Job Summary
This role of the VP (Vice President), National Accounts has the following essential functions, duties, and responsibilities. This role includes the leadership of VP, National Accounts, and management of Directors of National Accounts, National Account Managers, and all Sales support positions to include cross-functional collaboration. This leadership position will be accountable for the daily management & execution of all national account customers under their sales teams. The role will require effectively managing customers as they transition from the Business Development team over to the national account management teams. Responsible for the creation and delivery of disciplined customer business planning integration, strategy and execution plans. Accountable for customer P&L management, profitable volume growth, execution of corporate strategic imperatives and cross-functional alignment. Owns the development of the required communication framework to effectively cascade information and initiatives to appropriate stakeholders.
The role will require an individual skillset development capabilities and effective team building leadership and skills. The position will require excellent customer management skills, with the ability to act as a business consultant, communicator, coach, facilitator, and one Sysco alignment capabilities
Must demonstrate strong contract management skills with the ability to effectively communicated customer execution plans across the Sysco system. This role will require the ability to build & manage a customer wiring model that effectively connects Sysco at all levels & functions within all customers under their reasonability. A high level of executive maturity is required to manage customers at all levels of leadership. Ability to effectively communicate and align Sysco field operations to national customer execution and business growth strategies.
The role will require the ability to be the liaison between corporate departments: Merchandising, Finance, Marketing, Category management, Sales operations, Supply chain, Revenue management, Business Technology, and sustainability.
The position will require the ability to train and develop direct reports on the skills of business planning, customer business reviews, P&L (profit & loss) management, customer wiring, and all corporate development initiatives.
Responsibilities
- Develop and lead sales strategy for customer base and direct reports.
- Team development to include on-going customer meeting & business reviews
- Achieve Sales, Gross Profit, and Delivered-Margin Financial Plan for their group of customers.
- Gaining new market share, improving gross profit on existing business, and managing service levels and MDA (master distribution agreement) commitments to drive bottom line profits.
- Build customer partnerships that allow us to align our Category Management and our Revenue Management teams and opportunities that will create value for both – Sysco and Customer
- Manage contracts, terms, and conditions including the customer MDA (Master Distribution Agreement), Amendments, extensions, renewals, letters of intent, limited time offers.
- Responsible for cross-functional customer alignment, customer wiring, top-to-tops (drive bi-annual/annual customer meetings with C suite executives of customer and Sysco).
- Responsible for leading a team of sales and support professionals, which includes coaching and development and holding the team accountable to National Accounts Selling Standards.
Qualifications
Education
- Bachelor's in Business/Sales/Marketing or equivalent experience
Experience
- 10+ years of National Sales experience. 5+ years of leadership experience
Professional Skills
- Proficient in MS Office - Outlook, Excel, PowerPoint
- Proficient in using Salesforce.com
- Strong financial acumen
- Professional engagement
- Proven leadership skills
Physical Demands
- While performing the duties of this job, the employee is regularly required to sit, stand, walk and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear.
- The employee is frequently required to sit and reach with hands and arms.
- The employee must occasionally lift and/or move up to 20 pounds.
