medium- and long-term sales plans and strategies to protect, grow, and diversify relationships with existing and targeted customers.
Establish strategies for profitable new-customer growth, with guidance from the Regional VP of Sales, and define long-term strategic new-business development goals.
Use advanced analytics and customer insights to prioritize regional business opportunities.
Support face-to-face and remote sales to new customers, and cross-selling, upselling, and repeat sales to existing customers.
Assess customer needs and recommend appropriate products, services, or solutions.
Support sales bids, proposals, and presentations, and provide guidance and approval for customer MSAs.
Support the National Sales Organization, including VPNAs and Senior NAMs, in implementing key corporate and market programs and objectives.
Use Sysco’s proprietary CRM for sales planning, prospecting, opportunity tracking, task management, and customer engagement, and promote productive use of the tool among colleagues.
Manage new-business pipelines, activities, and close rates to support planned outcomes.
Represent Sysco at community and business meetings to promote the company.
Ensure training of Contract Sales and New Business Development team members.