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BASIC PURPOSE
Supervise, plan, and set objectives for assigned Account Executives and Account Managers and monitor and assess their individual performance against key performance indicators, ensuring successful management of customer relationships and driving sales growth, item and category penetration and profitability of those relationships. May also manage significant piece of business directly. Support, develop and coach assigned staff and participate in critical sales calls as needed including business reviews for at-risk accounts.
Essential Duties And Responsibilities
- Evaluate the ongoing effectiveness of the Sales team and relevant systems.
- Develop and implement sales procedures as necessary.
- Coordinate activities with other departments and functions to meet customer needs, including with Customer Service.
- Monitor performance metrics to assess performance against key performance indicators and progress against annual operating plan targets.
- Coordinate required training.
- Determine schedules to ensure adequate coverage of all customer relationships in line with the segmented service strategy.
- Assist assigned staff in escalating inquiries to Division, Region, and Corporate functions as needed including operations, replenishment, pricing, and category management.
- Grow profit and penetration of all accounts managed (both those managed directly and those managed by direct reports).
SUPERVISION
Account Executives, Account Managers
RELATIONSHIPS
Internal: Customer Service Manager and Representatives, Account Coordinators, Division VP of National Sales and National Sales management, Accounting, Purchasing, Operations, Merchandising
External: Customers, Vendors
Qualifications
Education/Training: High School diploma or equivalent required; Bachelor’s degree in Business/Marketing preferred.
Related Experience: A minimum of five years of sales and distribution experience required (foodservice industry or related preferred). Experience in restaurant operations is desirable. Experience using quantitative & qualitative research data will be helpful. Overnight travel may be required to participate in trainings, meetings, or other company events.
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, Excel and PowerPoint required.
Physical Requirements: NA
The following information is provided in accordance with certain state and local laws. Compensation depends on experience, geographic locations, and other factors permitted by law. The expected compensation for this role is between $90,000 - $135,000. This role is also eligible for an annual incentive plan bonus. Benefits for this role include health insurance, pre-tax spending accounts, retirement benefits, paid time off, short-term and long-term disability, employee stock purchase plan, and life insurance. To review available benefits, please click here: .
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