Director of Sales, Food Service

Location:

Job ID: 3698

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Purpose of Role

The Director of Sales, Food Service manages the comprehensive sales effort for Delivery Solution program adoption in the Food Service Industry. This individual is responsible for leading a team of enterprise account representatives and territory sales managers. This role must achieve rapid market conversion by breaking down high level strategic plans into executable strategies for the sales team. This individual must develop a strategy to keep their team educated with a rapidly growing product portfolio and a complex sales process involving multiple decision makers.

Areas of Accountabilities

Sales Strategy

• Create and execute sales strategy by analyzing prospects and customers, market trends, and budget.

• Analyze where commercialized offerings create the most customer value and adapt the structure and work of the team.

• Define tactical goals for the sales team that deliver direction for planning and action, focusing and prioritizing on accounts and territories.

• Build and maintain strong working relationships with Sales VP, Tarket Market Team, Account Services, and Procurement to deliver forecasting, customer service, and strategy.

• Drive accountability using action plans that capture metrics of sales activity, performance, and profitability targets.

• Monitor Salesforce to create a digital twin of the business, while identifying opportunities to improve reporting and process flow in the system.

  Team Management

• Provide leadership through effective communication of strategy, vision, active coaching, and development while measuring sales metrics and taking appropriate actions to correct when goals are not met.

• Foster a collaborative and inclusive team culture through encouraging open communication, knowledge sharing, and continuous learning and development.

• Supervise team via in field and virtual sales meetings, mock calls, and timely feedback though quarterly touchpoints and annual reviews.

• Work with Human Capital to complete effective hiring, orientation, training, development, and retention of sales team. Supporting our Rehrig sales training roadmap will be critical.

• Ensure sales representatives are aligned with the company and DS go-to-market strategies.

• Utilize internal management strategies for continuous performance improvement.

  Customer Focus

• Build and maintain effective relationships with customers to drive value creation and meet objectives.

• Use customer feedback to adapt and improve sales strategy.

• Collaborate with Sales VP, and Director of Sales, SMB to assist our procurement team with customer demand forecast and production supply.

• Ensure that stock levels meet demand for our goods and services.

• Relay internal communication back to the team from forecast and demand meetings with Procurement and Services. Drive effective communication across all verticals.

• Respond effectively to changing market dynamics and new business information.

  Personal Responsibility

• Establish weekly calls with sales team to stay abreast of opportunities, challenges, wins, and industry insights.

• Attend trade shows, seminars, and customer meetings as appropriate.

• Stay up to date on product/service offerings, economic indicators, changing trends, and those of our competitors.

• Live and champion the Rehrig Pacific mission and values.

• Prepare monthly, quarterly, and annual sales forecasts.

• Maintain awareness of all customer accounts receivable past 60 days.

  Knowledge, Skills, and Experience

• Bachelor's degree.

• 10+ years of experience in sales, with a proven history of selling to small, medium and enterprise-sized companies.

• Experience with CRM systems and sales operations processes, including the management of pilot programs. (Salesforce experience a plus)

• Strong leadership skills, with the ability to manage, motivate, and develop a team.

• Excellent communication, interpersonal, and relationship-building skills, with a customer-centric mindset and a consultative sales approach.

• Demonstrated ability to lead and motivate geographically dispersed sales teams, driving results in a fast-paced and dynamic environment.

• Strong analytical and critical thinking skills, with the ability to think creatively and make data-driven decisions.

• Minimum 40% time spent traveling by airplane

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Rehrig Pacific, compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $165,000.00 to $170,000.00.

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