Major Account Sales Manager

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Lead a group of MAEs to achieve Area/Market penetration growth and reduce lost customer objectives. Research, develop, and maintain long- and short-range sales plans, while coaching and developing MAEs in creating effective action planning to achieve Business Plan and Company Key Results.
• Collaborate with VPLS, Director of New Business Local Sales, and NBMs to support in opening high potential accounts.
• Reviewing and approving local sales‑related expenses, credits, donations, and contracts, and tracking performance against plan, identifying gap closures.
• Leverage Sales Coordinator role to reduce time on administrative tasks, resolving MAE and customer issues
• Assist in coordinating product cuttings and demonstrations; develop sales and marketing strategies and proposals for customers on products and services, conduct market research to determine customer needs and provide information to sales staff.
• Communicate sales data to contribute to product/service planning; assist in planning events with Marketing and Merchandising personnel.
• Understand and utilize the US Foods tools and strategies to grow sales, generate additional revenue, and maintain customer service standard.
• Coach, train and direct MAEs to top account penetration; creating effective action plans to achieve Business Plan and compensation goals and ensuring accountability of MAEs with regards to account development and goal attainment.
• Recruit, train and mentor new hires as well as existing MAEs, conduct field support/work‑with sessions to observe coaching needs and support needs for MAE development, and evaluate needs and recommend training as needed.
• Oversee, manage, and assess MAE performance to plan regularly, institute performance improvement or disciplinary measures as needed. Assist MAEs with organizational skills, account strategies, and territory planning.
• Maintain current knowledge of industry trends and product developments that affect target markets, establishing and maintaining industry contacts that lead to prospective sales; evaluating product mix in terms of meeting customers’ needs.
• Research and develop lists of potential customers, making targeted sales calls to develop relationships and follow up on leads along with sales staff. Conduct periodic Customer Business Reviews to identify customer needs as well as relationship gaps.
• Assist in customer/delivery alignment and driver engagement.
• Oversee the communication and execution of Company policies within the confines of the sales department.
• Ensure that the sales organization is appropriately staffed and managed to minimize turnover.
• Other duties as assigned by manager

• Manage 6-10 Major Account Executives

• Internal:
  Sales Management and Staff (VP, Sales, RSMs, TMs, Sales Coordinators; Customer Solutions Coordinator; Sr. Sales Analyst), Finance, Culinary Specialist Team, Sr. Pricing Analyst, Customer Service, Merchandising and Marketing, and other division personnel;
  Regional and Corporate staff.
• External:
  Current and prospective customers, product vendors, community and industry groups.

• Frequently outside the office environment working in the field with Major Account Executives and visiting customers in variable weather and temperature conditions

• A minimum of five years of food service sales experience required.
• A minimum of two years of supervisory experience required.
• Demonstrated problem solving and negotiation skills required.
• Excellent oral and written communication skills, as well as customer service and presentation abilities.
• Must have proficient computer skills, preferably in Microsoft Office products (e.g., Word, Excel, PowerPoint, Outlook).
• 10% Overnight travel may be required to participate in trainings, meetings, or other company events
• Valid driver's license required & motor vehicle record must be in good standing

• Bachelor's degree in Business Administration, Sales & Marketing or related field or equivalent work experience required.

• N/A

• Valid driver's license

• N/A

• Standard required physical…