POSITION SUMMARY:
Through the direction of the Director, Sales Strategy & Operations, this position will lead the deployment of a standardized sales process and sales practices to ensure consistency and effectiveness of sales associates in order to achieve region’s financial goals. The associate will also manage the performance management tools, processes, and reports utilized by sales leadership to ensure high-performance of sales organization. They will work cross-functionally across sales, revenue management and finance, with the primary objective of enabling sales leadership coaching and performance management capabilities.
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.
RESPONSIBILITIES:
- Drives the implementation of standardized sales process and sales practices, and performance management tools and processes throughout the entire Salesforce
- Leads sales forecasting, planning, and processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts
- Assists in the development and reporting of key performance metrics to help drive increasing Sales productivity
- Assists with annual planning and monthly forecasting processes to support sales leadership team
- Analyzes performance and productivity data to support coaching/performance management efforts carried out by regional sales leaders
- Understands key metrics to include outside data, year over year performance and run rates in relationship to overall company goals with a bottom up approach
- Works directly with Sales Operations leadership on business-critical reporting needs
- Ensures that the best tools, training, and resources are available to the sales organization (across disciplines – local sales, contract sales, business development, and specialists)
- Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts (CRM platform)
- Stays current with Sysco’s value-added offerings and technology solutions, including but not limited to customer-facing reporting tools
- Develops strong working relationships with regional sales organization, finance, merchandising, and revenue management
- Learns quickly when facing new challenges; thrives on fast-paced environment
- Adapts well to change and views new experiences as growth opportunities
- Other duties as assigned
QUALIFICATIONS:
Education and / or Experience:
- Minimum: Bachelor's degree in a related field or 5 years of sales experience, and 2+ years in a sales support business-to-business professional role
- Preferred: 2+ years of experience leading a business-to-business sales team in a professional sales environment
Professional Skills:
- Solid analytical problem-solving skills, including familiarity with analyzing reports & deriving insights from data
- Ability to express information in terms of profit and loss, food cost and expense ratio
- Strong financial acumen and ability to properly plan and execute business plans
- Embraces change and champions corporate initiatives
- Demonstrated ability to coach and mentor peers and associates
- Flexible; readily accepts change; open to new ideas
- Demonstrated ability to apply business financial knowledge to support growth and to provide meaningful analytics
- Strong interpersonal skills and ability to work with and influence a variety of key stakeholders
- Strong communication skills; ability to effectively communicate with internal and external teams
- Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
- Proficient in Microsoft Applications Suite (Word, Excel, PowerPpoint, Outlook)
- Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
- Proactive, self-directed, with the ability to structure a weekly schedule to be successful
- Understanding of marketing principles, product lines, ordering procedures and Sysco’s credit terms
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