Manager Of Contract Sales

Company:

US0022 Sysco Central Florida, Inc.

Zip Code:

34761

Minimum Years of Experience:

5 Years

Employment Type:

Full Time

Travel Percentage:

0

COMPENSATION INFORMATION:

The pay range provided is not indicative of Sysco's actual pay range but is merely algorithmic and provided for generalized comparison. Factors that may be used to determine rate of pay include specific skills, work location, work experience and other individualized factors

Position Summary:

The Manager, Contract Sales is a sales leadership position responsible for managing the region Contract Sales and New Business Development team members. This team focuses on promoting the company's products and services while building relationships with new and existing Local Contract Customer (LCC) accounts and Corporate Multi Unit (CMU) account locations. It is also responsible for driving profitable, new customer growth by identifying business opportunities aligned with long-term strategic goals and negotiating contracts to secure the business.

Responsibilities:

• Under the direction of the Director of Contract Sales; lead the Contract Sales Team Members (Regional Contract Managers, Contract Sales Consultants, New Business Developers and Key Account Representatives) to grow local customers and deliver on the agreed upon financial plan.

• Ensures New Business Developers, Regional Contract Managers, and Contract Sales Consultants are prioritizing business opportunities correctly. Providing continuous coaching and feedback throughout the process

• Leverages advanced analytics insights to prioritize opportunities and develop business development strategy

• Ensures team members are leveraging the expertise and skills of a cross-functional sales team to quickly address prospects' unique concerns, build trust, and shorten sales cycles

• Interpret and harness data insights to provide feedback to team, and align priorities on focus areas

• Identifies opportunities for promotions, additional services, and distribution avenues that will lead to an increase in sales

• Leads a team of high performing sales colleagues to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)

• Collaborates with sales team to expand business development efforts, including assisting other sales team members secure key accounts in efforts to achieve annual profit plan

• Presents to and consults with senior level management on trends in the foodservice business

• Stays current with Sysco's value-added offerings and technology solutions, including but not limited to customer-facing reporting tools

• Gathers information on emerging market and foodservice industry trends to understand the competitive landscape and top position Sysco for increased effectiveness in securing new business

• Champions and leads performance management in all areas to include KPI's focused on new customer growth, Sales and Piece Growth, GP$ generation, and Market Share increase (tracked via Sysco Salesforce platform)

• Support face-to-face and remote sales to new customers and cross/up/repeat sales to existing customers

• Assess customer needs and suggest appropriate products, services, and/or solutions

• Support sales bids/proposals/presentations and provide guidance for all customer MSAs

• Directly support the National Sales Organization (VPNAs/Sr. NAMs) in implementing key corporate/market programs and objectives

• Fully leverage Sysco's proprietary CRM tool in the management of sales planning, prospecting, opportunity tracking, task management, and daily customer engagement and drive productive utilization of the tool among all colleagues

• Manage new business pipelines, activities and close rates to support and drive planned outcomes.

• Represent Sysco at various community and/or business meetings to promote the company

• Ensure Training of Contract Sales and New Business Development team members

• Manages the team's professional development, support recruiting and hiring decisions

• Expectation to coach, develop, and maintain high-level of performance management throughout the entire sales cycle

• Develops strong working relationships with Emerging Chains department, brokers, distributors and foodservice industry peers

QUALIFICATIONS:

Education and / or Experience:

• Minimum of 5+ years' sales experience in a business-to-business professional sales environment, and 3 or more years' with a proven track record of new business development or equivalent experience

• Preferred: Bachelor's degree in a related field or equivalent educational level

• High school diploma or equivalent required

Professional Skills:

• Solid analytical problem-solving skills, including familiarity with analyzing reports & deriving insights from data

• Ability to express information in terms of profit and loss, food cost and expense ratio

• Strong financial acumen and ability to properly plan and execute business plans

• Embraces change and champions corporate initiatives

• Demonstrated ability to coach and mentor peers and associates

• Strong interpersonal skills and ability to work with and influence a variety of key stakeholders

• Strong communication skills; ability to effectively communicate with internal and external teams

• Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth

• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)

• Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time

• Business and restaurant operations acumen to manage sophisticated customers

• Demonstrated experience with building trust with a prospective customer and securing new business

• Demonstrated skills in the area of consultative selling, networking and negotiations

• Proactive, self-directed, with the ability to structure a weekly schedule to be successful

• Understanding of marketing principles, product lines, ordering procedures and Sysco's credit terms

Certificates, Licenses, and Registrations:

Valid driver's license with a driving record that meets Company insurability standards

Physical Demands:

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job.

• While performing the duties of this job, the employee is regularly required to sit, stand, walk, and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 20 pounds.

• This position will require 35% travel utilizing personal vehicle

Working Conditions:

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job.

• Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of the job.

• If working remote, must have required software to ensure timely communications and have a dedicated workspace free of any distractions and participate in conference calls in a business-friendly environment.

• This position may require evening and weekend work depending on customer needs

NOTICE: The above statements are intended to describe the general nature of the environment and the level of work being performed by this job. This job description in no way states or implies that the duties and responsibilities listed are the only tasks to be performed by the employee in this job. The employee will be required to follow any other instructions and to perform any other job-related duties requested by his or her supervisor.

Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions. This job description supersedes prior job descriptions. When duties and responsibilities change and develop the job description will be reviewed and subject to changes of business necessity.

BENEFITS INFORMATION:

For information on Sysco's Benefits, please visit https://SyscoBenefits.com

OVERVIEW:

Sysco is the global leader in foodservice distribution. With over 71,000 colleagues and a fleet of over 13,000 vehicles, Sysco operates approximately 333 distribution facilities worldwide and serves more than 700,000 customer locations.

We offer our colleagues the opportunity to grow personally and professionally, to contribute to the success of a dynamic organization, and to serve others in a manner that exceeds their expectations. We're looking for talented, hard-working individuals to join our team. Come grow with us and let us show you why Sysco is at the heart of food and service.

AFFIRMATIVE ACTION STATEMENT:

Applicants must be currently authorized to work in the United States.

We are proud to be an Equal Opportunity and Affirmative Action employer, and consider qualified applicants without regard to race, color, creed, religion, ancestry, national origin, sex, sexual orientation, gender identity, age, disability, veteran status or any other protected factor under federal, state or local law.

This opportunity is available through Sysco Corporation, its subsidiaries and affiliates.