POSITION SUMMARY:
This position is responsible for promoting the company’s products and services to drive profitable growth by delivering responses and compelling proposals to high priority Bid or RFP prospects and building strategic relationships with new and existing Bid accounts through sales opportunities in the Contract Sales Organization. The focus is to serve as a concept sales lead for Bid customers and increase market share across our traditional Bid segments including K12, College & University, Government, Military, Casinos, and Cruises. This position will maintain a sales pipeline of prospective Bid account customers within their designated sales territory and leverage centralized support teams such as Merchandising, Revenue Management, and Customer Experience to develop proposals and presentations.
RESPONSIBILITIES:
Achieve Sales, Gross Profit, and Delivered-Margin Financial Plan for their group of customers
Identity new business opportunities and maintain a pipeline of prospective RFP and Bid proposals by fully leveraging Sysco’s proprietary CRM tool including sales planning, prospecting opportunity tracking, task management, and customer engagement.
Work with cross-functional teams including centralized support teams such as Merchandising, Revenue Management, and Customer Experience to develop proposal strategies and presentations aligned with business objectives
Responsible for cross-functional customer alignment, customer wiring, top-to-tops (drive bi-annual/annual customer meetings with C suite executives of customer and Sysco) and build customer partnerships that allow us to align our procurement, trade management and customer experience teams in opportunities that will create value for both Sysco and the Customer
Tracks bid performance metrics and conducts post-bid analysis and debriefs to identify trends, analyze win/loss data, identify areas of improvement, and implement lessons learned for future bids
Support face-to-face and remote sales to new locations and new opportunity sales to existing customers
Conduct research on target markets, including competitor analysis, industry trends, and customer demographics
QUALIFICATIONS:
Experience
Education
High school diploma or equivalent, valid driver’s license with a driving record that meets company insurability standards.
Bachelor’s degree in Business, Sales, Marketing, Hospitality or Culinary Arts preferred.
Skills
Demonstrated expertise around answering Bid and RFP, providing consultative selling, networking and negotiations
Ability to influence local teams (Director of Contract Sales, Account Managers) to grow our Bid account revenue and improve profitability
Strong financial acumen and ability to properly plan and execute business plans
Business and foodservice 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
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job.
While performing the duties of this job, the employee is regularly required to sit, stand, walk, and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 20 pounds.
This position will require regular travel utilizing personal vehicle and may result in longs periods of sitting.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job.
Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of the job.
If working remote, must have required software to ensure timely communications and have a dedicated workspace free of any distractions and participate in conference calls in a business-friendly environment.
This position may require evening and weekend work depending on customer needs
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