Sales Consultant Grocery - IN

Southern Glazer's•Indianapolis, IN

About The Position

The Sales Consultant represents Southern Glazer’s in the market and builds trusted relationships with customers and supplier partners. This self-motivated, customer-focused role centers on visiting customer accounts, holding consultative sales conversations, and increasing sales revenue. The consultant identifies customer growth needs, creates account growth plans, uses data and insights to find selling opportunities, and presents SGWS products and solutions to meet each customer’s business needs. The role requires maintaining current knowledge of accounts, products, and competitors; documenting customer and account activity in the Proof CRM; and participating in sales meetings, training, and supplier events as required. The position requires travel as needed and involves regular driving to customer accounts.

Requirements

Must be 21 years of age or older.
High school diploma or GED required.
Able to analyze and understand data and information.
Able to leverage SGWS technology to perform job duties.
Able to build and structure customer presentations and product proposals.
Proficient in using mobile devices such as an iPad or smartphone and professional online communication methods.
Able to consistently achieve results, including under difficult circumstances.
Able to take responsibility for actions and results and provide consistently high service to customers, suppliers, colleagues, and management.
Able to communicate effectively through various methods, clearly and concisely tailoring messages to the audience.
Able to work with ambiguity, adapt to change, and embrace innovative ideas.
Collaborative team player.
Able to work in a fast-paced, results-driven environment.
Must possess a reliable vehicle and valid driver’s license, and be able to obtain and maintain auto liability insurance in compliance with company requirements.
Able to travel as needed.

Responsibilities

Build positive, credible, lasting customer relationships based on trust.
Discover and identify customer business growth needs.
Develop a customer business growth plan for each account and build a pipeline of selling opportunities to drive incremental sales above base business.
Analyze data and insights to increase sales, grow customer business, and better achieve objectives.
Pre-plan account visits with an agenda, service purpose, and selling opportunities documented in CRM (Proof).
Prioritize sales activities according to objectives in each customer business growth plan.
Visit accounts regularly, capture visit notes, and document visit plans and outcomes in CRM (Proof).
Maintain deep knowledge of SGWS products and present and position them correctly in each account.
Propose selling solutions and win sales using consultative selling skills.
Achieve internal SGWS and supplier objectives as prioritized by management.
Manage customer issue resolution and support customer needs and business growth with useful information and guidance.
Adapt the selling approach to each customer’s buying style and individual business needs.
Stay knowledgeable about all accounts and current on competitor offerings and SGWS product positioning.
Document and maintain account- and customer-specific information in CRM (Proof).
Participate in sales meetings, on-site training, and supplier events as required.
Perform other duties as assigned.