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.

 

What does it mean to be part of the Sales team?   

The Sales team is responsible for providing high quality, streamlined service with a focus on corporate initiatives for their assigned customer(s). Our sales team is crucial in delivering the widest variety of fresh, branded, and owned brand products to community grocers and retail chains alike. With an ever-expanding selection of 1,000 new products every month, our team helps maximize sales with the right assortment of products based on customers' demographics and lifestyle. We are responsible for creating relationships of trust, integrity, customer satisfaction and loyalty to help our customers achieve their goals, delivering better together. 

Job Overview:

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 the team, which are designed to increase sales, profit margin, market share, and 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:

Core Responsibilities

Territory Management & Sales Planning (25%)

·       Manage and execute sales plans and goals designed to increase sales, profits, market share and minimize expenses

·       Develop 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

·       Focus plans to drive sales and profit margins across products 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 related to customer needs and retention

•         Travel 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 a 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 the assigned territory

•         Manage sales strategies and account planning to exceed sales and profit margin goals Performs other duties as assigned.

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 identify product/service sales opportunities

·       Experience in addressing customer needs/concerns, solving customer problems or otherwise providing customer support. Demonstrates the ability to build strong customer relationships and earn trust by effectively addressing conflicts and challenging issues while preserving the relationship. Advocates for the organization’s interests in a way that maintains customer confidence and long-term partnership.  

·       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

Knowledge/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

·       Excellent customer service, problem-solving, attention to detail, and organizational skills

·       Good judgment is required for this position as there may be times when direct supervision may not be immediately available.

Work Environment:

Hybrid Role:

·       This position follows a hybrid schedule, working in the office (1 or more) days per week. The acceptable split between onsite and remote work is determined by the manager. Hybrid associates may choose to work from an office on a more frequent basis than required.

Travel (major):

·       Travel is required up to (50)% for this position.

Physical Environment/Demands:

Office Roles:

·       Most work is performed in a temperature-controlled office environment.

·       Incumbent may sit for long periods of time at a desk or computer terminal.

·       While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  

·       Incumbent may use calculators, keyboards, telephones, and other office equipment in the course of a normal workday.

·       Stooping, bending, twisting, and reaching may be required in the completion of job duties.