VP, National Chain Sales (Virtual Position)

ESSENTIAL DUTIES AND RESPONSIBILITIES  

Leadership: Lead and manage a team of 10-12 direct reports. Virtual leadership of all Sales & Service staff on both the Chain Business and Regional Chain teams. Partner with sales leadership including SVP of National Sales & Service, National Sales business development team, SVP National Sales Field Operations & Sales Excellence and Regional Vice Presidents of National Sales to design and implement initiatives and strategies.

Strategy: Participate in the development and management of the annual sales plan in support of organizational strategy and objectives. Play a key role in Area long-range planning, introduce new programs/strategies and advise on regulatory actions. Lead customer negotiations and MDA renewal activities.

Staffing: Recruit, hire and supervise Sales Management professionals. Support US Foods’ commitment to Diversity and Inclusion as you build a team of professional sales leaders. Ensure that the sales organization is staffed to provide superior customer service and management to customer’s MDA. Focus on the continued upgrade of the sales team staff. Develop and coordinate performance review process for all sales employees on both the CBS and Regional Account teams. Coach direct reports to improve their performance and business effectiveness. Ensure development of strong pipeline of sales talent for succession planning to fill VP, Business Development leaders and Sales Management roles.

Sales administration: Guide sales managers in the development of associate goals and performance management. Identify opportunities to increase sales and margins in existing accounts via product conversions and Exclusive Brand penetration. Direct and guide sales management toward areas of increased profitability. Troubleshoot for loss of sales by Area, territory, and specific customer. Conduct general sales meetings. Track results in all areas of sales, costs and margins. Identify opportunities to create enthusiasm to penetrate existing customers and win new business.

Policies: Direct implementation and execution of policies and practices. Responsible for ensuring compliance to all government related regulations and programs, company policies, and industry and field standards.

Marketing: Partner with marketing to plan and implement trade shows to promote product lines and US Foods value added services. Deliver sales presentations to key clients in coordination with sales representatives. Coordinate liaison between sales department and sales support teams. Represent the Company in community and industry settings for the purpose of promoting good corporate relations. 

Merchandising: Collaborate with Merchandising team on sales growth initiatives. Advise on selection of new products to offer in conjunction with Area VP of Merchandising / Marketing. Evaluate and compare stocked items with competition.

Supply Chain: Support Supply Chain initiatives by guiding sales managers in the development of associate goals to optimize cases per drop, minimizing customer returns, growing sales in targeted geographies, partnering with Replenishment Leadership on product forecasts.

Expense Control: Manage accounts receivable to a current basis; direct the collection of past-due accounts and retrieval of bad debt. Consult with Area Senior Staff to ensure Area budget achievement. Analyze and control expenditures of the Area to conform to budgetary requirements. Establish policies and procedures to reduce department's operating costs. Enforce all terms and conditions of the MDA as they relate to rebate payouts

SUPERVISION :

Manage a team of ten to twelve direct reports. Supervises all Corporate National Sales & Service Team Members on both the CBS and Regional Accounts teams

RELATIONSHIPS

Internal: Area President, Area Senior Staff, Region Leadership, Customer Contact Leadership, Corporate National Sales Leadership and associates, Sales Enablement teams

External: Customers & Vendors

WORK ENVIRONMENT

• Remote : This role is fully remote, and the associate is expected to perform assigned responsibilities from a home-based environment.

MINIMUM QUALIFICATIONS

Minimum 10 years experience in sales or sales management, with at least five years in senior sales management role. Experience in a contract-driven selling environment and in food-service industry or related field preferred. A consistent record of managing teams to exceed sales performance expectations and innate customer and people development skills. Ideal candidate has experience that includes collaboration in a functional matrixed environment and virtual leadership across multiple sites. Overnight travel will be required to participate in customer meetings and conferences.

EDUCATION

Minimum 4-year College degree in Business, sales or equivalent work experience required. Graduate degree preferred.

CERTIFICATIONS/TRAINING

Excellent interpersonal and communication skills including presentation ability. Strong customer orientation. High energy, creativity, leadership, and motivational skills. Extensive knowledge of the food service industry and profit & loss management, planning and analysis. Should be familiar with Microsoft Office products (e.g., Word, Excel, PowerPoint).

PHYSICAL QUALIFICATIONS

• Must be willing an able to travel up to 50% of the time overnight

This role may also receive annual incentive plan bonus and long-term incentive program. ​

​Benefits for this role may include health insurance, pre-tax spending accounts, retirement benefits, paid time off, short-term and long-term disability, employee stock purchase plan, and life insurance.

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