Position Summary:
The Director of Local Sales is a member of the senior sales leadership team. This position will be included in all strategic planning, decisions, and execution as it pertains to region sales. The senior sales leadership team will consist of the VP, Region Sales, Director, Local Sales, Director, New Business Development, Director, Sales Strategy & Operations, Director, Contract Sales and Director, Business Specialist.
The Director of Local Sales (DLS) role represents an escalation of skills and ability from sales management to sales leadership. Through the senior sales leadership team this position will drive the region’s strategic plan for growing sales, increasing penetration and reducing lost business. Specifically, this leadership role is responsible for driving the performance management, coaching, and deployment of the region’s Local Sales Organization with the goal of enhancing the customer experience and achieving the region’s financial plan.
As noted in Sysco’s Leadership Framework; On-target performance includes exhibiting the following framework components; Core Qualities, Shaping the Future, Delivering Business Results and Leading People.
Minimal travel required; up to 10% within region.
Responsibilities:
- Lead a group of District Sales Managers and sales associates to service and develop local customers within the region and deliver the agreed upon financial plan
- Coaching, training, performance management, and providing feedback to improve associate performance
- Facilitate collaborative team selling culture to maximize sales
- Lead and direct Customer Engagement efforts by enabling their team to provide Sysco customers with expanded service channel options (e.g. Sysco Shop)
- Fully leverage Sysco’s proprietary CRM tool in the management of sales planning, prospecting and daily customer engagement and drive productive utilization of the tool among all associates
- Successfully deliver Sysco brand results and directly manage conversion opportunities within the region
- Support and promote all national campaigns and promotions (e.g. Quarterly promotions)
- Develop and coordinate sales selling cycle and methodology
- Accountable for implementing the strategy for development of the sales associates and managers by full utilization the CMP process.
- In partnership with the VP of Sales, fully leverage Territory Planning data for all territory/customers changes or allocations
- Directly support the VP of Sales in implementing key corporate/market changes and programs; ensuring all sales associates achieve required behavior changes and performance metrics within the region
- Develop and deliver sales budgets for the region
- Directly influence and engage critical/developing customer accounts and ensure proper management of all other accounts in the region.
- Professionally represents Sysco at various community and/or business meetings to promote the company.
QUALIFICATIONS
Education/Experience:
Minimum: Bachelor’s degree in a related field or equivalent education level and 5+ years leading a B2B sales team in a professional sales environment with demonstrated success
Knowledge & Skills:
- Ability to lead a team of high performing district sales managers to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)
- Ability to effectively coach, counsel, train and direct associates
- Ability to supervise and motivate others
- Strong financial acumen and ability to properly plan and execute business plans
- Demonstrated skills in the area of consultative selling, networking and negotiations
- Business and restaurant operations acumen to manage sophisticated customers
- Strong interpersonal skills and ability to work with and influence a variety of key stakeholders
- Ability to express information in terms of profit and loss, food cost and expense ratio
- Strong communication skills; ability to effectively communicate with internal and external teams
- Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
- Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
- Solid analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data
- Embraces change and champions corporate initiatives
- Proficient in Microsoft Applications Suite (Word, Excel, Powerpoint, Outlook)
