District Sales Manager - Corona, High Desert, Victorville, Big Bear, Lake Arrowhead

US Foods•Victorville, CA

2d•$75,000 - $125,000•Hybrid

About The Position

The District Sales Manager for this region will cover Corona, High Desert, Victorville, Big Bear, Lake Arrowhead. This role involves leading a team of TMs to achieve sales, penetration, and churn reduction objectives. The manager will be responsible for developing sales plans, coaching TMs on effective action planning to meet goals, and directing TMs towards high-quality leads. They will also assist in opening new accounts, reducing churn, and coordinating with other departments to support TMs. The role requires submitting and administering annual sales operating plans and budgets, reviewing expenses, and tracking performance. The manager will leverage the Sales Coordinator role to minimize administrative tasks and resolve issues, while also collaborating with various specialists to grow account penetration and new accounts. This position involves coordinating product cuttings and demonstrations, developing sales and marketing strategies, and conducting market research. The manager will communicate sales data, assist in planning district sales meetings, and utilize Sales Foundations tools to grow sales and maintain customer service standards. They will coach, train, and direct TMs on account penetration and lead acquisition, ensuring accountability for account development and goal attainment. Recruiting, training, and mentoring new and existing TMs, conducting field support, and assessing training needs are also key responsibilities. Performance management, including instituting improvement or disciplinary measures, and assisting TMs with organizational skills, account strategies, and territory planning are crucial. Maintaining knowledge of industry trends and product developments, establishing industry contacts, and evaluating product mix to meet customer needs are also part of the role. This role may receive incentive compensation. The manager will also research and develop lists of potential customers, make targeted sales calls, conduct Customer Business Reviews, and assist in customer/delivery alignment and driver engagement. Overseeing the communication and execution of Company policies within the sales department and ensuring the sales organization is appropriately staffed and managed to minimize turnover are also required. Other duties and responsibilities as assigned or required.

Requirements

Bachelor's degree in Business Administration, Sales & Marketing or related field or equivalent experience required.
A minimum of five years of foodservice sales experience required.
A minimum of two years of supervisory experience required.
Demonstrated problem solving and negotiation skills required.
Excellent oral and written communication skills, as well as customer service and presentation abilities.
Must have proficient computer skills, preferably in Microsoft Office products (e.g., Word, Excel, PowerPoint, Outlook).
Valid driver's license required.
Candidates who have received a DUI conviction for drug or alcohol within the last three years will not be considered as eligible.
Other license history is reviewed and must meet company standards.

Nice To Haves

Overnight travel may be required to participate in trainings, meetings, or other company events.

Responsibilities

Lead a group of TMs to achieve Division sales, penetration and churn reduction objectives.
Research, develop and maintain long and short range sales plans.
Coach and develop 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.
Highlight the 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.
Ensure 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.
Institute 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.
Make 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.