Commercial Sales Manager

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Position Summary:

Provide development opportunities for the Customer Development Specialist (CDS).  Oversee and provide direction to enhance relationships and growth opportunities with customers.  Reports, analyzes and communicates data regarding the achievement of goals.  Oversees and monitors training activities for direct reports and participates in Gordon Food Service and customer related activities.

Essential Functions:

– Provides development opportunities and mentoring to CDS and develops succession plan for area managed.  Collaborates with CDS to identify goals and objectives, provide regular and candid feedback through evaluations or coaching sessions, assigning responsibility for projects and other methods of “leading” people.

– Oversees development of business plans for territory and customers.  Assist with new account development and visit key customers to build relationships and to assist with the resolution of serious customer concerns.  Collaborates with operation teams to meet customer service expectations.

– Collaborates with Regional Chain Managers and National Chain Managers, Category Specialists and Customer Segment Leaders to meet the needs of the customers through the support of the Divisions sales and marketing plans.

– Reviews and analyzes weekly and monthly reports to improve sales, margin, manage accounts receivable, develop staff, and to identify problems and solutions.  Develops and submits periodic reports on area progress, and issues to direct supervisor.

– Conducts reviews of performance to plan and modify or realign where necessary to achieve plan.  Ensures that CDS skills meet requirements by providing and monitoring application effectiveness of training as detailed in the CDS Curriculum.  Provides ongoing CDS training with an emphasis on “in the car” ride-with programs.

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– Maintains visibility with key customers, segments or associations.  Participates in food shows, regional customer events, customer segment shows and customer trips to headquarters.  Plans and facilitates either alone or in conjunction with sales managers periodic meetings or activities for the region and/or division managed.

– Oversee the development of targets for individual CDS and collaborate with direct supervisor to develop and meet goals that support the Region, Division and US goals and visions including sales, margin, new business and others as appropriate.  Regularly review goal results.

– Collaborates with direct supervisor to make expense recommendations for their team during the Annual Operating Planning process each year (and manages the markets AOP — Noncommercial only).

– Maintains knowledge of segment through industry magazines and local culinary organizations

– Demonstrates and delivers understanding of Foodservice Industry and operations

– Understands areas of customer focus, including Sales Building, Staffing, Profitability, and Compliance

– Interviews, hires, trains, and retains sales staff.  Conducts performance monitoring of staff, initiating follow through with disciplinary action and termination in consultation with Human Resources when appropriate for the department.  Mentors, motivates, and develops staff and acts as a role model and resource to them.

– Performs other duties as assigned.

Knowledge / Skills / Abilities:

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