Position is responsible for the sales prospecting, selling and on-boarding of new customers on behalf of selected national health systems group customers within Premier and other GPO relationships. Execution of strategies and tactics, analytics of our partners business, management of select relationships within the GPO at either the national or regional level, and the coordination of Healthcare field activities in support of these relationships are all critical elements of the position.
Prospect, cold-call, and generate leads to recruit new business for US Foods, and our GPO partner, which will be measured as new account growth and incremental sales growth for the company.
Generate sales and new customer growth in key market segments outlined in GPO sponsor/ group affiliate business plan
Develop, pursue and present US Foods/GPO program value to new customer targets.
Analyze, synthesize and communicate results of market basket analyses to prospective customers. Identify causes of variances and anomalies in market basket data.
Create sales funnel and account targeting strategies for the Acute, Sr. Living and Commercial segments of National Accounts to meet assigned sales and profitability objectives.
Act as primary liaison with a team for a sector specific market and operations group to maximize sales and profitability for USF and GPO.
Execute the Quality Sales Process (QSP) and the new account set-up process to "on-board" new accounts closed to ensure successful transition to US Foods.
Manage the relevant communication and education to field, sales personnel and Support Office staff to assure understanding of contract elements and business objectives to provide service excellence for particular market segment.
Maintain and strengthen the relationship with GPO sponsor/ group affiliate by understanding and responding to customer needs and market conditions in a timely and effective manner utilizing appropriate resources as needed. Manage the resolution of supplier issues associated with contract pursuit and execution.
Track performance in assigned business sector or sectors. Monitor utilization of contracts by member, division performance and provide leadership the information necessary to maintain field sales focus on contract product penetration. Assist in the development of specific action plans to achieve planned performance targets.
Utilize company sales funnel and tracking tools (LINC CRM) to manage sale process and results.
Frequent overnight travel required.
Bachelor degree preferred
Minimum 5 years foodservice sales experience required. Demonstrated positive customer prospecting and interfacing experience also required. Experience dealing with Group Purchasing Organizations (GPO) and large regional or national multi-location chains strongly desired.
Strong background in street sales activity and prior sales experience in multi facility structure required. Must have excellent working knowledge of how to adapt GPO background to meet commercial needs market segment.
Strong interpersonal skills - relationship builder required. Sales skills and ability to open accounts. Demonstrated ability to create and implement programs that enhance value to end user and organization. Ability to leverage relationships to achieve business goals, strategic thinking skills, strong business acumen and business maturity required. Must have excellent oral/written communication skills, be well organized with strong follow through. Strong leadership and team building skills with proven results orientation also required.
National Accounts Sales
US Foods - 17 months ago