The Senior Manager of National Non-Commercial Account Sales drives growth across national accounts within the non-commercial foodservice channel. This role partners with sales leadership to design and execute customer-specific strategies, relying on strong communication, deep persistence, and a sharp eye for detail to expand market presence. This role requires a high level of attention to detail, persistence and collaboration skills and a high level of communication.
RESPONSIBILITIES
- Track record and established multi-layer relationships at key National Accounts - non-commercial (i.e. ARAMARK, Compass/Foodbuy, Vizient, Sodexo, Premier, Elior).
- Establishes, develops and maintains business relationships with current customers, prospective customers, and their members.
- New account development.
- Make telephone calls, in-person visits, and presentations to existing and prospective customers and their members.
- New account development.
- Make telephone calls, in-person visits, and presentations to existing and prospective customers to grow the business. Penetrate new and current contracted products into existing customers/agreements.
- Supply sales leadership with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
- Search for new customers and product opportunities within memberships of the key National Accounts.
- Identifies advantages and compares organization's products/services to competitors.
- Ability to comfortably articulate core product line offerings to include the products or value-added features and benefits.
- Make frequent sales presentations to an individual or a group.
- Ability to customize/adapt sales presentations to a specific customer or segment.
- Represent the company at trade or customer sponsored events.
- Communicate ongoing competitive market information.
- Expedites the resolution of customer problems and complaints.
- Trade and conference show attendance and follow up.
- Penetration on segments we are not in today.
- Provide periodic reports, sales usage, and projected volumes.
- Training and execution within our organization.
- Build key relationships in the market within the segments.
- Other duties as assigned. QUALIFICATIONS
Education
- Bachelor's degree required.
Work Experience
- A minimum of ten years of experience in the Sales/Foodservice function - Beverage a big plus.
- A minimum of five to ten years of leadership and direct exposure to National Accounts.
Skills and Knowledge
- Travel 50% plus of time (domestically).
- Proficiency in MS Office environment (Word, Excel, PowerPoint, Outlook).
BEHAVIORAL REQUIREMENTS
As part of a team-based work environment, must be able to demonstrate the following Job Competencies:
Job Competencies
- Team Orientation - Shows skill and ease at working in groups; works with others to achieve better results and forges close working relationships and alliances to get things done; is quick to cooperate versus expect others to bend to his/her wishes; supports joint ownership and shared recognition for results; recognizes advantages of group participation in planning and problem solving.
- Attention to Detail - Committed to exactness and precision in task completion; identifies, pays attention to, and works to understand details; thorough and consistent in following up at detail level; seeks to become expert in disciplines related to adopted career path to ensure quality and precision in work; takes pride in knowledge base and level of expertise.
- Takes Personal Responsibility in Individual Contributor Role - Demonstrates attitude and commitment to take personal responsibility for results, even when in team environment with no authority over others; will step up to fill gaps so results can be assured; avoids excuses as explanations or defending/justifying negative but preventable outcomes.
- Practical Intelligence - Absorbs new information quickly and is comfortable dealing with abstract concepts and relationships; relates new information to previously acquired knowledge to expand and refine frame of reference; enjoys learning and expanding breadth and depth of understanding on variety of subjects.
- Reliability/Dependability - Responds to internal customer needs, questions, and concerns in accurate and timely manner. Follows through on commitments, assignments, and tasks; is at work when scheduled; takes timely breaks/lunches; uses work time wisely.
- Respects Diversity - Respects the Company's diverse workforce and behaves in a manner that does not cause harm to others based on age, race, ethnicity, gender, sexual orientation or religious believes.
- Adaptability - Has ability to focus on the benefits of change and see it as positive; approaches change or newness in constructive, objective manner, views change as learning opportunity; able to deal with frequent change, delays, or unexpected events.
- Positive Working Relationships - Listens to others without interrupting; keeps emotions under control; remains open to others' ideas and tries new things; shares information and knowledge; demonstrates a high level of integrity and honesty.
- Focus - Maintains focus on tasks and does not stray from job assignments
ENVIRONMENT/PHYSICAL DEMANDS
- Noise level in work environment is moderate; Standard office setting.
