Territory Sales Manager - Western Pennsylvania / West Virginia
Basic Function:
Accountable for prospecting, identifying, targeting, and uncovering sales opportunities within the assigned geographical area towards attainment of assigned sales volume and corporate business plan objectives.
This position reports to the Regional Sales Manager and is supported by the Division Office.
Responsible for management of territory expenses against approved budgets; the implementation of National programs (Headquarter Accounts, Contract Management, Healthcare); Operator Merchandising Programs; and, management of local marketing dollars.
Communicate with Inside Sales, Marketing, Logistics, Promotional Processing, and IS on programs and promotions.
The geographic responsibility of this position encompasses the following:
Western Pennsylvania
West Virginia
Essential Duties and Accountabilities (in order of importance):
1. Attain sales volume objectives in budgeted points by developing territory sales opportunities, implementing the division business plan, analyzing and developing responses to current market condition, and accounting for Company Strategic Goals and Objectives as they are incorporated into Territory, Region, and Division plans;
2. Demonstrate a daily commitment to Sales Excellence, ensuring that work processes add value for the customer;
3. Meet customer requirements with benefits offered by our products using Professional Selling Skills techniques and product demonstration, and ensuring that Sales Logix is an integral part of the daily process;
4. Achieve Territory sales call objectives by annually averaging: 200+ estimated cases/month sold to operators; at least 16 calls per week – 70/80% on Impact Operators. Maintain a constant list of 100 Impact Operators in Sales Logix. Workwith Regional Sales Manager on a regular basis in order to receive constant, positive, and constructive feedback/coaching on sales performance;
5. Maximize potential by effectively completing the Company Training Program, and receiving appropriate feedback through timely performance appraisals;
6. Develop relationships with regional operator and distributor accounts through personal sales calls and participation in association events and shows;
7. Develop close working relationships with top management at key distributors in territory;
8. Work with appropriate National Account Manager(s) to define, target, and implement a sale plan to assist with their efforts in the territory;
9. Work closely with Inside Sales to effectively penetrate the distributor base through account prioritization and constant communication;
10. Work with Marketing to plan, implement, and analyze local promotions, opportunities, and distributor promotional programs;
11. Attain Regional financial goals by participating in expense budgeting and management, and identifying, measuring, and correcting aspects of the sales process that contribute to costs;
12. Work closely with Division Sales Support in processing information, data, and materials needed for business reviews and market updates.
Qualifications:
· Education and/or Experience: Bachelors’ degree from an accredited college or equivalent work experience, and two to four years of solid foodservice experience. The candidate should be a capable manager with a successful record reflecting consistent achievement and increasing responsibility.
· Language Skills: Effective oral and written communications, and effective presentation skills.
· Reasoning Ability: Ability to analyze market potential and competition, sales planning, strong interpersonal managing skills with the ability to work independently. Ability to gain the confidence and respect of associates, customer, and all levels of management. Creativity and innovation, proficiency in Professional Selling Skills, negotiating skills, and the ability to physically transport and handle all demonstration equipment for use at distributor events, operator presentations, and trade shows.
· Computer Skills: Adequate computer skills for effective use of Microsoft Office and Sales Logix.
· Physical Demands: Must be capable of carrying up to 40 lbs while traveling. This position requires 20% travel.
· Work Environment: A home office is required and any necessary office equipment will be supplied. Advancement opportunities will likely require relocation.
Contact
Interested candidates should submit their resumes to:
Kelly DeMorais
Basic American Foods
2999 Oak Road
Walnut Creek, CA 94597
Fax: 925-472-4314
Email: jobs@baf.com
Basic American Foods is an Equal Opportunity Employer!