Frontline Sales Associate building trust and business relationships with Operators and Distributors enabling the execution to deliver volume and shop growth in alignment with the Strategic plan. Provide business value to independent pizzerias and Italian restaurants by demonstrating product expertise, superior restaurant management and local market knowledge combined with industry insights. Optimize Distributor business relationships to improve Distributor Sales Representatives (DSRs) focus on Grande products with operators. Facilitate the joint planning process with Distributors and key operators.
1. Business Performance Achievement
Work with the Region Development Manager to execute tactics of the Business Unit Strategic Plan for assigned territory.
Deliver annual volume, net shop growth and other Key Performance Indicators (KPI’s) established for all business strategies.
Tailor tactics to address local market opportunities.
Assist with developing and executing plans to address market opportunities and gaps to plan.
Grow Core Segment business as directed by the Foodservice Business Unit Charter.
Represent Grande as an advocate of the independent Italian operator, ensuring all decisions and actions put the operators’ success first.
Build business relationships with key operators and distributors.
Leverage insights to teach operators about business opportunities.
Generate results-based weekly and monthly activity plans for developing business results with customers and distributors.
Review market analysis & insight to determine customer needs, sales potential and sales strategies to meet growth goals.
Develop and deliver regional expense budget performance and provide analysis of spending variances versus plan.
2. Distributor Management
Develop Grande's’ business relationships with key personnel for assigned Distributors.
Influence Distributors share of mind to focus on Grande Products.
Conduct training sessions for distributor personnel to increase understanding and value of Grande product line.
Leverage the Grande Distributor Trade Program to drive mutual business growth.
Assist with implementing Joint Business Planning and goal setting.
Conduct monthly business meetings with Distributor management to review performance.
Monitor compliance and address issues. Leverage business relationships and to increase distributors carrying new products.
3. Operator Account Management
Demonstrate comprehensive insight based product, industry and small business knowledge and continually educate operators on the differences and value of Grande cheeses compared to other Italian cheeses.
Assist with executing Sales Service Strategy contact strategy and messaging.
Develop Joint Business Planning / Business meeting agendas with Core segment operators.
Assist with developing and executing local plans to grow net shop growth and site specific shop growth.
Increase customer use of Grande value-added products and solutions.
Increase retention and acquisition by demonstrating the Grande value package.
Ensure account management within Grande contact strategies to maintain relationships and support the health and growth of their business.
Maintain and utilize account information to analyze market results and develop on-going market management plan.
4. Additional Expectations
Travel regularly within territory for meetings.
Maintain complete and accurate customer profiles, product usage and contact information within Grande's CRM system.
Strong written and oral communication skills
Restaurant / small business acumen
Strong problem solving skills
Ability to read, analyze, and interpret scientific and technical journals, financial reports, and legal documents
Ability to use mathematical concepts such as discounts, interest, commissions, proportions, percentages, etc.
Experience in Microsoft Office, CRM and Tableau a plus
2 year(s): Two (2) or more years sales experience and/or training in the food industry required.
Culinary and/or restaurant management experience a plus.
Bachelors Degree or better in Business Administration or related field