District Sales Manager - Knoxville

US Foods•Alcoa, TN

4d•$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 across a specified district to grow revenue, penetrate existing accounts, acquire and develop new accounts, reduce churn, and achieve profitable sales and case growth objectives. The manager develops and maintains short- and long-range sales plans, coaches TMs in effective action planning, and leads the district toward Division sales, penetration, and churn-reduction objectives. The position administers the annual street sales operating plan and budget, reviews sales-related expenses and other items, tracks performance, and identifies actions to close gaps. It coordinates sales resources and support roles, customer demonstrations, proposals, market research, sales meetings, and customer business reviews. The manager also recruits, trains, mentors, and evaluates TMs; supports their account, organizational, and territory planning; and addresses performance or disciplinary needs. The role maintains industry and product knowledge, supports customer and delivery alignment, and oversees communication and execution of Company policies within the sales department. Overnight travel may be required for trainings, 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 skills, customer service abilities, and presentation skills.
Proficient computer skills, preferably with Microsoft Office products such as Word, Excel, PowerPoint, and Outlook.
Valid driver’s license required.
Candidates with a DUI conviction for drugs or alcohol within the last three years are not eligible; other license history is reviewed and must meet Company standards.
Overnight travel may be required for trainings, meetings, or other company events.

Responsibilities

Lead Territory Managers to achieve Division sales, penetration, churn-reduction, revenue, and case-growth objectives.
Direct TMs in closing opportunities, penetrating existing accounts, acquiring and developing new accounts, and reducing churn.
Coach, train, mentor, and direct TMs in account development, lead acquisition, action planning, organizational skills, account strategies, and territory planning.
Develop and maintain long- and short-range sales plans and support TMs in achieving AOP and Company goals.
Submit and administer the annual street sales operating plan and operating budget; review and approve street sales-related expenses, credits, donations, and contracts; track performance and identify gap-closing actions.
Leverage the Sales Coordinator and other support roles to reduce administrative workload, resolve TM and customer issues, and grow account penetration and new accounts.
Coordinate product cuttings and demonstrations; develop customer sales and marketing strategies and proposals; conduct market research to determine customer needs and inform sales staff.
Communicate sales data to contribute to product and service planning, and assist with district sales meetings and events alongside Marketing and Merchandising personnel.
Use Sales Foundations tools and processes to grow sales, generate revenue, and maintain customer service standards.
Recruit, train, and mentor new and existing TMs; conduct field support and work-with sessions; assess development and training needs and recommend training.
Oversee, manage, and regularly assess TM performance against plan; institute performance improvement or disciplinary measures as needed.
Maintain knowledge of industry trends and product developments, establish industry contacts that lead to prospective sales, and evaluate product mix against customer needs.
Research potential customers, make targeted sales calls with sales staff, develop relationships, and follow up on leads.
Conduct periodic Customer Business Reviews to identify customer needs and relationship gaps.
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.