Purpose of the Position: Responsible for achieving annual sales and profit objectives for Corporate Accounts and Field Sales Regions. Provides leadership to support field team in achieving volume, distribution and pricing objectives. Ensures appropriate resources are available to support and successfully execute Custom Culinary® programs and products with Strategic Distributors, Military, and GPO customers. Provides strategy and execution for Sales Agencies. Strategic Planning
Provides input in development and implementation of strategic plans to meet organizational goals. Develop and implement customer strategies and service tactics reflective of market place and customer requirements.
Active involvement in sales forecasting activities and set personal performance goals accordingly. Sales / Volume and Market Planning
Manage and set goals for distribution and operator targets, volume and pricing objectives.
Deliver sales presentations to key accounts, negotiate programs and establish strong account contacts.
Delivers sales presentations to key clients.
Represents company at trade association meetings to promote products.
Trade Spending & Budget Control
Manage trade spending and SG&A within budget and profit goals.
Assess impact of marketing programs and spending; if appropriate make recommendations and changes.
Penetrate key distributor and operator customers by broadening product line.
Develops strategic initiatives to achieve and maintain competitive advantage.
Make regular sales calls to develop and maintain relationships including Top to Top relationships.
Act to negotiate to close deals and resolve customer deductions.
Evaluate product and service marketability in terms of customers’ needs.
Coordinates liaison between sales and other sales related units including Distributors and Brokers.
Monitors and evaluates the activities and products of the competition.
Active involvement and communication with product research activities.
Work with marketing, sales support, telesales and others to establish a communication path with the customer to ensure sales opportunities for products and services.
Analyze, recommend, and control expenditures to conform to budgetary requirements.
Prepares sales report showing sales volume, potential sales, and areas of proposed client base expansion.
Manages administrative functions including, information request, competitive intelligence, results tracking and analysis, deduction management, sales reports. Supervisory Responsibilities
Manage Business Development Team | Field sales team and personnel in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems and talent development.
Helps manage the corporate brokerage relationship along with the Vice President of Sales.
Complete all training defined and made available for the current assigned role. Responsible for attending all training made available assuring full understanding of the training and have the ability to perform trained activities.
Knowledge and Experience:
Bachelor's degree (B. A.) from four-year college or university; and ten to fifteen years channel sales management in GPO and/or Corporate Accounts Management.
A minimum of five years people management.
Extensive experience in managing food industry sales teams and brokers.
Excellent written and verbal communication and presentation.
Proven leadership experience driving results and building relationships
Ability to travel up to 75%, including overnight trips
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We Blend Care and Creativity to Nourish the World.
Griffith Foods is a Purpose-driven, product development partner specializing in food ingredients. With a presence in over 30 countries and six continents, we blend our unique skills and capabilities to develop solutions to nourish people around the world and build our customers’ brands.
Bring your care and creativity, and join Griffith Foods in Creating Better Together.