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UNFI Careers
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Sales
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135415 Requisition #

Purpose: 

A Sales Manager is responsible for leading and profitably managing all aspects of their assigned territory or assigned accounts. Manage and execute sales plans and goals with team which are designed to increase sales, profit margin, market share and to minimize expenses. Creates and maintains business relationships within a customer base and develops new business alliances in target markets. Manages customer retention and addresses assigned customer issues to the satisfaction of both parties. Ensures customer compliance with all contractual obligations. Provides leadership to the account management team ensuring they have the tools and support to effectively service customers. They collaborate with their teams to achieve the objective of Building Out the Store.

Job Responsibilities:

Territory Management & Sales Planning (25%)

  • Manage and execute sales plans and goals designed to increase sales, profits, market share and minimize expenses
  • Develops joint business plans with account managers within territory
  • Develop new sales opportunities
  • Forecast profit, volume growth and other related goals as determined. Assist with the preparation of a sales budget for assigned territory.
  • Makes key decisions on addressing customer needs for assigned territory Deliver

Territory Results (30%)

  • Develops and maintains an annual territory business plan that drives sales and profit margin. Responsible for sales and profit margin results for assigned territory
  • Focuses plans to drive sales and profit margins across product and services

Manage Relationships (20%)

  • Cultivate and build networks to gain industry knowledge which can lead to prospective sales
  • Develop strategic relationships with customers
  • Manage the programs relative to customer needs and retention
  • Travels regularly to meet with key account customers.

Manage Execution (10%)

  • Conduct regular reviews of sales team activities and effectiveness. May develop promotions and incentives to increase sales
  • Works with leadership to tailor the support staff and programs to the unique needs of each account. Partners with cross-functional team of resources to ensure account goals are achieved Works collaboratively with Merchandising and Services leaders to ensure department sales specialists are supporting their account goals
  • Responsible for implementing sales process improvements to foster continuous improvement
  • Facilitates the development and execution of the JBP across cross-functional resources to ensure mutual goals are met

Provide Direction & Manage People (15%)

  • Lead team members within assigned territory through effective objective setting, delegation, and communication
  • Manage sales team members to established metrics
  • Responsible for selection, training and mentoring current and new team members within assigned territory
  • Manage sales strategies and account planning to exceed sales and profit margin goals

Job Requirements:

Education/ Certifications:

  • Bachelor’s degree strongly preferred
  • Valid driver’s license and auto insurance levels that meet UNFI requirements is necessary

Experience:

  • Minimum 5 years proven success in sales and/or account management required.
  • 3- 5+ years of people management experience preferred.
  • Experience selling to a retail operation. Needs to understand how to execute a sales plan and achieve sales objectives and understand retail sales environments and how to identify product/service sales opportunities
  • Experience addressing customer needs/concerns, solving customer problems or otherwise providing customer support. Understands how to build customer relationships and earn customer confidence, address conflicts or other difficult customer issues while preserving the relationship, stand up for or protect the interests of the organization while preserving the customer relationship
  • Experience in a job(s) with direct accountability for sales, expense control and/or profitability. Needs to understand key business/financial metrics, the budgeting and financial planning process, the key drivers of revenue, expenses and profits and understand key cause and effect relationships
  • Proven negotiation skills
  • Understand the retail setting to know issues, challenges, demands, constraints and opportunities unique to retail store operations. Have experience supporting successful implementation of sales or other initiatives at the store level
  • Understanding of margin and company profitability
  • Proven success in a result driven environment
  • Proficiency in Microsoft Office Suite and company systems
  • Demonstrated ability to drive new business and close sales

Other Skills/ Abilities:

  • Excellent communication, negotiation, and presentation skills
  • Aptitude for financial reporting
  • Ability to lead without reporting authority
  • Ability to interact at all levels of the business
  • Able to manage and coordinate projects
  • Able to exceed at: customer service skills, problem solving, attention to detail and organizational skills.

 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or protected veteran status. UNFI is an Equal Opportunity employer committed to creating an inclusive and respectful environment for all. - M/F/Veteran/Disability. VEVRAA Federal Contractor.

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