Sales National Account Executive - Central and Western MA

Sales Territory Manager

Manages sales territory of national, regional and local multi-unit operators, ensuring customer needs are met, managing all aspects of foodservice sales, marketing, distribution and budgeted sales and gross profit objectives are achieved/exceeded. Functions as a team member within the department and organization, as required, and performs any duty assigned to best serve the company. Regularly calls on existing and potential customers per defined call frequency plan to meet/exceed their needs and achieve sales budgets. Effectively manages segment markets by location, potential and size. Develops short and long-term strategies to call on high potential accounts, and manages time and resources to cover the entire sales territory. Correctly uses marketing and presentation material to assist in making sales. Develops and executes quarterly business plan, including account-specific actions related to achieving goals. Builds long-term relationships by becoming knowledgeable about customers' business. Effectively listens for information to uncover their needs. Summarizes information gained during sales interaction to reinforce understanding. Deals immediately with customer objections by discussing them openly and honestly. Communicates with local brokers/manufacturer representatives to uncover sales opportunities. Follows through on all commitments in a timely manner. Matches the customers long- and short-term needs to the features and benefits of Broadline's service system, and advocates ideas and solutions that promote customers' business strategies. Compares features and benefits of Broadline's services to those of competitors. Develops appropriate bids and menus for all products to support customers' business strategies. Refers non-sales problems (delayed shipments, expediting orders, etc.) to Sales Managers, center personnel or Richmond support group quickly and effectively. Communicates appropriate customer information, including issues, problems and needs to distribution center customer service team and merchandising on a regular basis. Enlists the assistance of Sales Managers as needed, and involves management in appropriate meetings both internally and externally. Effectively uses Broadline's information system, laptop computer and telephone to provide value to the customer relationship through presentation material, correspondence and telephone calls. Retrieves and utilizes information continually to make the appropriate and profitable recommendation on pricing for the customer and Broadline. Must travel to see customers at their location and perform administrative management of assigned customer base. Performs other related duties as assigned.