Sales Representative (Food Service)

Palmer Food Service•West Seneca, NY

12d•$65,000 - $100,000•Onsite

About The Position

Palmer Food Services is seeking a motivated Sales Representative to join their team. This role involves executing an Account Management Program, including sales planning, controls, and reporting. The position requires a significant amount of direct sales in the field, phone sales, and administrative time. The Sales Representative will be responsible for developing a deep understanding of product lines and conveying this knowledge to customers. They will also work through proper company channels for quotes and orders, manage accounts according to company policies, and collaborate with management to plan weekly activities for core, target, and prospect accounts. The role also involves initiating cold calls, attending sales meetings and trade shows, managing Accounts Receivable collections, and cooperating with Customer Service personnel. Overnight travel is required approximately 5% of the time.

Requirements

3+ years outside sales experience, preferably in a business-to-business sales organization.
Food service or culinary experience is required.
Clean driving record and a valid Driver license.
Makes strong and effective one on one sales presentations.
Maximizes results by systematically managing an account plan.

Nice To Haves

Some college experience preferred, but not required.

Responsibilities

Executes the Account Management Program including sales planning, controls and sales reports.
Develops a weekly business development plan and provides updates to the District Sales Manager.
Maintains an account list (core, target and prospect, grouped by “opportunity”).
Produces, maintains, and uses an account management binder with new and existing account profile sheets and updating same. The account management binder should contain sales presentation materials, samples, customer records, forms etc.
Manages accounts in a fashion consistent with established company policies, ethics, and pricing.
Establishes a personal planning calendar to manage his/her time: 80% direct sales in the field, 10% phone sales to customers, 10% administrative time (paperwork, pre call planning, invoices, expenses, emails, A/R etc).
Develops a complete understanding of each of our product lines including various applications and benefits and conveys this knowledge to customers with a high degree of skill and proficiency.
Works through proper company channels to complete all quotes and orders.
Learns company procedures concerning pricing, purchasing, credit and delivery.
Understands his/her limits of authority and seeks approval where necessary.
Works with the District Sales Manager to plan weekly activity so that the “core” accounts are maintained properly; the agreed “target” accounts are fully penetrated using a broad-line category management approach; and an ongoing “prospect” list is built up.
Stays in regular contact with the key people in these accounts.
Initiates and makes cold calls on a planned basis to enhance exposure to new situations and opportunities.
Keeps management informed of all competitive activity.
Makes customer calls as required.
Performs “Ride-withs” utilizing management, and or suppliers who may serve in a training capacity or assist in selling key accounts.
Prepares unit and dollar forecast upon request with assumptions on activities to achieve forecasts.
Attends all sales meetings, sales forums and trade shows as requested.
Participates fully in all company promotions and contests.
Responsible for all Accounts Receivable collections in their assigned area and schedules biweekly meetings with Credit Department to review status per account.
Assists and cooperates with Customer Service personnel as workload requires or is requested.
Performs other duties, as assigned by the Company management.