Job Description

Join Our Community of Food People!

Responsible for the coaching and development of the Specialist team across multiple markets to drive penetration and growth of assigned category/segment through consultative sales activities for targeted customers with Territory Managers, promoting and providing business solutions including providing consulting expertise to customers on the key product considerations, product features/benefits and usage/preparation of the product to top customers and passing potential leads to Business Solutions team while facilitating a smooth transition.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Participate in Sales planning meetings with Area VP of Merchandising and Marketing and Area Sales leadership to allocate and deploy Specialists resources against highest potential penetration, conversion, and new account prospect opportunities; coach the Specialists on how to assist TMs in opening new accounts with highest potential.

Direct and guide Specialists, as necessary, in developing selling and relevant training materials in conjunction with Category Management and Training functions. Advise the Specialists on how to assist in training 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, as well as coaching TMs during ride-alongs.

Manage the work load of the specialist so they can promote business solutions/restaurant consulting services and participate in penetration, new item sales and EB product conversion activities at targeted accounts to increase sales and profitability and achieve division case growth objectives for category/segment, as well as realize Exclusive Brand (EB) conversion opportunities.

Work with Category Management to provide market intelligence and help shape category plans; 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 DC and assist Category Management with sourcing and inventory requirements; disseminate market information to area, regional and center Merchandising personnel, including providing direct input into Area VP Merchandising and Marketing on category plans.

Support, manage and develop, coach and train Specialists. Conduct field support/work-with sessions to identify necessary coaching and developmental opportunities; conduct quarterly and annual performance reviews with Specialists team and continually review and verify that the sales organization is appropriately staffed and managed to minimize turnover, making changes and adjustments as necessary.

Understand and drive critical KPIs, including, but not limited to, resource allocation leads to increase penetration and sampling program management, sales case growth, EB penetration, and competitive market pricing.

Education/Training: Bachelors Degree or equivalent work experience required.

Related Experience: Minimum of five (5) years of experience in Sales and/or Merchandising required. At least two (2) years of previous management/supervisory experience required. Foodservice/distribution, restaurant/culinary or food manufacturing experience required.

Knowledge/Skills/Abilities: Proven experience and effectiveness in leading and coaching a large team of people required. Must be self-directed and highly motivated. Strong verbal communication and interpersonal skills, as well as solid presentation skills required. Strong people management skills required. Must possess a solid, strong business acumen and sales orientation. Working knowledge of Outlook, Excel and Word is required. Consultative selling skills preferred. Bilingual abilities a plus.