JOB SUMMARY
This role of a VP, National Accounts has the following essential functions, duties, and responsibilities. This role includes the leadership and management of National Account Managers, and all Sales support positions and cross-functional collaboration. This includes extensive work with Specialty Companies and Canada, where these Customers are also their largest accounts, and they have their own MDAs (Master Distribution Agreement) which you must be familiar with. Responsible for the creation and delivery of disciplined customer business planning integration, strategy and execution plans. Accountable for customer P&L (Profit & Loss) management, profitable volume growth, execution of corporate strategic imperatives and cross-functional alignment. Responsible for CEO and Sr. Exec Top to Tops to discuss the current state of the business, 3-year Strategic Plans, GPO (Group Purchasing Organization) Strategy, and Global/International opportunities. Owns the development of the required communication framework to effectively cascade information and initiatives to appropriate stakeholders. Responsible for customer accounts with multi-billion dollar Sysco impact and Global Reach.
This role manages operational complexity involving greater than 90% of all operating companies required to execute new or existing business. These Customers operate in every segment including Healthcare, Sports, College, K12, Travel & Leisure, Parks, Business & Industry, Hotel, and Restaurants, therefore, candidates must be well-versed in a broad set of Foodservice Industries. Further, each of these Customers owns Group Purchasing Organizations (GPOs) that touch every Sysco segment. This can create additional stress as they often leverage their multi-billion dollar base-business to get concessions that affect Chain Restaurant, Hotel-Travel-Leisure-Retail- Gaming, and Healthcare-College. This requires strategic thinking, a deep understanding of multi-dimensional P& Ls-EI-GP-OpEx, negotiation skills, and communication. The role will require an individual skillset development capabilities and effective team building leadership and skills. The position will require excellent customer management skills, with the ability to act as a business consultant, communicator, coach, facilitator, and one Sysco alignment capabilities.
Must demonstrate strong contract negotiation skills with the executive maturity to manage customers at all levels of leadership. Ability to effectively communicate and align Sysco field operations to national customer execution and business growth strategies. Additionally, these MDAs and GPO contracts often require extensive involvement from the Sysco and Customer C-suite, therefore Executive Maturity, Strategic Thinking, Communication, and financial analysis are critical.
The role will require the ability to be the liaison between corporate departments: Merchandising, Finance, Marketing, Category management, Sales operations, Supply chain, Revenue management, Business Technology, Legal, Specialty Companies, Canada, Latin America/Bahamas, and Sysco Europe. and sustainability. The position will require the ability to train and develop direct reports on the skills of business planning, customer business reviews, P&L management, customer wiring, and all corporate development initiatives.
RESPONSIBILITIES
- Develop and lead sales strategy for customer base and direct reports.
- Team development to include on-going customer meeting & business reviews
- Achieve Sales, Gross Profit, and Delivered-Margin Financial Plan for their group of customers.
- Manage the impact of GPOs on other Segment Financials Gaining new market share, improving GPS on existing business, and managing service levels and MDA commitments to drive bottom line profits.
- Build customer partnerships that allow us to align our Category Management and our Revenue Management teams and opportunities that will create value for both Sysco and Customer
- Negotiate contracts, terms, and conditions including the customer MDA (Master Distribution Agreement), Amendments, extensions, renewals, letters of intent, limited time offers.
- 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).
- Responsible for leading a team of sales and support professionals, which includes coaching and development and holding the team accountable to National Accounts Selling Standards.
QUALIFICATIONS
Education
- Bachelor's in Business/Sales/Marketing. Masters in Business/Sales/Marketing preferred
Experience
- 5+ years of National sales experience
- 10+ years of Foodservice experience.
- 5+ years of contract negotiations experience.
Professional Skills
- Proficient in MS Office Outlook Excel PowerPoint
- Proficient in using Salesforce.com
- Strong financial acumen
- Professional engagement
- Proven leadership skills
Physical Demands
- 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.
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