District Sales Manager - Intermountain

Sysco

About The Position

The District Sales Manager (DSM) is responsible for managing sales performance among Sales Consultants and building a performance culture that supports profitable planned case and gross profit growth. The role coaches and develops sales consultants, facilitates district sales meetings, and leads customer engagement through expanded service channels, technology, value-added services, and team selling. The DSM supports sales planning, prospecting, customer engagement, territory management, and conversion opportunities using Sysco's CRM and related sales processes. The position also promotes company campaigns and initiatives, manages customer relationships, and performs additional sales management and operational duties. The description includes customer and account support activities such as prospecting, product recommendations, resolving order issues, coordinating deliveries, reviewing sales reports, and completing sales administration.

Requirements

High school education required.
At least 2 years of experience successfully growing profitable sales in the foodservice industry.
Excellent interpersonal skills and ability to work with a variety of stakeholders.
Ability to derive insights through probing questions and collaborative problem-solving.
Strong organizational and project management skills, including the ability to execute multiple initiatives autonomously.
Ability to thrive in a fast-paced work environment.
Ability to use Sysco’s proprietary CRM tool for sales growth planning and forecasting.
Mastery of consultative selling, marketing principles, prospecting, networking, coaching, and negotiations.
Ability to coach, counsel, train, and direct associates.
Ability to supervise and motivate others.
Ability to write reports and business correspondence.
Ability to develop new business, penetrate existing accounts, and minimize lost business to achieve profitable sales growth and special objectives within the assigned territory.
Ability to seek and qualify prospects according to company account stratification goals.
Ability to research customer business needs and develop an appropriate mix of products and services.
Ability to evaluate market trends and recommend products based on customer business needs and goals.
Ability to stay informed about market conditions, product innovations, and competitor products, prices, and sales.
Ability to answer customer questions about products, pricing, availability, and product use, and to provide product information and practical training.
Ability to communicate and collect accounts receivable as necessary, working with the credit department and clients.
Ability to manage deliveries according to the transportation department’s routing schedule and troubleshoot order-process problems.
Ability to review and analyze sales and customer reports and perform related administrative duties.
Applicants must be currently authorized to work in the United States.
Must be able to perform the essential duties satisfactorily; reasonable accommodations may be made for individuals with disabilities.

Nice To Haves

Bachelor’s degree in a related field, such as business administration, or equivalent relevant industry experience.
5 or more years of foodservice sales experience.

Responsibilities

Manage the performance and development of Sales Consultants within the district.
Conduct an average of 3–5 one-on-one Sales Consultant work-withs per week for coaching and direction.
Lead and facilitate Friday district meetings to educate, inspire, and drive sales behavior changes.
Lead customer engagement efforts, enabling Sales Consultants to offer technology, value-added services, and team selling.
Continuously improve technology use, sales skills, soft skills, and product knowledge.
Leverage Sales Support resources and tools to maximize Sales Consultants’ consultative time.
Use the CRM to manage sales planning, prospecting, and daily customer engagement, and promote productive use of Sysco 360.
Deliver Sysco brand results and manage district conversion opportunities.
Support and promote national campaigns and promotions.
Coach, train, and provide timely feedback to develop consultative selling skills using The Sysco Way to Sell.
Use CMP and QPP processes to coach sales colleagues’ performance.
Execute territory planning and management.
Prioritize independent relationships with top customers and high-value prospects.
Champion company initiatives and implement center-led strategy within the district.
Perform additional sales management duties, operational duties, and customer relationship management.
Develop new business, penetrate existing accounts, and minimize lost business to achieve profitable sales growth and special objectives within the assigned territory.
Seek and qualify prospects in accordance with company account stratification goals.
Research customer business needs and develop suitable product and service mixes.
Evaluate market trends and recommend products based on customer business needs and goals.
Stay informed about market conditions, product innovations, and competitors’ products, prices, and sales, and share relevant information with customers.
Answer customer questions about products, prices, availability, and product use; provide product information and practical training to customer personnel.
Communicate and collect accounts receivable as needed, coordinating with the credit department and clients and collecting balances according to approved credit terms.
Manage deliveries according to the transportation department’s routing schedule.
Troubleshoot order-process problems, including out-of-stock items, special orders, and low inventory.
Participate in company functions, promotions, customer visits, customer events, and general sales and district meetings.
Review and analyze daily and weekly reports, including special order requests, customer bid files, and sales and gross profit margin data.
Perform administrative duties, including preparing budgets and reports, maintaining sales records, processing credits and pickup requests, preparing sales quotes and menu suggestions, and filing reports.
Participate in ongoing training and assist with training new employees as requested.