National Sales Manager, Supermarket and C-Stores

Cambro Manufacturing-posted 4 months ago
Full-time • Manager
Plano, TX
501-1,000 employees
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The National Sales Manager, Supermarket and C-Stores will execute the go-to-market strategy in the assigned segment. This position will also interface with Cambro Zone Directors and field sales personnel to ensure proper training is in place for product, sales trends, and the execution strategy for continued sales development. Partner with Cambro Marketing to develop print, digital, and social media content. Responsibilities will also include working with distributors to increase Cambro's market share with end-users, engaging in market research to identify new product opportunities, and developing trends.

  • Achieve and exceed sales goals in the Supermarket, C-Stores segment. These goals include, but are not limited to, the overall Cambro sales quota, specifically Supermarkets and C Stores with the Shelving category, Storage, and New Products. Duties may also include specialty shelving markets outside of the standard food service industry.
  • Ensure that performance expectations are clearly communicated and managed with the sales team. This includes the overall sales quota, product sales goals, and other objectives as directed by the VP of Sales.
  • Evaluate and analyze market data and trends to identify business opportunities and new product development opportunities to grow corporate profitability and understand requirements for any new resources.
  • Responsible for selling efforts through various distribution channels that service the segment
  • Lead and coach the field sales team and provide training on product programs.
  • Conduct ongoing market research, modify action plans accordingly, and share data with the sales team through one-on-one meetings, presentations, and training. This includes Supermarket, S Stores, as well as alternate markets for Cambro products, especially shelving.
  • Manage and further develop relationships and selling strategies with Group Purchasing Organizations (GPO) and specialty distribution for the segment. This includes but is not limited to TopCo Retail Procurement Alliance, Associated Grocers, Hubert, and Wasserstrom.
  • Communicate and collaborate with the Cambro marketing team regarding market trends and product categories to develop supporting literature, social media campaigns, trade shows, and direct marketing tools for field sales to utilize as well as marketing to the GPOs and Distributors.
  • Conduct business reviews and sales meetings with field sales and distribution in conjunction with the VP of Sales, Zone Directors, and Rep Principals. Focus on the Supermarket and C-store markets, with a dual responsibility to promote and understand the entire Cambro product line and drive sales in both segments.
  • With support from the VP of Sales and Zone Directors, determine the appropriate Regional and National trade shows to attend.
  • Manage new and ongoing business opportunities through Salesforce.com.
  • Promote and provide the entire Cambro product line and provide training in all areas.
  • Build and develop strong relationships with end-users, distributors, and field sales representatives to add value, improve our market position, and increase sales.
  • Minimum of 50% travel time, with frequent overnight travel.
  • Maintain reliable and consistent attendance, including being punctual and dependable, to meet the needs of the department and the organization.
  • Execute each essential duty satisfactorily in order to perform the job successfully.
  • Follows all safety procedures required in the work area, wears PPE as needed, attends all safety meetings, and reports safety issues regarding equipment or unsafe/hazardous conditions.
  • Performs effectively as a team member, able to work well with others, open to receiving and giving feedback, and treats everyone with respect.
  • Takes ownership of own work and behavior, accepts accountability for own actions, encourages solutions, and communicates status of work/projects.
  • Follow all department quality standards/criteria. Raise concerns and issues to the immediate manager.
  • Able to understand and demonstrate the Cambro company culture, display the company's core values (Safety, Quality, Respect, and Service).
  • Understands the department’s key performance indicators and contributes to achieving these goals both individually and as a team.
  • Other duties as needed or required.
  • A minimum of five (5) years sales management focus, including 5 years of knowledge of foodservice sales and Supermarket and C-Store markets.
  • Demonstrated knowledge of food service equipment and supplies, including a strong understanding of selling and marketing to food service operators
  • Strong understanding of selling and marketing to food service operators
  • Strong ability to build relationships, trust, and add value with customers and representatives.
  • Growth mindset for the assigned market areas and the Cambro business.
  • A demonstrated knowledge of chain operational systems, along with an understanding of menu development, testing protocols, and procurement practices.
  • Excellent organization & communication skills to ensure that expectations are clearly communicated and achieved.
  • Excellent administrative abilities, utilizing Microsoft Word and Excel as management tools.
  • Excellent technology knowledge as a tool to be an effective sales manager (Salesforce.com, EDI, Internet, Microsoft Office suite, and customers’ technological needs, i.e., SAP)
  • Ability to effectively communicate in written and verbal form.
  • Must demonstrate a sense of urgency, initiative, and possess excellent follow-up abilities.
  • A bachelor’s degree in business, marketing, or a related field.
  • Preferred In-depth product knowledge of the entire Cambro product line.
  • Working knowledge of Salesforce and Concur.
  • Able to guide, lead, coach, and be a team player.
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