District Sales Manager (Tulsa, OK)

Sysco•Norman, OK

About The Position

The District Sales Manager (DSM) manages sales performance among Sales Consultants and is responsible for building a performance culture, coaching and developing sales talent, and achieving profitable planned case and gross-profit growth. The role leads customer engagement and territory planning, supports company and national sales initiatives, and helps consultants use technology, sales support resources, and consultative selling practices to serve customers and grow business. The DSM also performs broader sales-management and operational duties, including customer relationship management, reporting, account development, and coordination with internal departments. The description identifies the general nature of the role and notes that reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Requirements

High school education required.
A bachelor’s degree in a related field, such as business administration, or equivalent relevant industry experience.
At least two years of experience successfully growing profitable sales in the foodservice industry.
Excellent interpersonal skills and ability to work with a variety of stakeholders.
Ability to derive insights through probing questions and collaborative problem-solving.
Strong organizational and project-management skills, including the ability to execute multiple initiatives autonomously.
Ability to thrive in a fast-paced work environment.
Ability to use Sysco’s proprietary CRM tool for sales-growth planning and forecasting.
Mastery of consultative selling, marketing principles, prospecting, networking, coaching, and negotiation skills.
Ability to coach, counsel, train, and direct associates.
Ability to supervise and motivate others.
Ability to write reports and business correspondence.
Applicants must be currently authorized to work in the United States.
Ability to perform each essential duty satisfactorily; reasonable accommodations may be made for individuals with disabilities.

Nice To Haves

Five or more years of foodservice sales experience in the foodservice industry preferred.

Responsibilities

Manage the performance and development of Sales Consultants within the district.
Conduct an average of three to five one-on-one Sales Consultant work-withs per week for coaching and direction.
Lead and facilitate Friday district meetings to educate and inspire associates and drive behavior changes that support sales.
Lead customer-engagement efforts, enabling Sales Consultants to offer expanded service channels, technology tools, value-added services, and team selling.
Promote continuous improvement in technology use, sales skills, soft skills, and product knowledge.
Use Sales Support resources and tools to maximize Sales Consultants’ consultative time.
Use the CRM to manage sales planning, prospecting, and daily customer engagement, and promote productive use of Sysco 360.
Deliver Sysco brand results and manage district conversion opportunities.
Support and promote national campaigns and promotions.
Coach, train, and provide timely feedback to develop consultative selling skills using The Sysco Way to Sell.
Use CMP and QPP processes to coach the performance of sales colleagues.
Execute territory planning and management.
Build independent relationships with top customers and high-value prospects.
Champion company initiatives and implement center-led strategy within the district.
Perform additional sales-management, operational, and customer-relationship-management duties.
Develop new business, penetrate existing accounts, and minimize lost business to achieve profitable sales growth and territory objectives.
Seek and qualify prospects according to company account-stratification goals.
Research customer needs and develop an appropriate mix of products and services.
Evaluate market trends and recommend products based on customer business needs and goals.
Stay informed about market conditions, product innovations, and competitors’ products, prices, and sales; share relevant information with customers.
Answer customer questions about products, prices, availability, and product use.
Provide product information and practical training to customer personnel.
Communicate and collect accounts receivable as necessary, working with the credit department and clients, and collect balances due under approved credit terms.
Manage deliveries according to the transportation department’s published routing schedule.
Troubleshoot order-process issues, including out-of-stock items, special orders, and low inventory.
Participate in company functions, promotions, customer visits, and customer events.
Attend and participate in general sales and district meetings.
Review and analyze daily and weekly reports, including special-order requests, customer bid files, and sales and gross-profit-margin data.
Perform administrative duties, including preparing sales budgets and reports, maintaining sales records, processing credits and pick-up requests, preparing sales quotes and menu suggestions, and filing reports.
Participate in ongoing training sessions.
Assist with training new employees as requested.