1. Sales Administration: Coordinate sales distribution by establishing and assigning sales territories, quotas, and goals. Guide sales managers in development of, and approve, goals and performance budgets. Identify opportunities to increase sales and margins in existing accounts. Direct sales management toward areas of increased profitability. Troubleshoot for loss of sales by region, district and specific customer. Conduct general sales meetings. Track results in all areas of sales, costs and margins. Develop sales contests and promotions to create new business. |
2. Staffing: Recruit, hire and supervise Regional and/or District sales management professionals. Ensure that the sales organization is appropriately staffed and managed to minimize turnover. Develop and coordinate performance review process for all sales employees. Coach subordinates to improve their performance and business effectiveness.
3. Strategy: Develop annual sales plan and programs. Manage annual sales plan in support of organizational strategy and objectives. Participate in long-range planning, introduce new programs/strategies and advise on regulatory actions.
4. Policy: Direct implementation and execution of policies and practices. Responsible for ensuring compliance of all government related regulations and programs, company policies, and industry and field standards.
5. Marketing: Assist marketing with coordination of trade shows to promote product lines. Deliver sales presentations to key clients in coordination with sales representatives. Coordinate liaison between sales department and other sales support units. Represent the Company in community and industry settings for the purpose of promoting good corporate relations. Coordinate seasonal product marketing.
6. Merchandising: Assist in selection of new products to offer in conjunction with DVP of Merchandising/Purchasing. Evaluate and compare stocked items with competition.
7. Expense Control: Manage accounts receivable to a current basis; direct the collection of past-due accounts and retrieval of bad debt. Consult with Department Heads to ensure budget maintenance. Analyze and control expenditures of division to conform to budgetary requirements. Establish policies and procedures to reduce department's operating costs.
Education/Training: Bachelor's degree in Business Administration, Sales and Marketing or related field or equivalent experience required. Advanced degree preferred.
Related Experience: Minimum of eight years in sales or sales management, with at least five years in supervisory role.
Knowledge/Skills/Abilities: Excellent interpersonal and communication skills including presentation ability. Strong customer orientation. High energy, creativity, leadership and motivational skills. Extensive knowledge of the foodservice industry and profit & loss management, planning and analysis. Should be familiar with Microsoft Office products (e.g., Word, Excel, PowerPoint).