Senior Director, National Accounts - SYGMA - US

JOB SUMMARY
This role will be the Sysco customer leader for specific accounts within its segment. They will “own” those customer relationships, sales and profit plans, profit and loss (P&L), growth targets, service levels, and overall customer satisfaction. This position has a strategic relationship with the customer at the highest level within that customer. They will provide guidance and leadership to Sysco operating companies (OpCo), corporate departments, suppliers, and generally coordinate all interactions and workflows with the customer.

Location:Ideally based in Louisville, KY, for an in-office role. Remote candidates will also be considered, with up to 25% travel required depending on location.

RESPONSIBILITIES

• Achieve sales, gross profit, and delivered-margin financial plan for their group of customers.

• Develop an annual operating plan (AOP) and joint business plan (JBP) for their customers that reflect agreed strategies and that align with customer and Sysco business goals.

• Negotiate contracts, terms, and conditions including the customer master distribution agreement (MDA), amendments, extensions, renewals, letters of intent, limited time offers, product offers, and more.

• Analyze and find mutual customer/Sysco value in the supply chain such as category/product voids leading to increased case volume, increased Sysco brand mix to drive customer value and Sysco margin, and reduced operating expense (drop size, off sched, returns, credits, etc.)

• Manage day to day operations of customer: communication flow to OpCo corporate multi-unit (CMU) leads and account executives (AEs); customer account receivable (AR) (day sales outstanding (DSO)); and service level agreements.

• Develop an annual target list of contract sales prospects.

• Utilize a strategic selling process to win the prospect’s business and negotiate the MDA.

QUALIFICATIONS
Education

• Bachelor’s degree in business/sales/marketing or equivalent experience.

Experience

• 7+ years of contract sales experience at a national level.

Professional Skills

• Proficient in MS Office.

• Knowledge of Salesforce.com and SUS/AS400.

• Strong financial acumen.

• Possess an understanding of the Spin technique.

• Aware of Sysco reporting systems.