JOB SUMMARY
This position is responsible for the overall direction of sales and marketing. Develop a strategy for establishing sales targets that align with overall company goals and objectives. Manage direct sales team and intercompany (OpCo-facing) sales team to meet sales and profit plans of the Greco. Coach, guide, counsel sales team members to meet their individual sales and profit plans.
RESPONSIBILITIES
- Identify geographic territory for the street sales force, operating company (OpCo) assignments for business development team members, and/or large multiunit customers for director/manager of program sales
- Establish sales personnel hiring profiles.
- Recruit and oversee the training of new salespeople.
- Oversee and set sales targets for sales territories to maximize sales revenues and support overall business needs.
- Form and manage effective programs to compensate, coach, appraise and train sales personnel.
- Create an overall sales strategy for the company.
- Interact with the sales team and visiting customers
- Manage and coordinate communication activities between outside sales, inside sales and customers.
- Coordinate sales promotions with Greco merchandisers and sales to effectively manage inventory.
- Collaborate with OpCo sales and merchandising teams to develop promotions and appropriate product mix
- Monitor direct reports’ congestion management progress (CMP) via sales analysis and performance reports.
- Identify and react to shortfalls concerning sales, gross profit and margin management.
- Coach, guide, council company goals.
- Oversee business development and management of multi-unit contracts.
- Direct and control of credits and returns and accounts receivables.
QUALIFICATIONS
Education
- Bachelor's degree in business, marketing or related studies.
- 2- 4-year degree in business or culinary preferred.
Experience
- 7 years with extensive experience in sales, merchandising, management including at least 5 years leading others.
Professional Skills
- Analytical thinker and results-driven.
- Excellent communication, and leadership skills.
- Problem resolution expertise.
DECISION-MAKING AUTHORITY
Most important decisions made fully independently:
- Customer contracts and pricing deviations.
- Managing daily aspects of the sales team, authorizing credits/returns, working with transportation with delivery issues to diffuse unhappy customers.
- How to motivate and generate excitement with the sales team.
Most important decisions made with review and approval of other individuals or supervisors (include the reviews/approvals required):
- Overall sales strategy, with guidance from the president.
- New hires.
- Sales goals, reviews, recruiting, write-ups and terminations.
ORGANIZATIONAL REPORTING
Supervisor Title
Position Reporting to this Role
- Sales manager(s)
- Director of business development
- Director/manager, program sales
- Customer service manager or function
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