Make informed recommendations to VP Sales on specific sales opportunities to drive growth and profitability in line with Division objectives. Determine account and product-specific penetration opportunities within the customer base, identify account level penetration and highest potential opportunities by category, segment and TM based on density factor, sales potential, and customer profitability utilizing void matrices; assess geographic mapping of each TM's market span.
Work with VP Sales to prioritize and deploy Culinary Specialists against high potential growth opportunities, prioritize lead generation and penetration opportunities by TM to filter down to DSMs, identify and communicate category and segment penetration opportunities to the Culinary Specialists and provide weekly penetration opportunity emails with top 50 products and pricing suggestions to the Sales force.
Use predictive analysis to reduce account churn and proactively identify high risk accounts based on churn indicators, including tracking category decline and lost customers and identifying related churn patterns; communicate at-risk accounts to Customer Solutions Coordinator to feed into SOS processes.
Assess penetration and potential to accurately determine required service levels and assign specific account service levels for new accounts, providing such information to the VP, Sales and RSMs so that they may allocate Specialists, accordingly.
Identify customers open to a lower touch service model, including identifying those who plan to place orders either online or via telephone, based on low potential or other customer characteristics (e.g., gourmet); determine customer requirements for a sales representative.
Measure and track financial results of key initiatives monthly, monitoring category and segment results and flagging areas of concern to Specialists, particularly following launch of initiatives, promotions, new products, etc.
Support VP, Sales in the process of creating and amending AOP. Assist in goal setting for key roles as it relates to AOP planning. Create and maintain tools to streamline the AOP creation process and dissemination of progress as needed.
Develop and maintain Excel and Access-based applications for use in creating ad-hoc reports for the VP Sales, on product pricing impact and profit driving products, determine TM pricing patterns, opportunities, etc., for the sales organization.
Education/Training: Bachelor's Degree or equivalent work experience required; MBA or Master's Degree preferred.
Related Experience: 5 years previous experience in an analytical role.
Knowledge/Skills/Abilities: Individual must possess strong analytical skills and the ability to prioritize an ever-changing list of requests. Excellent oral and written communication skills, as well as strong interpersonal, influencing and relationship building skills are also required. Critical thinking skills and strong problem solving abilities are a must. Must be able to work autonomously to provide VP Sales with clear insight and recommendations to grow sales and profitability. Proficiency in Microsoft Office programs (Access, Excel, Word, PowerPoint) required; proficiency in Merlin, Market Plus, Quoin and Linc preferred.
Monster - 19 months ago