District Sales Manager-Raleigh

Sysco•Selma, AL

About The Position

The District Sales Manager (DSM) manages sales performance and development among Sales Consultants within an assigned district. The role builds a performance culture and coaches and develops sales talent to achieve profitable planned case and gross profit growth. It also leads customer engagement, territory planning, sales execution, and district implementation of company initiatives and strategies. The position involves frequent field coaching, district meetings, customer and prospect relationship management, and use of Sysco sales resources and CRM tools. Additional responsibilities include operational duties and customer relationship management. The role requires at least two years of successful profitable sales growth in the foodservice industry; five or more years of foodservice sales experience is preferred.

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 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 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.
Ability to develop new business, penetrate existing accounts, and minimize lost business to achieve profitable sales growth and assigned-territory objectives.
Ability to seek and qualify prospects under company account stratification goals.
Ability to research customer business needs and develop a mix of products and services to meet them.
Ability to evaluate market trends and recommend products based on customer needs and goals.
Ability to communicate product information and practical training to customer personnel.
Ability to manage customer accounts receivable in coordination with the credit department and clients.
Ability to manage deliveries to the transportation department’s routing schedule and troubleshoot order-process issues.
Ability to review sales reports and perform related administrative duties.

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 Sales Consultant work-withs per week for one-on-one coaching and direction.
Lead and facilitate Friday district meetings to educate, inspire, and drive key sales behavior changes.
Lead customer engagement by enabling Sales Consultants to offer customers expanded service channels, including technology enablers, 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 expect productive use of Sysco 360 among Sales Consultants.
Deliver Sysco brand results and directly 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 sales colleagues in the district.
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.
Perform additional sales management responsibilities, including operational duties and customer relationship management.
Develop new business, penetrate existing accounts, and minimize lost business to achieve profitable sales growth and territory objectives.
Seek and qualify prospects in accordance with company account stratification goals.
Research customer business needs and develop an appropriate mix of products and services.
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, working with the credit department and clients to collect balances due under approved credit terms.
Manage deliveries according to the transportation department’s published routing schedule.
Troubleshoot order-process problems, including out-of-stock items, special-order items, 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 such as preparing sales budgets and reports, maintaining sales records, processing credits and pickup requests, preparing sales quotes and menu suggestions, and filing reports.
Participate in ongoing training sessions.
Assist with training new employees as requested.