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Manager, Virtual Sales - GWW - N/E US ID-19980

JOB SUMMARY

The Manager, Virtual Sales provides leadership, strategic planning, training and monitoring of related sales activities of Virtual Sales management and associates to ensure team accountability in achievement of maximum profitability and growth in line with the Company’s vision and goals for assigned region.

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RESPONSIBILITIES

  • Establish and jointly build strategic plans with applicable Director, Virtual Sales or Vice President to increase sales revenues from current clients and new client acquisitions.

  • Establish sales objectives by forecasting and developing annual sales quotas for assigned region and territories.

  • Project expected sales volume and profit for existing and new properties.

  • Ensure that rolling forecasts are managed by Sales Consultant – Virtual Sales. 

  • Participate in client presentations and discussions to support account management and new account acquisition.

  • Work directly with Virtual Sales team.  Monitor associates’ sales calls, provide feedback and coach accordingly. 

  • Direct planning and development of Virtual Sales team (management & associates) and establishment of goals for their performance.  Monitor, evaluate and provide feedback on progress towards goals.  Coach and develop management in balancing the delivery of high productivity, quality and customer service.  Counsel and direct management on handling employee relations, staffing, disciplinary actions and maintaining a positive work environment.  Conduct regular department meetings to foster employee engagement, communicate any changes to company policies and procedures, address employee concerns, foster idea sharing and suggestions for improvement. Determine staffing requirements and participate in selection, performance and compensation evaluations, corrective action and terminations, as necessary. 

  • Promote continuous training and development of associates. 

  • Regularly communicate performance expectations including planning requirements, sales goals and reporting.

  • Reassign accounts as necessary.

  • Establish time and place for sales meetings and conference calls.

  • Oversee training and educational programs.  Coordinate vendor training sessions as needed.

  • Work with all operating divisions that support the sales organization to create and ensure a collaborative work environment

Education
Bachelor’s degree in Business, Sales, Marketing or related field.
 

Experience

  • 3 years of sales management experience in the B2B market segment. 

  • 5 years related sales experience.  Hospitality industry preferred. 

  • Experience managing an inside sales or virtual selling team is preferred. 

Skills

  • Excellent communication (verbal and written), interpersonal and professional interactive skills are necessary to perform at a high degree of proficiency.  Ability to effectively present information and respond to questions from customers, management and inter-department staff.  Capable of working with peers and associates from other departments in a proactive and constructive manner.

  • Strong leadership skills, including the ability to mentor and develop individuals and teams. Able to engage and lead team discussions and meetings. Understands team dynamics and works well within a team structure.  Collaborative management style.  Delegates responsibilities effectively. Recognizes and acknowledges the value others bring to the organization.  Exhibits a high level of trust and accountability.

  • Excellent listening, presentation, negotiation and closing skills.

  • Strong understanding of financial concepts, including pricing and forecasting.

  • Customer Service – Respond promptly to customer needs. Solicit customer feedback to improve service.  Respond promptly to requests for service and assistance as needed.

  • Planning / Organization - Ability to prioritize and manage multiple priorities/deadlines.  Uses time effectively.

  • Problem Solving - Identifies and resolves problems in a timely manner. Gathers and analyzes information skillfully. Develops alternative solutions.

  • Judgment - Displays willingness to make decisions. Exhibits sound and accurate judgment. Makes timely decisions.

  • Professionalism - Approaches others in a tactful manner. Reacts well under pressure. Accepts responsibility for own actions. Follows through on commitments.

  • Goal-oriented and driven self-starter who can work independently within a team environment and strives to the best.

  • Computer literacy that includes maintaining a customer database, Internet navigation and use of MS Office (Word, Excel, PowerPoint, Teams and Outlook).

  • Familiarity with data/analytic tools (Phocas or Tableau), customer ordering platforms (Gforce), Customer Relationship Management – CRM (Salesforce.com) and ERP platforms (PeopleSoft) a plus.

Physical Demands & Work Environment

  • While performing the duties of this job, the employee is regularly required to sit, stand, walk and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 20 pounds. 

  • While this position will primarily work in a home/remote office environment, there is very limited overnight travel required and specifically pertains to company events, staff meetings, training sessions, client visits, and/or vendor fairs. 

  • When working remotely, must have internet to ensure quality and timely communications, and a dedicated work-space free of distractions to participate in prospective customer or conference calls in a business-friendly environment.

  • May be required to utilize personal vehicle for business travel that may result in long periods of sitting.  Must maintain a valid driver license and provide proof of current automobile insurance coverage as set forth by Sysco.

  • The noise level in the work environment is usually moderate.

  • This position may require evening and weekend work depending on business or customer needs.

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When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

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5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

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This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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