District Sales Manager, Jacksonville

US Foods•Port Orange, FL

About The Position

The District Sales Manager oversees a group of Territory Managers (TMs) selling the Company’s products and services and may also sell directly. The role directs district sales efforts to increase revenue, penetrate existing accounts, acquire and develop new accounts, and reduce customer churn. It provides coaching, mentoring, and training to help TMs meet profitable sales, case growth, penetration, and account-development objectives. The manager develops and administers district sales plans and budgets, monitors performance against plans, and identifies actions to close gaps. The role coordinates sales resources and support functions, helps resolve TM and customer issues, and works with other teams to grow account penetration and win new business. It also supports customer demonstrations and proposals, market research, sales meetings, customer business reviews, and communication of sales information. The position recruits and develops TMs, evaluates performance, provides field support, and applies improvement or disciplinary measures when needed. It maintains knowledge of industry trends and product developments, supports customer and delivery alignment, and ensures Company policies are communicated and followed 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 DUI conviction for drugs or alcohol within the last three years are not eligible; other license history must meet Company standards.

Responsibilities

Oversee Territory Managers’ sales of Company products and services and may also sell directly.
Direct TMs in closing opportunities, penetrating existing accounts, acquiring new accounts, and developing accounts within the district.
Coach, mentor, and train TMs to achieve profitable sales, case growth, sales penetration, churn reduction, and account-development objectives.
Develop and maintain short- and long-range sales plans, and guide TMs in creating action plans to achieve AOP and Company goals.
Direct TMs toward high-quality leads, assist with warming leads and closing sales, 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 sales-related expenses, credits, donations, and contracts; and track performance and gap-closing actions.
Use the Sales Coordinator role to reduce administrative workload and resolve TM and customer issues.
Coordinate with Restaurant Operations Consultants, Menu Analysts, Culinary Specialists, Customer Solutions Coordinators, Senior Sales Analysts, and New Business Managers to grow account penetration and win new accounts.
Assist with product cuttings and demonstrations, develop customer sales and marketing strategies and proposals, and 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 with Marketing and Merchandising personnel.
Use Sales Foundations tools and processes to grow sales, generate revenue, and maintain customer service standards.
Hold TMs accountable for account development and goal attainment, including through effective action plans aligned with AOP and compensation goals.
Recruit, train, and mentor new and existing TMs; conduct field support and work-with sessions; assess development needs; and recommend training.
Monitor and assess TM performance against plans and institute performance-improvement or disciplinary measures as needed.
Assist TMs with organizational skills, account strategies, and territory planning.
Maintain knowledge of industry trends and product developments affecting target markets, establish industry contacts that may lead to sales, and assess product mix against customer needs.
Research potential customers, make targeted sales calls to develop relationships, and follow up on leads with sales staff.
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.