K-12 Schools Segment Manager-Central

ITW•Glenview, IL

7d•Remote

About The Position

At ITW Food Equipment Group, people and food are our passion. We believe great food brings people together, and the relationships we share feed our inspiration to be the best we can be for one another. It is our mission to provide food equipment that foodservice and food retail professionals can trust to work hard and deliver quality, consistent results day in and day out, empowering them to focus on what they love most—creating great food for great people. As one of the premium brands under the ITW Food Equipment Group umbrella, at Vulcan, we are dedicated to exceptional commercial cooking equipment. It’s all we do. Chefs and operators around the world recognize Vulcan as the best-in-class supplier for premier, energy-efficient foodservice equipment. If you’re passionate about building relationships, driving growth, and representing trusted brands that help customers succeed every day — we want to meet you. The K-12 Schools market is a key market for Vulcan with foodservice equipment customers ranging from small rural districts to large metropolitan school systems with hundreds of schools. Reporting to the Sales Manager, the K-12 Schools Segment Manager will focus on expanding the customer base and growing sales with the field selling organization through targeted selling to key districts, implementing touch campaigns and supporting state SNA events to promote Vulcan’s equipment. The position will be focused on school nutrition operations within the K-12 Schools market and will require a deep understanding of customer needs and buying motives as well as local and national purchasing procedures to ensure proper product recommendations and successful bidding. This position is customer-centric versus product-centric. It will require understanding of all products across the Vulcan division and fit within K-12 Schools. The position will also be responsible for gaining and sharing market segment insight while supporting Vulcan’s BDM team and field selling organization. A competitive and winning attitude is essential as Vulcan’s K-12 Schools Specialist develops and executes plans to capture new business with large districts while continuing to penetrate smaller school systems across the US.

Requirements

BS Degree in Business, Sales or Marketing
Minimum 5 years of sales experience with end customer involvement strongly preferred.
Strong analytical skills with proven success using Excel to pursue new opportunities.
Keen ability to listen, observe and tailor message to the audience.

Nice To Haves

Foodservice industry experience, preferred.

Responsibilities

Analyze sales potential for smaller school districts (QPC1&2) and provide target info to sales organization.
Support field selling organization efforts to engage and win new business with key districts.
Collaborate with other product lines in monthly updates to align TSM’s and IRG’s QPC activities
Work with Vulcan’s field selling organization to engage, propose and win new business with large districts.
Analyze sales potential for smaller school districts and provide target info to sales organization.
Work with the Vulcan sales organization to identify and support 15-20 state school nutrition associations (SNA).
Update and maintain K-12 sales data for reporting.
Develop and achieve annual sales plan with input from sales and product teams.
Participate and present at state SNA meetings and conferences.
Work with field selling organization to coordinate conference activity at state SNA events to ensure that proper signage, marketing collateral and equipment is on-hand as needed to promote strong brand awareness.
Actively manage ongoing schedule of direct marketing activities and updates, including monthly email program and quarterly Recipe Book.
Apply insights, market data, and knowledge to update marketing content and messaging.
Collaborate with other BUs and end-users in the K-12 market to drive continuous product improvement and customer back innovation.
Coordinate with Marketing Manager to develop a social media plan and keep it current with relative information.
Become proficient in acquiring and using public and non-public data to support sales effort.
Create, streamline, and automate customer and category reporting.
Analyze data for the school food service market to develop strategies and plans.
Share key findings within Vulcan FEG and with other ITW FEG K-12 Specialists.
Collaborate with Vulcan’s Consultant Services group as needed
Provide recommendations & direction based on insights gained from analysis of the data
Identify and support state School Nutrition Associations (SNA)
Maintain K-12 sales data and CRM (Customer Relationship Manager) for reporting
Develop and achieve annual sales plan
Build the brand through market data, collaboration with business units, end users and social media planning