District Sales Manager Spokane, WA

US Foods•Spokane, WA

1d•$85,000 - $135,000

About The Position

The District Sales Manager oversees a group of Territory Managers (TMs) in selling the Company's products and services, and may also sell directly. The role directs sales efforts to close opportunities, penetrate existing accounts, acquire and develop new accounts, reduce churn, and achieve profitable sales and case-growth objectives. The manager coaches and develops TMs to meet Division sales, penetration, annual operating plan (AOP), and Company goals. The position develops sales plans and budgets, tracks performance and identifies gaps, supports lead generation and account development, and works with sales support and cross-functional roles to grow account penetration and new business. It also supports customer proposals, product demonstrations, sales meetings, customer reviews, and customer/delivery alignment. The District Sales Manager recruits, trains, mentors, and assesses TM performance, oversees sales policy execution and staffing, and maintains knowledge of industry trends and product developments. 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, customer service, 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 must meet company standards.
Overnight travel may be required for trainings, meetings, or other company events.

Responsibilities

Lead Territory Managers to achieve Division sales, penetration, churn-reduction, AOP, and Company objectives.
Develop and maintain long- and short-range sales plans and coach TMs in effective action planning.
Direct TMs toward high-quality leads, help warm leads and close sales, support new-account acquisition, and identify when New Business Manager assistance 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 the Sales Coordinator to reduce administrative work and resolve TM and customer issues; coordinate with other sales and operations support roles to grow account penetration and new accounts.
Coordinate product cuttings and demonstrations; develop customer sales and marketing strategies and proposals; conduct market research to determine customer needs and inform sales staff.
Communicate sales data to support product and service planning, and assist with planning district sales meetings and events.
Use Sales Foundations tools and processes to grow sales, generate revenue, and maintain customer service standards.
Coach, train, and direct TMs on account penetration and quality lead acquisition; create action plans and ensure accountability for account development and goal attainment.
Recruit, train, and mentor new and existing TMs; conduct field support and work-with sessions, assess development needs, and recommend training.
Oversee and assess TM performance against plan, institute performance-improvement or disciplinary measures as needed, and assist with organizational skills, account strategies, and territory planning.
Maintain knowledge of industry trends and product developments, establish industry contacts that lead to prospective sales, and evaluate product mix against customer needs.
Research and develop prospective-customer lists, make targeted sales calls with sales staff, develop relationships, follow up on leads, and conduct periodic Customer Business Reviews.
Assist with customer/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.