Sales Consultant

FHLB Des Moines; Canada; On-site; CAD 55,000 - 85,000; Full time

Job summary

Sysco Guest Supply Canada, a part of Guest Worldwide, seeks a Sales Consultant to promote hotel amenities, textiles and room accessories to hotels in Canada. Build relationships with new and existing customers, and deliver end-to-end consultative sales services to help customers succeed while achieving company sales and profit goals.

The role requires strong account management, negotiation, and CRM skills, with travel up to 25-50%.

Qualifications

• Minimum 2 years or more of sales experience required, with a proven record of sales success and history of accomplishments
• Experience in hospitality or supply/distribution sales preferred
• Experience in relationship sales managing new and existing customer opportunities and up-selling preferred
• Experience with trip planning, territory routing, and account prioritization preferred
• Completion of post-secondary education or equivalent experience
• Professional salesperson with proven ability to cultivate relationships and grow sales
• Strong financial acumen and ability to properly plan and execute business plans
• Demonstrated skills in the area of consultative selling, networking and negotiations
• Business and restaurant 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
• Proactive, self-directed, with the ability to structure a weekly schedule to be successful
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
• Valid driver’s license in good standing with access to a vehicle is required
• Demonstrate a high level of business acumen and interpersonal savvy

Responsibilities

• Develop and retain profitable sales growth within assigned territory
• Identify new sales opportunities by evaluating customer needs and market trends
• Make sales calls and presentations to grow customer relationships and penetration
• Ensure customers meet brand standards and capture market share
• Forecast sales results and trends for the territory
• Use Salesforce CRM for planning and forecasting

Skills

Sales experience

Hospitality sales

Relationship selling

Negotiation skills

CRM tools Salesforce

Microsoft Office

Driving

Analytical problem solving

Education

Post-secondary education or equivalent

Tools

Phocas

GForce

Salesforce.com

Job description

Purpose

The Sales Consultant is responsible for promoting the Company’s products and services by building relationships with new and existing customers in order to become our customers’ most valued and trusted business partner. This field sales representative maintains and grows sales of amenities, textiles, room accessories, paper, janitorial supplies, cleaning, FF&E and MRO products primarily to the Hotel and Lodging Industry within an assigned territory. The main focus of the Sales Consultant is to help the Company’s customers succeed while achieving sales and profit goals established by the Company. Individuals in this position will provide exceptional level of business to business (B2B) sales consultation, account management, customer service, and innovative solutions that differentiate Sysco Guest Supply Canada in the marketplace.

Responsibilities

• Responsible for Strategic Account Planning, developing new business, growing account portfolio, and retaining customer accounts to achieve profitable sales growth within assigned territory
• Responsible for maintaining and identifying new sales opportunities by evaluating customer needs and analyzing market trends within existing accounts
• Makes sales calls and presentations to develop and maintain a solid customer relationship to generate sales and category penetration
• Ensure existing customers are compliant with Brand standards of their flag and Guest Supply capture 85% of the Market basket of sales for each customer
• Possess strong negotiation skills and ability to manage and maintain profitable margins
• Leverage product knowledge, ROI, sales technology tools (i.e., Phocas, GForce and Salesforce.com) and sales training resources to effectively target new prospects and opportunities and provide end to end sales consultive services
• Be informed of market conditions, product innovations, and competitor’s products and sales; share information with customers as part of value-added services provided
• Continuously manage assigned accounts and take corrective action, as needed, to maintain and improve the overall customer experience Regularly communicate with assigned accounts as appropriate, including new products and services, company changes, holiday schedules, product pricing or information changes and new opportunities
• Immediately notify management if an existing account is in jeopardy of discontinuing service or issues remain unresolved regardless of attempts to correct situation
• Work with Accounts Receivable to ensure customers pay invoices within agreed upon terms
• Regularly interact and communicate with various internal departments to provide vital information that may be necessary for servicing the customer. This may include advance notification to Merchandising of changes, increased or decreased product movement, new business, changes in proprietary product or other related information
• Gain new Accounts within the territory, and responsible for all account management and customer service responsibilities
• Assist in the set-up of new accounts, including Customer Account Application (CAA), customer order guides, pricing, order schedules, files, etc. Coordinate with other departments as appropriate to meet or exceed customer expectations
• Accurately forecast sales results and trends for a specific territory Demonstrate commitment to continuous learning to optimize performance and career growth Understands that they play an integral role in their own safety and that of their colleagues and is willing to speak out when hazards are present Maybe required to work non-traditional hours, while also providing a level of individual autonomy to support and successfully meet customer needs
• Track activities and results, collaborate on opportunities, and champion the team selling process through use of Salesforce (Sysco’s CRM tool)
• Take a proactive approach to owning learning / development and actively participate in large group, district and specialized training and programs to sharpen consultative selling skills and product knowledge
• Is willing to work safely with minimal environmental impact and understands the importance of reporting all hazards, incidents, and environmental spills immediately to their Supervisor. Understands that they play an integral role in their own safety and that of their colleagues and is willing to speak out when hazards are present. Perform other duties as assigned.

Qualifications/Skills/Job Requirements (About you)

• Minimum 2 years or more of sales experience required, with a proven record of sales success and history of accomplishments
• Experience in hospitality or supply/distribution sales preferred
• Experience in relationship sales managing new and existing customer opportunities and up-selling preferred
• Experience with trip planning, territory routing, and account prioritization preferred
• Completion of post-secondary education or equivalent experience
• Professional salesperson with proven ability to cultivate relationships and grow sales
• Strong financial acumen and ability to properly plan and execute business plans
• Demonstrated skills in the area of consultative selling, networking and negotiations
• Business and restaurant 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
• Proactive, self-directed, with the ability to structure a weekly schedule to be successful
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
• Valid driver’s license in good standing with access to a vehicle is required
• Demonstrate a high level of business acumen and interpersonal savvy

Physical Demands

Not explicitly stated, but likely includes regular driving for customer visits and meetings.

Travel Requirements

25%-50%

Employment Equity and Accommodations

Sysco is committed to Employment Equity. Accommodations during the recruitment process are available upon request for candidates with disabilities.

COMPANY OVERVIEW

Guest Supply Canada, a wholly owned subsidiary of Sysco and a division of Guest Worldwide, specializes in the distribution of products such as personal care amenities, a full range of textiles, paper products and hotel room accessories to the Travel and Leisure industry. Guest Worldwide is a leading global manufacturer and distributor to the Travel and Leisure industry, providing products to over 25,000 hotels in 109 countries. We manufacture textiles and personal care amenities and distribute nearly everything else you find in the hotel public guest areas in the hotel room. For more information, visit www.guestsupply.ca. We’re looking for talented, hard-working individuals to join our team. Come grow with us and let us show you why Sysco is at the heart of food and service. Our Purpose: Connecting the world to share food and care for one another Our Mission: Delivering success for our customers through industry-leading people, products and solutions Our Identity: Together we define our future of foodservice and supply chain

Benefits

• Comprehensive Flexible Benefits including Health and Dental, Health Care Spending and Wellness Accounts
• Short-Term and Long-Term Disability
• Life Insurance
• Voluntary Optional Insurance
• Parental Leave Plan
• Company Pension Plan
• Group RRSP & TFSA
• Employee and Family Assistance
• Stock Purchase Plan
• Maple Virtual Care
• Unlimited on-line learning
• Sysco product discounts
• Preferred vendor discounts
• Associate Resource Groups (*benefits may vary based on location or bargaining unit)

ADDITIONAL INFORMATION

This Job Requisition was created with the help of AI. AI will not be used to make hiring decisions or who progresses in the Job Application process. If you have any questions, please reach out to our Talent and Acquisition Team. This Job Requisition is for an existing vacancy. Sysco is the global leader in selling, marketing and distributing food products to restaurants, healthcare and educational facilities, lodging establishments and other customers who prepare meals away from home. Its family of products also includes equipment and supplies for the foodservice and hospitality industries. With more than 71,000 colleagues, the company operates 333 distribution facilities worldwide and serves approximately 700,000 customer locations. For fiscal year 2022 that ended July 2, 2022, the company generated sales of more than $68 billion. Information about our Sustainability program, including Sysco’s 2022 Sustainability Report and 2022 Diversity, Equity & Inclusion Report, can be found at www.sysco.com.