DIRECTOR, SALES STRATEGY & OPERATIONS (PRAIRIES)

Reports To
Regional VP, Local Sales
Location
Prairies Region
Type
Salaried
Closing Date
April 18, 2025

QUALIFICATIONS/SKILLS/JOB REQUIREMENTS (ABOUT YOU):

• 10 years sales experience, and 5+ years leading a B2B sales team in a professional sales environment or equivalent experience
• Demonstrated success in sales planning, performance management and insights-driven strategy
• Bachelor’s degree in a related field
• Solid analytical problem-solving skills, including familiarity with analyzing reports & deriving insights from data
• Demonstrated ability to partner with senior leaders to develop unified sales strategies
• 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
• Embraces change and champions corporate initiatives
• Demonstrated ability to coach and mentor peers and associates
• Demonstrated ability to apply business financial knowledge to support growth and to provide meaningful analytics
• Strong interpersonal skills and ability to work with and influence a variety of key stakeholders
• Strong communication skills; ability to effectively communicate with internal and external teams
• Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
• Lead a team of high performing associates to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
• Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
• Business and restaurant operations acumen
• Demonstrated skills in the area of consultative selling, networking and negotiations
• Proactive, self-directed, with the ability to structure a weekly schedule to be successful
• Understanding of marketing principles, product lines, ordering procedures and Sysco’s credit terms
• Valid driver’s license with access to a vehicle may be required. Up to 10% Region Travel Required.
  Internal candidates apply via the Career Centre on your HR Portal / ADP Workforce Now.
  External candidates submit cover letter & resume via www.sysco.ca/careers

ROLE:

The Director of Sales Operations is a member of the sales leadership team. This position will be included in all strategic planning, decisions, and execution as it pertains to region sales. The sales leadership team will consist of the region VP of Local Sales, Director, Local Sales, Director, LCC & Bid, Director, Sales Strategy and Operations and Director, Business Specialists.
Through the sales leadership team, this position will provide strategic thought leadership for the Regional Sales organization with tight linkage to Regional and Canada Support Center (CSC) leadership teams. Overall, this position will capture center-led strategies, tailor it for the region, and strategize with other senior sales leaders on how to effectively execute it to achieve the region’s financial plan.

ROLE RESPONSIBILITIES:

• Under the direction of the VP, Local Sales, this position will lead and support the coordination and execution of CSC and region initiatives
• Translates center-led strategies into best in class regional strategic initiatives to maximize growth
• Influential in sales leadership discussions to ensure we are positioning Sysco to meet and exceed planned objectives
• Proactively identifies opportunities to improve strategic initiatives, and constantly provides critical feedback to center led teams
• Manages the regional execution of key priorities and strategic initiatives, including but not limited to sales forecasting, sales planning processes, pipeline management, customer retention planning, deployment of go-to-market strategies and performance management tools/processes, technology
• Partners with Finance and Regional Sales Leadership to develop region’s financial plan, optimize sales resource coverage and set clear sales targets
• Leverages advanced analytics from CSC to identify growth and sales targets
• Leads sales forecasting, planning, and processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts
• Provides insights and data that allows region sales leadership to properly allocate resources for all territory sales roles in the organization
• Understands key metrics to include outside data, year over year performance and run rates in relationship to overall company goals with a bottom up approach
• Leads and is accountable for standard bottom-up forecasts based on current pipeline, win information, and historical sales and customer information
• Leads the execution of strategic projects and ensure that results are carried through the regional sales organization
• Deploys standardized sales process and sales practices team to ensure consistency and effectiveness
• Reports and leads discussion concerning regular process tracking, standardized KPIs, and team and executive dashboards
• Manages execution of customer retention process and action plans related to Net Promoter Sales (NPS)
• Interprets and harnesses data insights to provide feedback to team, and align priorities on focus areas
• Leads Sales Training & Development for the region, ensuring that the best tools, training, and resources are available to the sales organization (across disciplines – local sales, contract sales, business development, and specialists)
• Drives and manages all regional marketing, promotions, special events to include but not limited to food shows, customer events, product showcases, general sales meetings, etc.
• Stays current with Sysco’s value-added offerings and technology solutions, including but not limited to customer-facing reporting tools
• Gathers information on regional marketplace and foodservice industry trends to understand the competitive landscape and to position Sysco as the partner-of-choice
• Attends industry functions, such as association events and conferences, and provides feedback and information on market and creative trends
• Stays current with development in the field through participation in seminars, workshops and reading publications
• Develops strong working relationships with regional sales organization, finance, merchandising, brokers, distributors and foodservice industry peers
• Offers consistent communication and feedback that gain the trust of team, peers and leadership
• Learns quickly when facing new challenges; thrives in fast-paced environment
• Adapts well to change and views new experiences as growth opportunities
• Recognizes the impact of change on team and supports them through it
• Complies with Sysco’s Food Safety Policy and procedures to ensure food safety, quality and legality requirements are met.
• Understands both the economic and cultural value that a safe organization with minimal environmental impact brings to an organization.
• Is willing to drive Environmental, Health and Safety performance by providing necessary resources and holding their team accountable to complying with EHS programs, policies, and requirements.
• Enable, champion and embrace an inclusive culture
• Perform other duties as assigned.