Region Contract Manager

US0038 Sysco Indianapolis, LLC; Indianapolis (IN); On-site; USD 120,000 - 180,000; Full time

Job summary

Sysco Corp. in Indianapolis, IN is seeking a senior sales leader to promote products and build relationships with LCC accounts.

The Lead House concept requires coordinating across regions to deliver complex solutions and align procurement, trade management, and customer experience teams. You will drive strategic sales planning, manage P&L, and execute corporate initiatives while cascading information to national and local stakeholders.

Qualifications

• Bachelor’s degree in a relevant field is preferred.
• 7+ years in Sysco or contract sales growth management experience.
• Strong financial acumen with P&L and cost insight.
• Excellent communication and negotiation abilities.

Responsibilities

• Achieve sales, gross profit, and delivered-margin targets for assigned customers.
• Develop medium- to long-term plans to protect and grow relationships.
• Coordinate across regions to drive opportunities from HQ to local teams.
• Lead bi-annual executive meetings with customers to align on value.
• Manage contracts, amendments, renewals, and terms with HQ COE.
• Leverage Sysco's proprietary CRM for planning, forecasting, and engagement.
• Prepare bids, proposals, and product demonstrations.

Skills

Consultative selling

Negotiations

Financial acumen

Communication skills

Project management

CRM software usage

Education

Bachelor’s degree in business, Sales, Marketing, Hospitality or Culinary Arts

High School diploma or equivalent

Tools

CRM tools (Sysco proprietary CRM)

Job description

Job Summary:

This position is responsible for promoting the company’s products and services and for building relationships with new and existing LCC accounts. The focus is to serve as a concept sales lead or “Lead House” (Lead House is defined as a LCC concept that has an increased level of complexity due to multiple locations that span two or more Sysco operating regions or a concept with more than 5 primary locations) for

This position will be accountable for the strategic sales planning & execution of the LCC-Lead House account customers within their designated sales territory with the ultimate goal of driving profitable volume growth. The role will require effectively managing customers as they transition from the Business Development team over to the Regional Contract Sales team and Customer Experience teams (e.g., Field CEx, HQ COE, and Back Office support.). Additionally, this role will be accountable for P&L management, execution of corporate strategic initiatives, cross-functional alignment and responsible for effectively cascading information and initiatives to appropriate stakeholders at the national and local level.

Duties and Responsibilities:

• Achieve Sales, Gross Profit, and Delivered-Margin Financial Plan for their group of customers.
• Develop medium to long-term sales plans and prepare strategies to protect, grow and diversify the relationship with targeted customers
• Serve as “Lead House” by coordinating across regions (including local contract sales team and customer experience team) to drive opportunities from the HQ to the local level and ensure sales solution needs are met
• 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) and build customer partnerships that allow us to align our procurement, trade management and customer experience teams in opportunities that will create value for both Sysco and the Customer
• In coordination with HQ COE, manage contracts, terms, and conditions including the customer MDA (Master Distribution Agreement), Amendments, extensions, renewals, letters of intent, limited time offers.
• 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 team members
• Support face-to-face and remote sales to new locations and new opportunity sales to existing customers
• Create sales bids/proposals/presentations and conduct product demonstrations/cuttings

Education Required:

High School diploma or equivalent

Education Preferred:

Bachelor’s degree in business, Sales, Marketing, Hospitality or Culinary Arts

Experience Required:

+7 years of Sysco experience or +7 years of relevant industry w/ Contract Sales Growth management (managing a portfolio of business and people) experience.

Technical Skills and Abilities:

• Ability to influence local contract sales teams (Director of Contract Sales and Contract Sales Consultants) across regions to grow our LCC revenue and improve profitability
• 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 corporate initiatives

Physical Demands:

Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job.