Director - Contract Sales

Sysco Corp.; Houston (TX); On-site; USD 150,000 - 230,000; Full time

Job summary

Sysco Corp. seeks a senior sales leader to drive regional contract sales growth in Houston. You will lead a multi-disciplinary team, coach performance, and craft strategies to protect and grow key customer relationships while aligning with the financial plan.

Focus on data-driven opportunity prioritization, high-level negotiations, and cross-functional collaboration across sales, strategy, and operations. Expect extensive travel up to 75% and a hands-on role in developing the regional business.

Qualifications

• 10+ years relevant sales experience.
• 5+ years leading a B2B sales team in a professional sales environment with success.
• 3+ years of Contract Sales experience in food service distribution preferred.

Responsibilities

• Lead regional Contract Managers and sales teams to grow local customers and meet the financial plan.
• Coach and develop colleagues to improve performance, grow lines, and drive profitability.
• Foster collaborative team selling to penetrate customer accounts.
• Develop medium- to long-term sales plans and strategic relationships.
• Define strategic new business development goals with guidance from Regional VP of Sales.
• Leverage analytics and customer insights to prioritize opportunities.
• Support face-to-face and remote sales to new and existing customers.
• Assess customer needs and tailor products/services accordingly.
• Guide bids/proposals and approvals for MSAs; support national sales programs.
• Utilize Sysco's CRM for planning, prospecting, and forecast accuracy.

Skills

Regional leadership

Sales strategy

Contract sales

Coaching & training

Profitability focus

CRM proficiency

Analytical skills

Communication skills

Negotiation

Travel readiness

Education

Bachelor's in Business or related field

High school diploma

Tools

Proprietary CRM tool

Job description

Responsibilities:

• Lead Regional Contract Managers, Contract Sales Consultants, Bid colleagues, Manager Sales Strategy & Operations, and New Business Developers to grow local customers and deliver the agreed upon financial plan
• Provide coaching, training, performance management, and feedback to improve colleague performance, grow lines, and drive profitability
• Facilitate collaborative team selling culture to maximize sales; focus on engaging Sysco Specialty companies to fully penetrate customer accounts
• Develop medium to long-term sales plans and prepare strategies to protect, grow and diversify the relationship with existing, targeted customers
• Establish strategy for driving profitable new customer growth, with guidance from Regional VP of Sales, to define the long term strategic new business development goals
• Leverage advanced analytics and customer insights to prioritize business opportunities within the region
• Support face-to-face and remote sales to new customers and cross/up/repeat sales to existing customers
• Assess customer needs and suggest appropriate products, services, and/or solutions
• Support sales bids/proposals/presentations and provide guidance and approval for all customer MSAs
• Directly support the National Sales Organization (VPNAs/Sr. NAMs) in implementing key corporate/market programs and objectives
• Fully leverage Sysco’s proprietary CRM tool in the management of sales planning, prospecting, opportunity tracking, task management, and daily customer engagement and drive productive utilization of the tool among all colleagues
• Manage new business pipelines, activities and close rates to support and drive planned outcomes.
• Represent Sysco at various community and/or business meetings to promote the company
• Ensure Training of Contract Sales and New Business Development team members
• Represent Sysco at various community and/or business meetings to promote the company
• Ensure Training of Contract Sales and New Business Development team members

QUALIFICATIONS:

Experience

• 10+ years relevant sales experience
• 5+ years leading a B2B sales team in a professional sales environment with demonstrated success
• 3+ years of Contract Sales experience in food service distribution preferred.

Education

• Bachelor's degree in Business, Sales, Marketing, Hospitality or Culinary Arts preferred
• High school diploma or equivalent required

Skills

• Ability to manage and motivate a regional sales organization focused on growing contract sales revenue
• Ability to lead a team of high performing sales colleagues to deliver against deadlines and produce high-quality results
• Ability to effectively coach, counsel, train and direct team members
• 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 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 Global Support Center initiatives
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)

Certificates, Licenses, and Registrations:

• Valid driver's license with a driving record that meets Company insurability standards

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 up to 75% travel utilizing personal vehicle

Working Conditions:

• 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

NOTICE:

The above statements are intended to describe the general nature of the environment and the level of work being performed by this job. This job description in no way states or implies that the duties and responsibilities listed are the only tasks to be performed by the employee in this job. The employee will be required to follow any other instructions and to perform any other job-related duties requested by his or her supervisor.

Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions. This job description supersedes prior job descriptions. When duties and responsibilities change and develop the job description will be reviewed and subject to changes of business necessity.