District Sales Manager (Middle Tennessee) at US Foods

Cookeville, Tennessee, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Food Distribution, Sales, FoodserviceIndustries

Requirements

Bachelor's degree in Business Administration, Sales & Marketing or related field or equivalent experience
Current knowledge of industry trends and product developments that affect target markets
Ability to establish and maintain industry contacts that lead to prospective sales
Skills in organizational skills, account strategies, and territory planning

Responsibilities

Oversee a group of Territory Managers (TMs) in selling company products and services, and may also sell directly
Direct TMs in closing opportunities, penetrating existing accounts, acquiring and developing new accounts within the district
Provide coaching, mentoring, and training to TMs to achieve profitable sales and case growth objectives
Lead TMs to achieve Division sales, penetration, and churn reduction objectives; research, develop, and maintain long- and short-range sales plans
Coach and develop TMs in creating effective action planning to achieve AOP and Company goals
Direct TMs toward high-quality leads, assist in warming leads and closing, open new accounts, reduce churn, and highlight need for New Business Manager support
Submit and administer annual street sales operating plan and operating budget; review and approve expenses, credits, donations, and contracts; track performance and identify gap closures
Leverage Sales Coordinator to reduce administrative tasks; resolve TM and customer issues; assist in leveraging other roles (Restaurant Operations Consultant, Menu Analyst, etc.) to grow account penetration and new accounts
Assist in coordinating product cuttings and demonstrations; develop sales and marketing strategies and proposals; conduct market research to determine customer needs
Communicate sales data to contribute to product/service planning; assist in planning district sales meetings and events with Marketing and Merchandising
Understand and utilize Sales Foundations tools and processes to grow sales, generate revenue, and maintain customer service standards
Coach, train, and direct TMs to top account penetration and quality lead acquisition; create action plans for AOP and compensation goals; ensure TM accountability
Recruit, train, and mentor new hires and existing TMs; conduct field support sessions to observe and address coaching and development needs; evaluate and recommend training
Oversee, manage, and assess TM performance regularly; institute performance improvement or disciplinary measures as needed
Assist TMs with organizational skills, account strategies, and territory planning
Maintain current knowledge of industry trends and product developments; evaluate product mix for customer needs
Research and develop lists of potential customers; make targeted sales calls; develop relationships and follow up on leads
Conduct periodic Customer Business Reviews to identify needs and relationship gaps
Assist in customer/delivery alignment and driver engagement
Oversee communication and execution of Company policies within the sales department
Ensure sales organization is appropriately staffed and managed to minimize turnover
Other duties and responsibilities as assigned or required

Skills

Key technologies and capabilities for this role

Sales ManagementTerritory ManagementAccount ManagementSales CoachingSales TrainingRevenue GenerationBudget ManagementMarket ResearchCustomer SolutionsTeam Leadership

Questions & Answers

Common questions about this position

Is this a full-time position?

Yes, this is a full-time employment opportunity.

What is the salary or compensation for this role?

This information is not specified in the job description.

What are the key responsibilities of the District Sales Manager?

The role involves overseeing Territory Managers, coaching and training them to achieve sales goals, developing sales plans, managing budgets, recruiting and mentoring staff, and directing efforts in account penetration and new business acquisition.

How many Territory Managers does this role oversee?

The position requires leading a group of Territory Managers in a specified district.

What experience or skills make a strong candidate for this position?

Strong candidates will have sales leadership experience, skills in coaching and mentoring Territory Managers, ability to develop sales plans and manage budgets, and knowledge of sales processes to drive revenue growth and account development.

US Foods

Food distribution for restaurants and healthcare

About US Foods

US Foods is a leading food distributor in America, providing a wide range of food products and services to restaurants, healthcare facilities, and other food service operators. The company offers over 350,000 products, including fresh produce and culinary equipment, and operates by purchasing food in bulk and selling it to clients while also offering services like culinary expertise and business consulting. With a strong logistics network that ensures timely deliveries, US Foods also supports clients with solutions like the "Make It Now" platform during challenging times. Additionally, the company is committed to social responsibility, having donated over $32 million in food and supplies for hunger relief during the COVID-19 pandemic.

Rosemont, IllinoisHeadquarters

1853Year Founded

$340.5KTotal Funding

IPOCompany Stage

Food & Agriculture, ConsultingIndustries

10,001+Employees

Benefits

Health Insurance

Paid Time Off

Short-term and Long-term Disability

Employee Stock Purchase Plan

Life Insurance

Flexible Work Hours

Risks

Potential E. coli contamination from Taylor Farms onions could harm US Foods' reputation.

$500 million senior notes issuance increases financial risk if debt obligations aren't met.

Expansion in Buda involves significant capital investment, risking financial strain.

Differentiation

US Foods offers over 350,000 diverse products to meet varied customer needs.

The 'Make It Now' platform aids clients in recovery and reopening efforts.

US Foods provides value-added services like culinary expertise and business consulting.

Upsides

Expansion in Buda, Texas, will create 165 new jobs by December 2026.

Flexible scheduling and seven-day delivery model enhance customer service.

Advancements in cold chain logistics improve perishable food distribution efficiency.

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