SUMMARY

Develops and implements sales strategies to achieve revenue targets for strategic accounts, including but not limited to restaurant chains, hospitality, c-stores, and other corporate entities that utilize foodservice equipment. Identifies opportunities to increase sales volume while ensuring service levels are met.

ESSENTIAL FUNCTIONS

• Responsible for the development of direct sales strategies aimed at achieving and/or exceeding sales objectives to support the growth of the company's business.
• Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers.
• Identifies, develops and closes new sales opportunities.
• Conducts strategy meetings with the customer's and senior management to understand their needs and link them to the organization's products/services.
• Creates, monitors and revises lead generation plans to ensure a substantive sales opportunity pipeline.
• Provides sales leads to channel partners (distribution centers, dealers, distributors, etc.) for region/local business opportunities when sales deal are not closed at the national level.
• Accurately reports and tracks of all key metrics: performance against forecast and quota, inventory, promotion and advertising results.
• Acts as liaison with Marketing to maximize company effectiveness in the field and to apply strategic plan objectives.
• Serves as the primary contact for all business needs in assigned region. Manages the sales, customer support and service issues.
• Maintains and updates the appropriate databases and sales support systems relative to account activity, pricing, new product development, etc.

KEY COMPETENCIES & SKILLS

• Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals
• Excellent business and relationship development skills
• Exceptional ability to overcome objections and close business
• Excellent written, verbal and presentation communication skills
• Exceptional time management and organization skills
• Proficiency in pipeline management and accurate forecasting
• Effective negotiation, time management and adaptation techniques in order to maintain and grow current business

EDUCATION & EXPERIENCE

Bachelor's degree and seven years of direct sales experience or an equivalent combination of education and experience. Demonstrated ability to build strong relationships with multiple customers in regional or national accounts. Experience closing sell with long and complex sales cycle with multiple decision makers. Requires extensive food service equipment (ice machines and reach-in) knowledge.

WORK ENVIRONMENT

• Typically work is in an office environment where the noise level is low to moderate.

PHYSICAL REQUIREMENTS

• Work is primarily sedentary in nature.
• Significant interaction with team, some customers and vendors
• Occasional manual labor that includes lifting, bending and reaching
• Ability to read, write, listen and speak

Summary

Develops and implements sales strategies to achieve revenue targets for strategic accounts, including but not limited to restaurant chains, hospitality, c-stores, and other corporate entities that utilize foodservice equipment. Identifies opportunities to increase sales volume while ensuring service levels are met.

Essential Functions

• Responsible for the development of direct sales strategies aimed at achieving and/or exceeding sales objectives to support the growth of the company's business.
• Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers.
• Identifies, develops and closes new sales opportunities.
• Conducts strategy meetings with the customer's and senior management to understand their needs and link them to the organization's products/services.
• Creates, monitors and revises lead generation plans to ensure a substantive sales opportunity pipeline.
• Provides sales leads to channel partners (distribution centers, dealers, distributors, etc.) for region/local business opportunities when sales deal are not closed at the national level.
• Accurately reports and tracks of all key metrics: performance against forecast and quota, inventory, promotion and advertising results.
• Acts as liaison with Marketing to maximize company effectiveness in the field and to apply strategic plan objectives.
• Serves as the primary contact for all business needs in assigned region. Manages the sales, customer support and service issues.
• Maintains and updates the appropriate databases and sales support systems relative to account activity, pricing, new product development, etc.

Key Competencies and Skills

• Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals
• Excellent business and relationship development skills
• Exceptional ability to overcome objections and close business
• Excellent written, verbal and presentation communication skills
• Exceptional time management and organization skills
• Proficiency in pipeline management and accurate forecasting
• Effective negotiation, time management and adaptation techniques in order to maintain and grow current business

Education & Experience

Bachelor's degree and seven years of direct sales experience or an equivalent combination of education and experience. Demonstrated ability to build strong relationships with multiple customers in regional or national accounts. Experience closing sell with long and complex sales cycle with multiple decision makers. Requires extensive food service equipment (ice machines and reach-in) knowledge.

Physical Requirements

• Work is primarily sedentary in nature.
• Significant interaction with team, some customers and vendors
• Occasional manual labor that includes lifting, bending and reaching

• Ability to read, write, listen and speak

Work Environment

• Typically work is in an office environment where the noise level is low to moderate.