Job summary
The Sales Representative’s primary role is to be a direct street level resource with prospective and current customers of Medosweet Farms. In this position, the Sales Representative will plan and execute an effective customer contact program to ensure that Medosweet cultivates new customer business and that the company retains and builds existing customer business per direction from company Management. This position is accountable for volume growth consistent with departmental goals. In this position the Sales Representative is responsible for the following key responsibilities:
Key responsibilities
1. New Business Development
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Research, identify, contact, and secure prospective customers that fit Medosweet Farms’ target profile.
- Develop an understanding of each prospect’s current suppliers, purchasing process, contract relationships, product needs, delivery requirements, and business challenges.
- Target priority channels established by management, including restaurants, bakeries, hotels, coffee shops, healthcare organizations, assisted-living communities, schools, institutions, food-production facilities, and Group Purchasing Organizations.
- Maintain an active pipeline of qualified opportunities and consistently move prospects through the established sales process: Lead, Qualified, Presentation, Sampling, Quote, Trial, and Won or Lost.
- Conduct prospecting calls, customer visits, strategic drop-ins, presentations, product demonstrations, and sample follow-ups.
- Prepare accurate proposals, pricing recommendations, deal sheets, and product solutions in accordance with company guidelines.
- Establish clear next steps and follow-up dates for every active sales opportunity.
- Support the successful onboarding of new customers and remain involved through the first orders to ensure positive customer experience.
2. Existing Customer Management and Growth
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Maintain regular contact with assigned customers through scheduled visits, telephone calls, emails, and business reviews.
- Assess customer satisfaction with Medosweet Farms’ products, delivery service, order accuracy, fill rate, communication, and overall support.
- Identify opportunities to increase share of wallet through cross-selling, category expansion, new products, alternative package sizes, and seasonal programs.
- Monitor customer ordering patterns, average order value, product mix, order frequency, and last order date.
- Proactively address customers who have not ordered within established 30-, 60-, or 90-day periods.
- Provide customers with relevant purchasing history, product usage, service level, and trend information when appropriate.
- Introduce product samples, promotional programs, market updates, commodity information, and sales materials.
- Review customer pricing to ensure it is consistent with approved pricing tiers, purchasing volume, contracts, competitive conditions, and company margin expectations.
- Document and follow up on customer product requests, service concerns, pricing questions, credits, shortages, and other commitments.
- Coordinate with Customer Service and Operations to resolve issues and communicate outcomes to the customer.
3. Sales Performance and Profitability
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Assume responsibility for assigned sales volume, gross margin, new-account, retention, and expense goals.
- Manage customer relationships with consideration for both revenue growth and profitability.
- Monitor sales against budget, prior-year performance, gross margin, fill rate, customer activity, and assigned performance expectations.
- Follow company pricing, quotation, discount, contract, and approval procedures.
- Identify declining accounts and develop written action plans to stabilize or rebuild the business.
- Provide reasonable and timely sales forecasts based on documented customer activity and pipeline opportunities.
4. CRM, Reporting, and Territory Management
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Maintain complete and current customer, prospect, contact, opportunity, activity, and follow-up information in the company-designated CRM system.
- Record customer visits, calls, emails, samples, quotes, opportunities, concerns, and next steps promptly and accurately.
- Use Power BI, Zoho CRM, and other company systems to evaluate sales performance, customer purchasing activity, product usage, gross margin, and business opportunities.
- Participate in pipeline reviews, sales meetings, training sessions, ride days, and individual coaching meetings.
- Submit required reports, forecasts, expense documentation, and customer-contact information accurately and on time.
- Maintain appropriate customer records, pricing documents, presentations, and other sales materials.
5. Cross-Functional Collaboration
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Work closely with Customer Service, Purchasing, Warehouse, Delivery, and company leadership to support customer needs.
- Provide timely notice of new accounts, anticipated volume changes, special-order products, samples, delivery requirements, contract obligations, and customer-specific needs.
- Communicate customer and market feedback that could improve products, service, delivery performance, marketing programs, or internal processes.
- Partner with Operations to ensure that commitments made to customers are realistic, clearly communicated, and properly executed.
- Support the development and distribution of sales collateral, promotional materials, product information, and customer communications.
- Assist with special customer deliveries when reasonably necessary and approved by management
Minimum requirements
Previous customer sales experience in a fresh / frozen food distribution environment is highly desired. This sales position requires daily contact with restaurant owners, chefs, bakers, coffee bar owners, baristas, retail personnel and food manufacturers. Sales experience in working within the foodservice industry is desired for this sales and support related position. Salary and compensation package DOE. A valid Washington State Drivers License and proof of insurability are prerequisites for consideration in regard to this position. This position may require the ability to lift and deliver up to 40 lbs. Position reports to the Medosweet Farms, Inc. Director of Sales and Distribution.
