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US Foods Culture
Our Cultural Beliefs are the pillars that define how all associates at US Foods work. We Team Up and work together, we Expect Excellence, Talk Straight in our communications, and we work to Stop Waste. Leaders at US Foods embody our Cultural Beliefs by challenge themselves and others to delight customers every time and engage the right people in the right way at the right time. Leaders establish a culture that reduces waste and encourages team members to seek the truth and exchange objective feedback. At US Foods YOU matter, and our leadership team and associates strive to care for co-workers and direct reports and make winning fun.
BASIC PURPOSE
The Director, Sales Operations acts as a liaison for the Commercial Excellence team, fulfilling a strategic role within the area. The Director, Sales Operations is responsible for commercial success by executing plays, coaching leaders, and partnering with commercial excellence to drive consistency and improve area performance. The Director, Sales Operations reports to the Area President and has a dotted line reporting relationship to the Director, Sales Effectiveness Operations.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Leadership: Leadership of the Area Sales Support team (Chefs, Restaurant Operations Consultants, Category/Segment Specialists, Stock Yards Business Development Mangers) to drive critical KPIs. Drive resource allocation of sales support teams to maximize share and retention opportunities.
- Talent Management: Recruit, hire, and supervise the Area Sales Support team to maintain a skilled and motivated team. Coach and lead direct reports to improve their performance and business effectiveness. Ensure development of strong pipeline of talent.
- Data Analysis: Leverages internal reporting tools and market share data to track progress and identify performance improvement opportunities. Synthesize data findings to prioritize areas of focus.
- Strategic Planning: Translates strategy into Area implementation plans and tracks performance on key metrics. Core strategies include but not limited to, account penetration, account acquisition, churn reduction, margin, pricing, category growth, EB migration, E-Commerce optimization, CRM utilization and cost to serve reduction.
- Sales Process Optimization: Streamline and optimize sales processes and plays to improve sales productivity and performance. Identify opportunities for process improvement and propose solutions for implementation.
- Training and Event Management: Work closely with Sales Leaders and the Sales Support team to strategize and implement training aimed improving the skills and knowledge of the sales team. Key stakeholder in planning and executing forums including sales meetings, training sessions and culinary events to effectively deliver product and sales content.
- Leading Digital: Responsible to lead digital by promoting and tracking the advancement of internal CRM utilization by sellers and external E-Commerce and Business Tools adoption.
- Other duties as assigned by manager
SUPERVISION:
- COP Specialist, Produce Specialist, Food Fanatic Chef, Restaurant Operations Consultant, Stock Yards Business Development Manager, Customer Solutions Coordinator
RELATIONSHIPS
- Internal: Area Staff, Sales Leaders, Sellers, Area Marketing Manager, pricing and Merchandising teams. Local Sales and National Sales Excellence Teams.
- External: Customers, Vendors/Brokers
WORK ENVIRONMENT
- Hybrid: This role is partially remote, and the associate is expected to perform assigned responsibilities from a combined home-based and office-based environment.
MINIMUM QUALIFICATIONS
- A minimum of 7 years in sales, sales operations or sales management, with at least 5 years in a supervisory role. Ideal candidate has experience that includes collaboration cross functionally and leadership across multiple sites with a background in developing and implementing sales strategies and processes.
- 10% of overnight travel to participate in trainings, meetings and other company events.
EDUCATION
- Bachelor’s degree or equivalent working experience in sales, sales operations, merchandising, marketing or strategy related fields required
CERTIFICATIONS/TRAINING
LICENSES
PREFERRED QUALIFICATIONS
- Demonstrates leadership skills with the ability to lead and inspire a large team with diverse skill sets in a complex environment. Proven experience in performance management and team development.
- Proven experience in developing and implementing sales strategies and processes. Strategic mindset with the ability to align sales operations with overall business strategy.
- Experience within the foodservice industry and an understanding of sales trends, market dynamics and competitor activities.
- Strong analytical and data-driven decision-making skill with experience with data analytics tools and proficiency in interpreting sales metrics.
- Skill with experience with data analytics tools and proficiency in interpreting sales metrics.
- Experience in designing and implementing sales training programs. Familiarity with methodologies for enhancing skills and knowledge of sales teams.
- Strong project management skills with the ability to plan and execute events and initiatives effectively.
- Flexibility in responding to evolving market conditions and organizational needs with strong problem-solving skills to address complex challenges and ability to make timely, data-informed decisions.
- Excellent communication and presentation abilities to convey strategies, insights and reports effectively to stakeholders at various levels of the organization.
