District Sales Manager

Sysco•Los Angeles, CA

4d•$112,100 - $168,100

About The Position

The District Sales Manager (DSM) is responsible for managing sales performance among Sales Consultants and fostering a performance culture. The role coaches and develops sales talent to achieve profitable planned case and gross profit growth. It also oversees district sales planning, customer engagement, territory management, and implementation of company initiatives. The position includes additional sales management, operational, and customer relationship management duties.

Requirements

High school education required.
At least two 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 draw out insights through probing questions and collaborative problem-solving.
Strong organizational and project management skills, including ability to execute multiple initiatives autonomously.
Ability to thrive in a fast-paced work environment.
Ability to use Sysco’s proprietary Customer Relationship Management (CRM) tool for planning and forecasting sales growth.
Mastery of consultative selling, marketing principles, prospecting, networking, coaching, and negotiation skills.
Ability to coach, counsel, train, and direct associates.
Ability to supervise and motivate others.
Ability to write reports and business correspondence.

Nice To Haves

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

Responsibilities

Manage the performance and development of Sales Consultants within the district.
Conduct an average of three to five one-on-one Sales Consultant work-withs per week to provide coaching and direction.
Lead and facilitate Friday district meetings that educate, inspire, and drive behavior changes to improve sales.
Lead customer engagement efforts, enabling Sales Consultants to offer customers expanded service channels, technology tools, value-added services, and team selling.
Promote continuous improvement in technology, 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 the performance of district sales colleagues.
Execute territory planning and management.
Build independent relationships with top customers and high-value prospects.
Champion company initiatives and implement center-led strategy within the district.
Develop new business, penetrate existing accounts, and minimize lost business to achieve profitable sales growth and assigned objectives.
Qualify prospects in accordance with company account stratification goals.
Research customer business needs and develop a suitable mix of products and services.
Evaluate market trends and recommend products based on customer business needs and goals.
Keep 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 about and collect accounts receivable as necessary, coordinating with the credit department and clients and collecting balances due under approved credit terms.
Manage deliveries according to the routing schedule published by the transportation department.
Troubleshoot order-process issues, including out-of-stock items, special orders, and low inventory.
Participate in company functions, promotions, customer visits, and customer events.
Attend and participate in 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 sales budgets and reports, maintaining sales records, processing credits and pick-up requests, preparing sales quotes and menu suggestions, and filing reports.
Participate in ongoing training sessions and assist with training new employees as requested.