*Must live within Northeast Boston/Worcester, MA

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 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

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

PHYSICAL ENVIRONMENT/ DEMANDS:

• Daily travel is required and access to a vehicle is necessary
• Ability to get in and out of car multiple times per day
• Drive to and from accounts safely
• Most work is performed in a temperature-controlled office environment
• Incumbent may sit for long periods of time at 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, telephone and other office equipment in the course of normal workday
• Stooping, bending, twisting, reaching and lifting up to 25 pounds may be required in completion of job duties

Work Environment:   Hybrid Role 

This position follows a hybrid schedule working in office () 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 (minor):  

This position may require the associate to travel to company offices, distribution centers, or other locations for specific meetings or other business reasons. 

About UNFI: We are North America’s premier grocery wholesaler, delivering the widest variety of fresh, branded, and owned brand products to community grocers and retail chains alike. A pioneer in natural and organic foods, we are growing and transforming to meet the needs of an evolving workplace. Our 29,000+ employees work across America in our 50 Distribution Centers and corporate offices. Learn more: Organic, Natural and Conventional Food | Wholesale Food Distributors | UNFI 

Benefits: Medical, Dental, Vision, Competitive 401k, Flexible PTO, mentorship program/developmental opportunities, other benefits applicable to specific role. 

All qualified applicants will receive consideration for employment without regard to race, color, age, 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.