Sales National Account Executive - Central and Western MA

Performance Foodservice; Springfield (MA); On-site; USD 65,000 - 70,000; Full time

Job summary

Performance Foodservice seeks a results-driven sales professional to manage a national, regional and local multi-unit operator territory. You will drive foodservice sales, marketing initiatives and gross profit objectives, coordinating with brokers and center teams.

You will regularly call on customers per a defined plan, build long-term relationships, develop quarterly business plans, and present bids and menus to support customers’ strategies. Travel is required.

Qualifications

• High School Diploma/GED or Equivalent Experience.
• 2–4 years of foodservice sales experience.
• Valid Driver’s License; meet company motor vehicle report requirements; able to travel as required.

Responsibilities

• Manage sales territory of national, regional and local multi-unit operators to meet sales budgets and gross profit objectives.
• Regularly call on existing and potential customers per defined call frequency plan.
• Develop short and long-term strategies to call on high potential accounts and manage time and resources to cover the territory.
• Build long-term relationships by understanding customers' business needs and offering suitable solutions.
• Coordinate with local brokers/manufacturer representatives to uncover sales opportunities.
• Develop bids and menus to support customers’ business strategies; refer non-sales problems to appropriate teams.
• Travel to see customers and manage assigned customer base.

Skills

Sales experience

Client relations

Communication skills

Travel readiness

Education

High School Diploma/GED

Tools

Broadline information system

Laptop computer

Job description

Job Description

Manages sales territory of national, regional and local multi-unit operators, ensuring customer needs are met, managing all aspects of foodservice sales, marketing, distribution and budgeted sales and gross profit objectives are achieved/exceeded. Functions as a team member within the department and organization, as required, and performs any duty assigned to best serve the company.

Manages sales territory of national, regional and local multi-unit operators, ensuring customer needs are met, managing all aspects of foodservice sales, marketing, distribution and budgeted sales and gross profit objectives are achieved/exceeded. Functions as a team member within the department and organization, as required, and performs any duty assigned to best serve the company.

Regularly calls on existing and potential customers per defined call frequency plan to meet/exceed their needs and achieve sales budgets. Effectively manages segment markets by location, potential and size. Develops short and long-term strategies to call on high potential accounts, and manages time and resources to cover the entire sales territory. Correctly uses marketing and presentation material to assist in making sales. Develops and executes quarterly business plan, including account-specific actions related to achieving goals.

Builds long-term relationships by becoming knowledgeable about customers’ business. Effectively listens for information to uncover their needs. Summarizes information gained during sales interaction to reinforce understanding. Deals immediately with customer objections by discussing them openly and honestly.

Communicates with local brokers/manufacturer representatives to uncover sales opportunities.

Follows through on all commitments in a timely manner. Matches the customers long- and short-term needs to the features and benefits of Broadline's service system, and advocates ideas and solutions that promote customers’ business strategies. Compares features and benefits of Broadline’s services to those of competitors. Develops appropriate bids and menus for all products to support customers’ business strategies. Refers non-sales problems (delayed shipments, expediting orders, etc.) to Sales Managers, center personnel or Richmond support group quickly and effectively.

Communicates appropriate customer information, including issues, problems and needs to distribution center customer service team and merchandising on a regular basis. Enlists the assistance of Sales Managers as needed, and involves management in appropriate meetings both internally and externally.

Effectively uses Broadline's information system, laptop computer and telephone to provide value to the customer relationship through presentation material, correspondence and telephone calls. Retrieves and utilizes information continually to make the appropriate and profitable recommendation on pricing for the customer and Broadline.

Must travel to see customers at their location and perform administrative management of assigned customer base.

Performs other related duties as assigned.

Required Qualifications

High School Diploma/GED or Equivalent Experience

Required Experience:

2 – 4 years of foodservice sales experience.

Valid Driver’s License. Meet company Motor Vehicle Report requirements. Able to travel as required.

Compensation

$65K - $70k