JOB SUMMARY:

This is a sales enablement position responsible for supporting business within the Healthcare Segment including Acute Care, Long Ten Care and Senior Living; with the expectation of achieving assigned business goals (now business, penetration of existing business and preventing lost business) while enhancing customer experience. Customer focus will be primarily on healthcare facilities (CMU, LCC, and TRS) but could also include governmental institutions with foodservice programs under federal oversight.
The role will execute targeted strategies driven from our National Account team (e.g., supporting a business review) and develop and execute regional Healthcare strategies. Sales and customer goals will be accomplished through analysis of sales, suggesting programs, explaining the benefits of our Ingenium Valued Services to customers and conducting customer business reviews, working with Healthcare Marketing, Merchandising and Sales Departments, Brokers, Vendors, professional associations, Culinary Specialists, and participating in sales and marketing activities. Specialists will prioritize time, targets, and team selling efforts (GSC and Regional) based on market insights and data analytics in coordination with the business development team.

EDUCATION REQUIREMENTS:

Bachelor’s degree in Dietetic or related field
Experience Requited:
3 years of related food service, distribution, supplier sales experience and/or healthcare management experience.
Licenses/Certifications:
Registered Dietitian License

TECHNICAL SKILLS/ABILITIES:

• Proficiency in Healthcare knowledge, trends, industry regulations, and reimbursement programs (Medicare & Medicaid) required (Internal Certification and External certification may be required)
• Analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data.
• Ability to express information in terms of profit and loss, food cost and expense ratio
• Strong financial acumen and ability to properly plan and execute business plans
• Flexible; readily accepts change; open to new ideas
• Track record of success in the area of consultative selling, networking and negotiations
• Proficient communication and interpersonal skills and ability to work with and influence a variety of key stakeholders
• Experience building trust with prospective customers and securing new business
• Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
• Proactive and self-directed, with the ability to structure a weekly schedule to be successful
• Demonstrated ability to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)
• Excellent organizational and portfolio management skills, including the ability to execute multiple initiatives at the same time
• Understanding of marketing principles, product lines, ordering procedures and Sysco’s credit terms

TRAVEL REQUIREMENTS:

50%-60% of time is traveling to customer locations or site visits

• Support and execute targeted Healthcare sales strategies to achieve region and individual annual business goals and support GSC Healthcare initiatives, delivering profitable sales growth and penetration across categories, specialty segments, and Sysco brand. Identify the needs of customers and prospects to assemble a product mbx that delivers solutions and helps achieve business objectives.
• Develop and maintain relationships with customers, chefs and sales team members to champion a team selling process.
• Track activities and results, collaborate on opportunities, and champion the team selling process through use of Salesforce (Sysco’s CRM tool). Leverage sampling in a solutions-oriented manner to close sales
• Support execution of prioritized sales strategies through direct selling and engagement of customers and prospects at Sysco events (e.g. Healthcare Seminars wl req CEU accreditation submission responsibilities) and regional industry professional events (e.g. tradeshows and meetings, ANFP, AHF chapters, AHCA, SDA, etc.)
• Market and support Sysco Healthcare value added services. Maintain a thorough understanding of Sysco value proposition to include the comprehensive sat of Healthcare Ingenium Valued Services and provide local customer support as needed, On an as needed basis, provide nutritional system tools and referrals to consultant RDs to help customers meet federal and state requirements, Additionally, support customer’s emergency preparations related to product procurement and provide product recommendations for emergency supplies.
• Act as the single point of contact for Healthcare connecting the Regions to the Global Support Center (e.g., Healthcare Marketing Team and VPNA’s/Sr. NAM’s) and maintain an understanding of all relevant third-party integrations (e.g., DSSI, CBORD). Conduct local customer business reviews providing recommendations on cost saving and efficiency opportunities. Provide local coordination for NCOB for new customer onboarding.
• Provide feedback to specialty companies and merchandising on product quality, product integrity, product mix, customer satisfaction, perceived value and competition