District Sales Manager - Long Beach area

US Foods•La Mirada, CA

1d•Onsite

About The Position

The District Sales Manager oversees a group of Territory Managers (TMs) in selling the Company's products and services, leveraging product, organizational, and customer knowledge to assist customers and generate revenue. This role involves directing TMs in closing sales, penetrating existing accounts, and acquiring new accounts within a specified district. Key responsibilities include coaching, mentoring, and training TMs to achieve profitable sales and case growth objectives, leading them to meet Division sales, penetration, and churn reduction goals. The manager researches, develops, and maintains sales plans, and coaches TMs in creating effective action plans. They also direct TMs towards high-quality leads, assist in closing deals, and work to open new accounts and reduce churn, identifying when a New Business Manager is needed for high-potential accounts. Administrative duties include submitting and administering the annual street sales operating plan and budget, reviewing and approving related expenses, and tracking performance. The role leverages various internal resources like Sales Coordinators, Restaurant Operations Consultants, and Culinary Specialists to enhance account penetration and new account growth. The District Sales Manager coordinates product cuttings and demonstrations, develops sales and marketing strategies, conducts market research, and communicates sales data for product/service planning. They also plan district sales meetings, utilize Sales Foundations tools, recruit and mentor TMs, conduct field support sessions for development, and assess TM performance, implementing improvement measures as needed. Additional duties include assisting TMs with organizational skills and territory planning, staying current on industry trends, establishing industry contacts, evaluating product mix, and conducting Customer Business Reviews. The manager also assists with customer/delivery alignment and driver engagement, ensures company policies are executed within the sales department, and maintains appropriate staffing to minimize turnover.

Requirements

Bachelor's degree in Business Administration, Sales & Marketing or related field or equivalent experience
A minimum of five years of foodservice sales experience
A minimum of two years of supervisory experience
Demonstrated problem solving and negotiation skills
Excellent oral and written communication skills
Customer service and presentation abilities
Proficient computer skills, preferably in Microsoft Office products (e.g., Word, Excel, PowerPoint, Outlook)
Valid driver's license
No DUI conviction for drug or alcohol within the last three years

Responsibilities

Oversee a group of Territory Managers (TMs) in the selling of (and may also sell) the Company's products and services using product, organizational, and customer knowledge to influence customers and assist them in applying the products and services to their needs, resulting in revenue generation.
Direct TMs against opportunities in closing, penetrating existing accounts, as well as directing TMs with regards to new account acquisition and development within a specified district.
Provide coaching, mentoring, and training to TMs to achieve profitable sales and case growth objectives.
Lead a group of TMs to achieve Division sales, penetration and churn reduction objectives.
Research, develop and maintain long and short range sales plans, while coaching and developing TMs in creating effective action planning to achieve AOP and Company goals.
Direct TMs toward high quality leads and assist TMs in warming leads and closing.
Work with TMs to open new accounts and reduce churn and highlighting need for New Business Manager to support TMs in opening high potential accounts.
Submit and administer annual street sales operating plan and operating budget.
Review and approve street sales-related expenses, credits, donations, and contracts.
Track performance against plan, identifying gap closures.
Leverage Sales Coordinator role to reduce time on administrative tasks, resolving TM and customer issues.
Assist in leveraging Restaurant Operations Consultant, Menu Analyst, Culinary Specialists, Customers Solutions Coordinator, Sr. Sales Analyst, and New Business Manager to grow account penetration and new accounts.
Assist in coordinating product cuttings and demonstrations.
Develop sales and marketing strategies and proposals for customers on products and services.
Conduct market research to determine customer needs and provide information to sales staff.
Communicate sales data to contribute to product/service planning.
Assist in planning district sales meetings and events with Marketing and Merchandising personnel.
Understand and utilize the Sales Foundations tools and processes to grow sales, generate additional revenue, and maintain customer service standard.
Coach, train and direct TMs to top account penetration and “quality” lead acquisition opportunities.
Create effective action plans to achieve AOP and compensation goals, and ensuring accountability of TMs with regards to account development and goal attainment.
Recruit, train and mentor new hires as well as existing TMs.
Conduct field support/work-with sessions to observe coaching needs and support needs for TM development.
Evaluate needs and recommend training as needed.
Oversee, manage, and assess TM performance to plan regularly, instituting performance improvement or disciplinary measures as needed.
Assist TMs with organizational skills, account strategies, and territory planning.
Maintain current knowledge of industry trends and product developments that affect target markets.
Establish and maintain industry contacts that lead to prospective sales.
Evaluate product mix in terms of meeting customers’ needs.
Research and develop lists of potential customers, making targeted sales calls to develop relationships and follow up on leads along with sales staff.
Conduct periodic Customer Business Reviews to identify customer needs as well as relationship gaps.
Assist in customer/delivery alignment and driver engagement.
Oversee the communication and execution of Company policies within the confines of the sales department.
Ensure that the sales organization is appropriately staffed and managed to minimize turnover.
Other duties and responsibilities as assigned or required.