District Sales Manager

Sysco

15d•$107,200 - $160,800

About The Position

The District Sales Manager (DSM) provides leadership and strategic planning and monitors Territory Managers’ sales activities for assigned districts to help achieve profitability and growth aligned with the Company’s vision and goals. The DSM establishes and jointly builds strategic plans with the Regional Sales Vice President to increase revenue from current clients and new client acquisitions. The position leads the recruitment, development, and performance management of Territory Managers; coaches them in sales productivity, quality, and customer service; and works with them in the field and with customers. The DSM also supports major client presentations, oversees sales training, and collaborates with internal operating divisions and departments to ensure customers are serviced effectively. The role is based in the assigned district, which may involve a normal office environment or a remote home-based office, and requires travel to Territory Managers, customers, and prospects. Overnight travel may be required for company events, district meetings, training, vendor fairs, and client appointments. Evening and weekend work may be required depending on customer needs.

Requirements

High school education required.
Bachelor’s degree in a related field, such as business administration, or equivalent relevant industry experience.
At least 2 years of experience successfully growing profitable sales in the foodservice industry.
Excellent verbal, written, interpersonal, and professional communication skills, including clear communication by email and telephone.
Ability to present information effectively and respond to questions from clients, management, and associates.
Ability to work proactively and constructively with others, lead team discussions and meetings, and operate collaboratively within a team structure.
Strong leadership skills, including mentoring and developing individuals and teams; effective delegation; and a collaborative management style.
Strong listening, presentation, negotiation, and closing skills.
Strong understanding of financial concepts, including pricing and forecasting.
Ability to respond promptly to customer needs, solicit feedback, and respond to service requests.
Ability to prioritize and manage multiple priorities and deadlines, use time effectively, identify and resolve problems, analyze information, develop alternatives, and make timely decisions using sound judgment.
Goal-oriented, driven self-starter able to work independently within a team environment.
Computer literacy, including customer database maintenance, internet navigation, and Microsoft Word, Excel, PowerPoint, Access, and Outlook.
Must maintain a valid driver’s license and a driving record that meets company minimum standards for travel throughout the assigned district.
If working remotely, must have required software for timely communications, a dedicated distraction-free workspace, and a business-friendly environment for customer or conference calls.
Regularly required to sit, stand, walk, use hands and fingers to operate a computer keyboard, mouse, and telephone, and talk and hear; frequently required to sit and reach with hands and arms; must occasionally lift or move up to 20 pounds.

Nice To Haves

At least 5 years of foodservice sales experience is preferred.
Familiarity with Phocas, Gforce, Box, Salesforce.com, and PeopleSoft is a plus.
A bachelor’s degree in a related field, such as business administration, is an alternative to equivalent relevant industry experience.

Responsibilities

Establish sales objectives by forecasting and developing annual sales quotas for districts and territories.
Work with Territory Managers to project expected sales volume and profit for existing and new properties, and ensure plans are followed to meet goals.
Assign or reassign accounts as necessary.
Recruit, motivate, and develop Territory Managers and foster accountability, performance-based management, teamwork, and best practices.
Monitor and evaluate Territory Managers’ progress toward goals and provide feedback.
Coach Territory Managers in balancing productivity, quality, and customer service.
Participate in staff selection, performance and compensation evaluations, corrective action, and terminations as necessary.
Promote continuous associate training and development, and oversee training and educational programs for Territory Managers.
Lead and facilitate change management in support of organizational goals, consulting with Human Resources as appropriate.
Work with Territory Managers and customers in the field, assist on sales calls, and provide constructive feedback to develop Territory Managers’ skills.
Participate in major client presentations and discussions to support high-quality customer service.
Collaborate with operating divisions that support the sales organization to create a collaborative work environment.
Increase sales through account penetration by analyzing sales and volume, planning sales calls, and following up.
Use product knowledge, ROI and analytical research tools, and sales training resources to target prospects and opportunities.
Maintain, build, and expand customer relationships.
Communicate relevant customer and product information to internal departments, including Merchandising and Operations, and provide advance notice of new customers or changes affecting orders or delivery.
Monitor assigned accounts and take corrective action to maintain and improve customer satisfaction.
Notify management promptly when an existing account is at risk of discontinuing service or when issues remain unresolved.
Work with Accounts Receivable to ensure customers pay invoices within agreed-upon terms.