This position is responsible for helping the customer succeed while achieving specific team and individual sales and profit goals set by the company. Individuals in this position will provide an exceptional level of business to business (B2B) sales consultation, account management, customer service, and innovative solutions that differentiate Sysco in the marketplace. This role is responsible for the account management and growth of local contract sales with a minimum territory size of $12 million in annual sales. The KAR will work collaboratively with other Sysco associates including category and segment Specialists, New Market/Segment Managers, Business Development Managers, and Customer Service members to improve customer experience and maximize sales.
Role Responsibilities
- Deliver the sales targets established in a detailed account plan
- Drive penetration and minimize lost business to achieve profitable sales growth and special objectives within assigned accounts
- Engage Experts to improve closed/won sales performance
- Collaborate with Business Development Managers to support growth strategy throughout customer lifecycle
- Research customer business needs and develop a mix of products and services to meet these needs
- Manage pipeline of penetration opportunities leveraging analytically generated product recommendations
- Understand Customer contracts and enforce compliance mutually
- Track expiring contracts and participate in building of new Master Service Agreement
- Offer value-added services to Customers as needed to help support growth and Customer loyalty
- Be informed of market conditions, product innovations, competitor products, prices and sales, and share information and knowledge with customers as part of a value-added service
- Answer customer’s questions about products, prices, availability and product uses
- Provide product information and practical training to customer personnel
- Communicate effectively with Sysco and Specialty Companies servicing Customers to maximize Customer experience (i.e. new location openings, order guide changes, limited time offers, etc.)
- Participate in company functions, customer visits and customer events
- Attends and participates in general sales and district meetings
- Review and analyze daily and weekly reports such as special-order requests, customer bid files, and sales/gross profit margin data
- Actively utilizes Sysco proprietary CRM tool for planning and forecasting for sales growth and maintaining updated customer files
- Complies with Sysco’s Food Safety Policy and procedures to ensure food safety, quality and legality requirements are met.
- Is willing to work safely with minimal environmental impact and understands the importance of reporting all hazards, incidents, and environmental spills immediately to their Supervisor.
- Understands that they play an integral role in their own safety and that of their colleagues and is willing to speak out when hazards are present.
- Perform other duties as assigned.
Minimum Qualifications
- Minimum of 2 years’ experience in sales
- Completion of post-secondary education or equivalent experience; CPSA designation is preferred
- Proven ability to cultivate relationships and grow sales
- Strong financial and business acumen and ability to properly plan and execute business plans
- Demonstrated skills in the area of consultative selling, networking and negotiations
- Strong communication and interpersonal skills and ability to work with and influence a variety of key stakeholders
- 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
- Ability to understand and manage compliance to contracts
- Solid analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data
- Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
- Valid driver’s license in good standing with access to a vehicle is required.
