Northeast Region - Director Strategic Sales & Specialty Markets

Cambro Manufacturing•Plano, TX

5d•$120,000 - $140,000

About The Position

The Director, Northeast Strategic Accounts and Specialty Markets, will manage defined Cambro Chains, including Restaurant, Hospitality, Business & Industry, as well as Supermarket and Convenience Store sectors. The Director of Strategic Accounts & Specialty Markets will interface with Cambro Territory Sales Representatives and Zone Directors to ensure their knowledge of the Cambro product line is focused on solution-based selling, providing added value for the Chain Operators ESSENTIAL JOB FUNCTIONS Manage overall ownership as the point person for chain accounts in the assigned area of responsibility. Responsible for meeting all sales goals and targets. Plan and organize a daily work schedule to call on retailers, distributors, and other customers related to our business. Manage Representatives in the assigned area, holding quarterly chain meetings. Visit customers on a regular basis to maintain a strong relationship and inform them of new products and product transitions. Manage and maintain the Salesforce database to include all open opportunities, prospects, and closed sales accounts, making sure all sales numbers include forecasting and closed numbers. Hold the field sales team accountable to keep records, contacts, and opportunities up to date. Resolve customer complaints by investigating problems, developing solutions, and making recommendations to management. Follow up with both internal and external customers to ensure all sales/marketing programs are properly communicated, implemented, and fully supported by the most effective manager. Keep appropriate departments up to date on developing opportunities, including Planning, Production, Engineering, and Sales. Must attend trade shows, buying group events, and other related functions to increase market and customer development. Utilize technology and tools to manage territory, pipeline, and sales team, including CRM Salesforce, Power BI, AS400, EDI, SAP, and CDS. Actively use Social Platforms such as LinkedIn to promote the Cambro brand and product solutions to engage distribution and target end users, prospecting, networking, and social selling. Provide product training during sales meetings, distributor visits, and factory tours. Keep Field Sales current on developing trends in the segment. Continuous investment in learning, development, and continuous improvement of sales, leadership, management, and coaching. Conduct monthly business reviews in each territory based on sales performance and the Rep Report Card. Create a collaborative action plan to correct any deficient areas with agreed-upon specific priorities, goals, and dates to complete. Present and negotiate with top management within all Operator and Distribution channels that Cambro services. Respond and manage all RFP’s and conversions on competitive products. Manage and resolve conflicts within sales, distribution, and operator channels. Promote the needs of the chain accounts within the various internal departments of Cambro. Focus and target on all chain segments – Restaurants, Hospitality, Business and Industry, Convenience Stores, and Supermarkets Manages independent sales representatives to best support and grow the business and hold them accountable to their business plans. Assist in providing direction and identifying ongoing areas of improvement. Replicate success across territories within the assigned territory as well as with other Chain Team Members and Zone Directors. Full responsibility for the selling efforts through various distribution channels that service the Cambro chain markets. Effectively communicate and interact with Cambro Product Development, Accounting, Planning, Customer Service, and Sales Support departments regarding customer accounts and plans. Focus on the chain market penetration with a dual responsibility to promote and understand the entire Cambro product line. Maintain reliable and consistent attendance, including being punctual and dependable, in order to meet the needs of the department and the organization. Execute each essential duty satisfactorily in order to perform the job successfully. Follows all safety procedures required in the work area, wears PPE as needed, attends all safety meetings, and reports safety issues regarding equipment or unsafe/hazardous conditions. Performs effectively as a team member, able to work well with others, open to receiving and giving feedback, and treats everyone with respect. Takes ownership of own work and behavior, accepts accountability for own actions, encourages solutions, and communicates status of work/projects. Follow all department quality standards/criteria. Raise concerns and issues to the immediate manager. Able to understand and demonstrate the Cambro company culture, display the company's core values (Safety, Quality, Respect, and Service). Understands the department’s key performance indicators and contributes to achieving these goals both individually and as a team. Other duties as needed or required.

Requirements

A minimum of 7-10 years of focused sales and sales management of foodservice chains and distribution networks at the Director level, preferred.
Past management of Manufacturers or direct Sales Representatives
Demonstrated knowledge of foodservice equipment and supplies, including a strong understanding of selling and marketing to food service operators
A demonstrated knowledge of chain operational systems is mandatory, along with an understanding of menu development, testing protocols, and procurement practices.
Excellent organization & communication skills are paramount to ensure that expectations are clearly communicated and achieved.
Excellent administrative abilities, utilizing Microsoft Word and Excel as management tools.
Excellent technology knowledge as a tool to be an effective sales manager (Salesforce.com, EDI, Internet, Microsoft Office suite, and customers’ technological needs, i.e., SAP)
Excellent understanding of how to manage RFP’s and conversion of competitive products.
Ability to effectively communicate in written and verbal form.
Must demonstrate a sense of urgency, initiative, and possess excellent follow-up abilities.
Must be able to effectively present and relate to all contact levels within Chain Accounts, from executive level to entry level employees.
Ability to adapt to rapidly changing market conditions and customer needs.
Candidates must reside in the Western region.
Must be able to travel.
Self-driven and motivated
Participate and support Buying Groups in the territory.
Attend necessary trade shows and national shows.

Nice To Haves

A bachelor’s degree in business, marketing, or a related field.
Preferred Have in-depth product knowledge of the entire Cambro product line.
Working knowledge of Salesforce and Concur.

Responsibilities

Manage overall ownership as the point person for chain accounts in the assigned area of responsibility.
Responsible for meeting all sales goals and targets.
Plan and organize a daily work schedule to call on retailers, distributors, and other customers related to our business.
Manage Representatives in the assigned area, holding quarterly chain meetings.
Visit customers on a regular basis to maintain a strong relationship and inform them of new products and product transitions.
Manage and maintain the Salesforce database to include all open opportunities, prospects, and closed sales accounts, making sure all sales numbers include forecasting and closed numbers.
Hold the field sales team accountable to keep records, contacts, and opportunities up to date.
Resolve customer complaints by investigating problems, developing solutions, and making recommendations to management.
Follow up with both internal and external customers to ensure all sales/marketing programs are properly communicated, implemented, and fully supported by the most effective manager.
Keep appropriate departments up to date on developing opportunities, including Planning, Production, Engineering, and Sales.
Must attend trade shows, buying group events, and other related functions to increase market and customer development.
Utilize technology and tools to manage territory, pipeline, and sales team, including CRM Salesforce, Power BI, AS400, EDI, SAP, and CDS.
Actively use Social Platforms such as LinkedIn to promote the Cambro brand and product solutions to engage distribution and target end users, prospecting, networking, and social selling.
Provide product training during sales meetings, distributor visits, and factory tours.
Keep Field Sales current on developing trends in the segment.
Continuous investment in learning, development, and continuous improvement of sales, leadership, management, and coaching.
Conduct monthly business reviews in each territory based on sales performance and the Rep Report Card.
Create a collaborative action plan to correct any deficient areas with agreed-upon specific priorities, goals, and dates to complete.
Present and negotiate with top management within all Operator and Distribution channels that Cambro services.
Respond and manage all RFP’s and conversions on competitive products.
Manage and resolve conflicts within sales, distribution, and operator channels.
Promote the needs of the chain accounts within the various internal departments of Cambro.
Focus and target on all chain segments – Restaurants, Hospitality, Business and Industry, Convenience Stores, and Supermarkets Manages independent sales representatives to best support and grow the business and hold them accountable to their business plans.
Assist in providing direction and identifying ongoing areas of improvement.
Replicate success across territories within the assigned territory as well as with other Chain Team Members and Zone Directors.
Full responsibility for the selling efforts through various distribution channels that service the Cambro chain markets.
Effectively communicate and interact with Cambro Product Development, Accounting, Planning, Customer Service, and Sales Support departments regarding customer accounts and plans.
Focus on the chain market penetration with a dual responsibility to promote and understand the entire Cambro product line.
Maintain reliable and consistent attendance, including being punctual and dependable, in order to meet the needs of the department and the organization.
Execute each essential duty satisfactorily in order to perform the job successfully.
Follows all safety procedures required in the work area, wears PPE as needed, attends all safety meetings, and reports safety issues regarding equipment or unsafe/hazardous conditions.
Performs effectively as a team member, able to work well with others, open to receiving and giving feedback, and treats everyone with respect.
Takes ownership of own work and behavior, accepts accountability for own actions, encourages solutions, and communicates status of work/projects.
Follow all department quality standards/criteria.
Raise concerns and issues to the immediate manager.
Able to understand and demonstrate the Cambro company culture, display the company's core values (Safety, Quality, Respect, and Service).
Understands the department’s key performance indicators and contributes to achieving these goals both individually and as a team.
Other duties as needed or required.