Territory Manager (British Columbia Area)

at  Guest Supply Canada

COMPANY OVERVIEW:

Guest Supply Canada, a wholly owned subsidiary of Sysco and a division of Guest Worldwide, specializes in the distribution of products such as personal care amenities, a full range of textiles, paper products and hotel room accessories to the Travel and Leisure industry. Guest Worldwide is a leading global manufacturer and distributor to the Travel and Leisure industry, providing products to over 25,000 hotels in 109 countries. We manufacture textiles and personal care amenities and distribute nearly everything else you find in the hotel public guest areas in the hotel room. For more information, visit www.guestsupply.ca

QUALIFICATIONS/SKILLS/JOB REQUIREMENTS (ABOUT YOU):

• Must reside in Calgary, Alberta.
• Minimum 2 years or more of sales experience required, with a proven record of sales success and history of accomplishments.
• Experience in hospitality or supply/distribution sales preferred.
• Experience in relationship sales managing new and existing customer opportunities and up-selling preferred.
• Experience with trip planning, territory routing, and account prioritization preferred.
• Completion of post-secondary education or equivalent experience.
• Professional salesperson with proven ability to cultivate relationships and grow sales.
• Strong financial acumen and ability to properly plan and execute business plans.
• Demonstrated skills in the area of consultative selling, networking and negotiations.
• Business and restaurant operations acumen to manage sophisticated customers.
• Strong interpersonal skills and ability to work with and influence a variety of key stakeholders.
• Ability to express information in terms of profit and loss, food cost and expense ratio.
• Strong communication skills: ability to effectively communicate with internal and external teams.
• Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time.
• Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth.
• Solid analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data.
• Proactive, self-directed, with the ability to structure a weekly schedule to be successful.
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook).
• Valid driver’s license in good standing with access to a vehicle is required.
• Demonstrate a high level of business acumen and interpersonal savvy.

ROLE:

The Sales Consultant is responsible for promoting the Company’s products and services by building relationships with new and existing customers in order to become our customers’ most valued and trusted business partner. This field sales representative maintains and grows sales of amenities, textiles, room accessories, paper, janitorial supplies, cleaning, FF&E and MRO products primarily to the Hotel and Lodging Industry within an assigned territory. The main focus of the Sales Consultant is to help the Company’s customers succeed while achieving sales and profit goals established by the Company. Individuals in this position will provide exceptional level of business to business (B2B) sales consultation, account management, customer service, and innovative solutions that differentiate Sysco Guest Supply Canada in the marketplace.

ROLE RESPONSIBILITIES:

• Responsible for Strategic Account Planning, developing new business, growing account portfolio, and retaining customer accounts to achieve profitable sales growth within assigned territory.
• Responsible for maintaining and identifying new sales opportunities by evaluating customer needs and analyzing market trends within existing accounts.
• Makes sales calls and presentations to develop and maintain a solid customer relationship to generate sales and category penetration.
• Ensure existing customers are compliant with Brand standards of their flag and Guest Supply capture 85% of the Market basket of sales for each customer.
• Possess strong negotiation skills and ability to manage and maintain profitable margins.
• Leverage product knowledge, ROI, sales technology tools (i.e., Phocas, GForce and Salesforce.com) and sales training resources to effectively target new prospects and opportunities and provide end to end sales consultive services.
• Be informed of market conditions, product innovations, and competitor’s products and sales; share information with customers as part of value-added services provided.
• Continuously manage assigned accounts and take corrective action, as needed, to maintain and improve the overall customer experience.
• Regularly communicate with assigned accounts as appropriate, including new products and services, company changes, holiday schedules, product pricing or information changes and new opportunities.
• Immediately notify management if an existing account is in jeopardy of discontinuing service or issues remain unresolved regardless of attempts to correct situation.
• Work with Accounts Receivable to ensure customers pay invoices within agreed upon terms.
• Regularly interact and communicate with various internal departments to provide vital information that may be necessary for servicing the customer. This may include advance notification to Merchandising of changes, increased or decreased product movement, new business, changes in proprietary product or other related information.
• Gain new Accounts within the territory, and responsible for all account management and customer service responsibilities.
• Assist in the set-up of new accounts, including Customer Account Application (CAA), customer order guides, pricing, order schedules, files, etc.
• Coordinate with other departments as appropriate to meet or exceed customer expectations.
• Accurately forecast sales results and trends for a specific territory.
• Demonstrate commitment to continuous learning to optimize performance and career growth.
• Maybe required to work non-traditional hours, while also providing a level of individual autonomy to support and successfully meet customer needs.
• Track activities and results, collaborate on opportunities, and champion the team selling process through use of Salesforce (Sysco’s CRM tool).
• Take a proactive approach to owning learning / development and actively participate in large group, district and specialized training and programs to sharpen consultative selling skills and product knowledge.
• Perform other duties as assigned.