District Sales Manager, Jacksonville

US Foods•Jacksonville, FL

3d•$75,000 - $120,000

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 activity to close opportunities, penetrate existing accounts, acquire and develop new accounts, reduce churn, and achieve revenue, sales, penetration, and case-growth objectives. The manager develops sales plans and coaches TMs in creating action plans that support annual operating plan (AOP) and Company goals. The position administers the annual street sales operating plan and budget, monitors performance, and reviews sales-related expenses, credits, donations, and contracts. It coordinates sales support resources, customer demonstrations, marketing strategies, sales meetings, and customer business reviews. The manager recruits, trains, mentors, and evaluates TMs; oversees performance and staffing; and ensures Company policies are communicated and executed within the sales department. Overnight travel may be required for training, 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 drug- or alcohol-related DUI conviction within the last three years are not eligible; other license history is reviewed and must meet company standards.
Overnight travel may be required for training, meetings, or other company events.

Responsibilities

Lead Territory Managers to achieve Division sales, penetration, churn-reduction, and case-growth objectives.
Develop and maintain long- and short-range sales plans and coach TMs in action planning to achieve AOP and Company goals.
Direct TMs toward quality leads, assist with lead development and closing, support new-account acquisition, and identify when New Business Manager support 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 sales support roles to reduce administrative work and resolve TM and customer issues; coordinate with other specialists to grow account penetration and new accounts.
Coordinate product cuttings and demonstrations; develop customer sales and marketing strategies and proposals; conduct market research to identify customer needs.
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 sessions, assess development needs, and recommend training.
Monitor and assess TM performance against plan and institute performance improvement or disciplinary measures as needed; assist with organization, account strategies, and territory planning.
Maintain knowledge of industry trends and product developments, build industry contacts that may lead to sales, and evaluate product mix against customer needs.
Research potential customers, make targeted sales calls, develop relationships, follow up on leads, and conduct periodic Customer Business Reviews.
Assist with customer and 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.