District Sales Manager - High Country of N. and N. Central AZ

US Foods•Flagstaff, AZ

21d

About The Position

The District Sales Manager oversees a group of Territory Managers (TMs) selling the Company's products and services and may also sell directly. The role directs sales activity across a specified district to generate revenue, penetrate existing accounts, acquire new accounts, and reduce customer churn. The manager coaches, mentors, and trains TMs to achieve profitable sales, case growth, division sales, penetration, and churn-reduction objectives. The position develops and maintains short- and long-range sales plans, creates effective action planning with TMs to achieve AOP and Company goals, and oversees performance against plans and budgets. It coordinates sales resources and customer support, supports customer-facing sales and marketing activities, and maintains knowledge of industry trends and product developments. The covered area may include the High Country of Northern and North-Central Arizona, Prescott, Flagstaff, Sedona, and Snowflake. Overnight travel may be required for trainings, meetings, or other company events.

Requirements

Bachelor's degree in Business Administration, Sales & Marketing, or a related field, or equivalent experience.
At least five years of foodservice sales experience.
At least two years of supervisory experience.
Demonstrated problem-solving and negotiation skills.
Excellent oral and written communication skills, customer service abilities, and presentation abilities.
Proficient computer skills, preferably with Microsoft Office products such as Word, Excel, PowerPoint, and Outlook.
Valid driver's license.
Candidates with a DUI conviction for drugs or alcohol within the last three years are not eligible; other license history is reviewed and must meet company standards.

Responsibilities

Direct Territory Managers in closing opportunities, penetrating existing accounts, acquiring and developing new accounts, and reducing churn.
Coach, mentor, train, and hold Territory Managers accountable for sales, account development, case growth, and goal attainment.
Develop and maintain short- and long-range sales plans and effective action plans to meet AOP, compensation, and Company objectives.
Direct Territory Managers toward high-quality leads, support lead development and closing, and identify when New Business Manager support is needed for high-potential accounts.
Submit and administer the annual street sales operating plan and budget; review and approve related expenses, credits, donations, and contracts; track performance and identify gap closures.
Leverage sales support and cross-functional roles to reduce administrative burden, resolve Territory Manager and customer issues, grow account penetration, and open new accounts.
Coordinate product cuttings and demonstrations, develop customer sales and marketing strategies and proposals, and conduct market research to determine customer needs.
Communicate sales data to support product and service planning, and assist with planning district sales meetings and events with Marketing and Merchandising personnel.
Use Sales Foundations tools and processes to grow sales, generate revenue, and maintain customer service standards.
Recruit, train, and mentor new and existing Territory Managers; conduct field support and work-with sessions, assess coaching and development needs, and recommend training.
Monitor and assess Territory Manager performance against plan and institute performance improvement or disciplinary measures as needed.
Assist Territory Managers with organizational skills, account strategies, and territory planning.
Maintain knowledge of industry trends and product developments, establish industry contacts that may generate prospective sales, and evaluate product mix against customer needs.
Research potential customers, make targeted sales calls with sales staff, develop relationships, and follow up on leads.
Conduct periodic Customer Business Reviews to identify customer needs and relationship gaps.
Assist with customer and delivery alignment and driver engagement.
Oversee communication and execution of Company policies within the sales department.
Ensure the sales organization is appropriately staffed and managed to minimize turnover.
Perform other duties and responsibilities as assigned or required.