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The primary purpose of this position is to increase sales and penetration of the COP category by providing category expertise and selling both independently and jointly with Territory Managers (TMs) through the following: consultative services to aid customers through improved utilization of the category; sales force training; conducting product demonstrations to increase category and product knowledge.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Responsible for driving penetration and growth of assigned categories through consultative sales activities with targeted customers both independently and with Territory Managers.
Provide product expertise and sales support for all aspects of the category including promotional opportunities, product information, suggested pricing, competitive information, and menu ideas prioritized for top penetration opportunities to achieve Division case growth objectives for category, as well as, realize Exclusive Brand (EB) conversion opportunities.
Drive KPIs across category (including sales case growth, category penetration, EB penetration, and TM feedback) and competitive market pricing; work with TMs to refine product offering, order guides and potential pricing for new accounts.
Support category specific product conversion activities, and new item sales opportunities based upon product margins, features and benefits.
Assist TMs in opening new accounts with highest potential; accompany TMs on high potential accounts’ visits to provide specific category expertise. Train TMs, focusing on top penetration priorities and utilizing hands-on product and printed materials during monthly sales meetings and one-on-one opportunities in the field; coach TMs during work withs.
Develop and present selling and relevant training materials in conjunction with Category Management and Training functions.
Demonstrate product use and/or menu applications at Market and Customer locations providing consulting expertise to customers on the key product considerations, product features/benefits and usage/preparation of the product.
Assist in category growth by acquiring and providing marketing intelligence and customer feedback on product offerings, pricing, trends and innovations in the market; provide input into marketing / selling materials and events at the Market and assist Category Management with sourcing and inventory requirements.
Promote and provide business solutions to top customers, passing potential leads to Business Solutions’ team and facilitating a smooth transition.
Answer (limited) product questions from the TMs via phone or email.
Provide (limited) support to TMs in selling activities for non-prioritized opportunities.
SUPERVISION
None
RELATIONSHIPS
Internal: Category Management, Sales (TMs, DSMs, RSMs, VP Sales), Chef, Sr. Pricing Analyst
External: Customers, Vendors
QUALIFICATIONS
Education/Training: High School diploma or equivalent required; Bachelor's degree preferred.
Related Experience: 5 years experience in COP category; must possess deep, comprehensive product knowledge in COP; culinary training beneficial.
Knowledge/Skills/Abilities:
• Consultative selling skills preferred.
• Possesses strong verbal and written communication skills, as well as solid interpersonal, presentation and training skills required.
• Foodservice experience preferred, but not required.
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EOE* Race/Color/Religion/Sex/SexualOrientation/Gender Identity/National Origin/Protected Veteran/Disability Status*
