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Owns assigned customer relationships and drives sales growth,
item and category penetration and profitability of those
relationships. Coordinates and leads efforts of the Customer
Service Representative and Account Coordinator as a unified sales
team to ensure optimal account service and alignment with the
customer's contract. This position is characterized by a sustained
record of sales achievement and complete knowledge of the
organization's policies, products and services.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Develop and maintain existing accounts through personal visits
and follow-up on a systematic basis. Travel required; anticipated
field time at least four days per week.
Responsible for achieving annual sales plan through growth and
penetration of existing accounts.
Present new ideas and products from primary vendors and
exclusive brand products to secure account penetration and loyalty.
Manage product mix to maximize profit goals and contract
Communicate with customers to apprise them of mutual
performance, new products, programs and market trends both
informally as needed and through periodic, formal Business
Ultimately responsible for results of sales team (Account
Coordinator and Customer Service Representatives) actions relative
to assigned accounts. Lead sales team accordingly to:
- Ensure optimum service to accounts including coordination with
operational and purchasing functions, as needed.
- Maximize AE time spent with customers.
- Meet or exceed accounts receivable currency targets including
coordinating with central AR as needed.
- Review all accounts to ensure program compliance, develop
unique sales approach, identify needs, and expand sales.
- Maintain a profile on all accounts to include order guides,
statements periodicals and overall reporting. Verify pricing
information to ensure correctness.
Attend Sales Meetings, Training Sessions, Food Shows, and
Conferences as deemed necessary by Management and Customer
Set-up and support rollout of new accounts as assigned.
Internal: Customer Service Representatives, Account Coordinator,
VP of National Sales and National Sales management, Accounting,
External: Customers, Vendors
Education/Training: High School diploma or equivalent required;
Bachelor's degree in Business/Marketing preferred.
Related Experience: A minimum of three years of sales and
distribution experience required (foodservice industry or related
preferred). Experience in restaurant operations desirable.
Experience using quantitative & qualitative research data will be
Knowledge/Skills/Abilities: Excellent oral and written
communication skills, as well as customer service and presentation
abilities. Should also have demonstrated problem solving ability
and negotiation skills. Working knowledge of Microsoft Word,
Outlook and Excel required.
- EOE Race/Color/Religion/Sex/Sexual Orientation/Gender
Identity/National Origin/Protected Veteran/Disability Status*