Mission of the Role (What you will be doing)

Grow Gross Profit by supporting field sales with:

1. Margin Management

2. Account Management

3. New Business Development

4. Sales Metric Measurement

Field sales personnel have time commitments that require customer facing obligations to foster organic growth and retention. This regional role will organize and monitor operational tasks to improve the efficiency of the sales department.

Key Duties & Accountabilities (Primary responsibilities & quantifiable measurements)

Margin Management - Ensure that practices and procedures are working properly to improve margin

- Daily PIER (preliminary invoice edit report) review

- Daily Price List integrity, maintenance, and deviation approval o Weekly OOPS (margin leakage) review

- Price Adjustments - GP% for an increase or GP$/uom for a decrease

- Take ownership of Price issues and Transaction QC; follow through to resolution, define root cause, and design a solution to prevent a recurrence

- Set price recommendations for Price Optimization action tasks in MS Dynamics

Account Management

- Prepare Tier 1 Customer Equity Statements and schedule quarterly Business Reviews that include CS, TS, Production, Food, Equipment, etc. participants - Assign Wallet-Share rank to top 10 customers in each territory every quarter

- Coordinate Tier 4 customer reassignments and monitor change in activity - Facilitate and track Sales Program (i.e. MSA, PMP, Food, Conditional Pricing, etc.) lifecycle; assessments, sourcing, data assembly, compliance (i.e. inventory), and renewal

- Satisfy Expediter/Referee role between CS, purchasing, production, and sales - Watch invoice velocity and communicate potential Churn New Business Development

- Monitor and report Pipeline value, volume, velocity, and win rates

- Own all elements of the CPQ function - Identify and promote Strategic Account Services participation Sales Metric Measurement

- Track and analyze sales data; monitor and resolve negative trending

- Manage all Sales Report distribution; by territory, customer, item#, category, market segment, MSF, etc.

- Prepare commercial portion of Annual Budget process and track variances

- Prepare Scorecards and Sales Rankings and schedule monthly Sales Territory Debriefs with standardized supporting data

- Detail each category of the Sales Projection Bridge (beg GP, Tier 1&2 attrition, inflation, pipeline Program, pipeline organic, equipment, end GP)

- Be a Champion for internalizing MS Dynamics as a CRM Super User

Essential Qualifications (Essential/secondary functions that support the primary responsibilities)

Financial Acumen: broad understanding of Gross Profit and Margin

- Emotional Quotient (EQ): likable, professional, and impactful

- Attention to Detail: sense of urgency with no tolerance for transaction sloppiness

- Tech Savvy: computer capability with data and excellent mathematical and computational skills

- Process Focused: managing processes, dealing with complexity, deadline-oriented, creative

- Project Management Certification: Excellent organizational and time management skills with an ability to multitask.

- Proficient with training, assigning, coaching, counseling, and planning

Educational/Training Requirements/Experience (What your background should look like)

- Four-year college degree from an accredited institution and demonstrated success managing analytically rigorous initiatives

Minimum Skills, Knowledge & Ability Requirements

- Ability to think strategically and to lead others

- Outstanding verbal and written communication skills

- Advanced trouble-shooting, problem-solving and multi-tasking skills

- Demonstrated initiative in personal professional development - Proficiency in Microsoft Office