Regional Sales Manager

We have two openings-one for each of the following regions:

Greater Philadelphia

Lehigh Valley/Scranton-Wilkes Barre

DESCRIPTION OF EMPLOYER:

Founded in 1901, Feeser's, Inc. is a family owned and operated full-line foodservice distributor located in Harrisburg, PA servicing the Mid-Atlantic region. Feeser's provides an expansive offering of dry, refrigerated, and frozen products to a diverse customer base comprised of restaurants, healthcare facilities, educational facilities, and other institutions.

JOB SUMMARY:

Provide direction and take responsibility for current and future sales developments that will enable the company to meet its short and long-term goals. Coordinate and manage daily Regional Sales activities in accordance with company profit plans and objectives.

EDUCATION:

High School education required.

• Bachelor's degree in a related field (e.g. business administration) or equivalent educational level preferred.

EXPERIENCE:

• 2 or more years' experience leading Regional Sales teams in the foodservice industry preferred

• 5+ years' foodservice sales experience in the foodservice industry preferred.

JOB DUTIES

• Manages the performance and development of DSR’s within region

• Deep understanding of sales region: must be able to identify largest prospects, areas of opportunity within transportation, and key competitors

• Fully accountable for reaching sales KPI’s for region- revenue, gross profit, margin, customer count, total case volume, and case count per customer

• Effectively lead and facilitate weekly district meetings that educate, motivate and ultimately produce key behavior changes to drive sales

• Fully leverages Enterprise Café CRM in the management of DSR’s sales planning and prospecting and expects productive utilization of Enterprise Café CRM

• Provides open and honest feedback to sales leadership during engagement sessions (daily calls, one on one sessions)

• Engages and supports all Item Rationalization initiatives

• Supports and promotes all sales promotions

• Accountable for providing coaching, training, and timely feedback to drive DSR development of consultative selling skills

• Per direction of the Director of Sales, fully leverages sales data for all territory/customers changes or allocations

• Precisely manages and engages critical/developing customer accounts and ensures proper management of all other accounts in the district

• Per direction of the Director of Sales; implements changes to programs or process; ensuring all sales associates achieve required behavior changes and performance metrics within the district

• Additional sales management responsibilities include, but are not limited to, Account Receivable (AR) Management and Operational Issues

PROFESSIONAL SKILLS

• Excellent interpersonal skills and ability to work with a variety of stakeholders across all departments.

• Can derive insights from others through probing questions and collaborative problem-solving.

• Superb organizational and project management skills, including the ability to execute multiple initiatives autonomously.

• Able to thrive in a fast-paced work environment.

• Demonstrates mastery of skills in the areas of consultative selling, marketing principles, prospecting, networking, coaching, and negotiations.

• Effectively coach, counsel, train, and direct associates.

• Capable of supervising and motivating others.

• Write reports and business correspondence.

• Develop new business, penetrate existing accounts, and minimize lost business to achieve profitable sales growth and special objectives within assigned territory.

• Seek and qualify prospects under company account stratification goals.

• Research customer business needs and develop a mix of products and service to meet needs.

• Evaluate market trends and recommend products to customers, based on business needs and goals.

• Be informed of market conditions, product innovations, and competitors' products, prices, and sales; share information with customers as part of value-added services provided.

• Answer customers' questions about products, prices, availability, and product use.

• Provide product information and practical training to customer personnel.

• Communicate and collect accounts receivable as necessary, working with the credit department and client; collect all balances due based on approved credit terms.

• Work directly with the purchasing department to forecast any large volume increases or decreases.

• Collaborate with Transportation department to identify optimal delivery days and windows for full region.

• Manage deliveries to the routing schedule published by the transportation department.

• Troubleshoot any problems that occur during the order process (for example, out of stock items, special order items, low inventory, etc.).

• Participate in company functions, promotions, customer visits, and customer events.

• Attend and participate in general sales and district meetings.

• Review and analyze daily and weekly reports such as special-order requests, customer bid files, and sales/gross profit margin data.

• Perform administrative duties, such as preparing sales budgets and reports, maintaining sales records, processing credits, preparing sales quotes and menu suggestions, and filing reports.

• Participate in ongoing training sessions.

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