Distributor Business Mgr

Job Description

Job Description

ABOUT THE ROLE

*This candidate should be located in the Richmond, VA area.

Manage and grow assigned territory by directing their team to maximize client’s sales goals, maintaining a positive business relationship with distributors and customers, and striving for additional product introductions. Act as a liaison between client’s strategic goals and the distributor’s needs. Manage a territory with volume size of over $500k annually. Achieve assigned KPIs, manage, oversee, and coach daily activity of sales team to ensure they achieve theirs.

RESPONSIBILITIES

Sales Focus:

1. Achieve specific KPIs assigned using CRM to plan and properly report daily sales call activities.

2. Drive company sales by aggressively marketing and presenting client’s product to

customers, while focusing on maximizing commission opportunities.

3. Call-on assigned list of Large Leverage Operators (LLO’s) setting up sales presentations, building relationships and providing solutions to increase our business with each customer.

4. Follow ride-with guidelines, plan and perform sales calls adhering to company standards with our clients, distributor sales reps, or independently with customers in the field showing product.

5. Manage client marketing plans with distributor to maximize sales potential making sure manufacturer receives appropriate amount of marketing activities.

6. Prepare reports for senior management and clients to provide information regarding sales, business activity and market trends.

7. Coordinate and work directly with Regional Sales Assistants, (RSAs) to prepare for food shows, marketing contracts, program renewals, sales meetings, and customer events to ensure product and staff are at events.

8. Focus on competitive situations understanding the entire competitive landscape, communicate information to clients and maintain awareness at the distributor and customer levels.

RESPONSIBILITIES

Team Management Function:

9. Manage day-to-day activities of sales team communicating goals and objectives and address any performance issues with needed coaching to ensure individual team members achieve assigned KPIs.

10. Conduct formal yearly performance reviews with team members to ensure company goals and objectives and specific assigned KPIs are met and achieved.

11. Ensure Operator Specialist are reporting consistently in CRM.

12. Ensure Operator Specialists are current with all KeyImpact provided training and company policies.

Distributor Focus:

13. Manage annual, bi-annual, quarterly sales numbers and objectives to ensure distributor and company goals are being met.

14. Manage daily distributor functions such as answering customer phone calls, reviewing respective buyers, verifying daily activities of team, scheduling, and preparing for meetings to help meet company objectives.

15. Build and maintain distributor relationships by analyzing and reacting to distributor needs, introducing new products, and taking a proactive response to customers concerns and needs.

16. Prepare and present at sales meetings and training to introduce products, allow distributor sales representatives to taste and see product, and educate distributor sales teams on features and benefits.

17. Conduct sales blitzes and competitive conversions as needed to increase sales by acquiring leads and visiting prospective customers to convert their business gaining sales/commissions for our company.

18. Conduct marketing reviews with distributors and clients to discuss business activity, new opportunities and address any competition issues to gain an understanding of our overall business with client.

SKILLS/QUALIFICATIONS

• Must maintain a current and valid driver’s license and adhere to all Motus requirements.

• Abilities: Excellent communication skills, both verbal and written.

• Ability to work independently to prioritize/plan your schedule considering achievement of assigned KPIs.

• Able to provide superior customer service.

• Good decision and negotiating skills.

• Effective time-management skills.

• Maintain a high level of professionalism.

• Must be able to lift 30 lbs.

• Able to drive vehicle for long periods of time to and from accounts.

• Prefer college degree in business or related field or equivalent experience.

• Culinary and/or operations experience preferred.

• Must have 2-5 years of previous sales experience.

• Knowledge of brokerage business in relationship to Clients, Distributors and Customers.

• Experience with Microsoft Office including Word, Excel, & Outlook.

• Product and Sales Training, CRM software training

• Frequent on the road driving.

• Highly concentrated mental and visual alertness.

• A major portion of the day is spent talking either in-person or by telephone dealing with clients, distributors, and customers.

• Frequent up/down motion to perform duties.

• Moderate typing, calculating or otherwise working with fingers.

• Visual acuity.

• Ability to hear and receive detailed information.

• Calculator, iPad, computer, telephone.

• Must have reliable transportation to get to and from accounts.

PLEASE NOTE: Acxion Foodservice, Inc. reserves the right to change, modify or add to the duties and essential functions at any time.