Catering Sales Manager

Title: Catering Sales Manager

Department/Function: CD-1

Location: Field

Reports to (Title): Sr. Manager National Catering Sales

Job Level: Full-Time

Exempt

Travel Requirements: Frequently

GENERAL DESCRIPTION

The Catering Sales Manager is a field sales leader & Brand Ambassador for our Catering business. They are responsible for planning, developing and growing catering sales for the Potbelly Nation. Targeted Industries will include but are not limited to Essential Businesses, Corporations, Associations, Tour & Travel, University/Education, Healthcare, Technology, Retail, Financial, and Manufacturing Industries. They will display/coach sales driving focused behaviors to achieve aggressive but attainable sales growth for our Potbelly catering business. Their role will also help establish/maintain Potbelly as the sandwich shop with the craveable quality & good vibes of a first-class dive.

FOCUS

Responsibilities

I. Sales

• Drive catering sales and delivery business for shops within given territory by cold calling, utilizing business lists, canvassing, and through Inside, Outside, and virtual Sales presentations.
• Identify new sales opportunities by effectively analyzing metrics tracker, program results and monitoring competitive activity.
• Identify, partner and participate with local and national organizations that support catering sales while building relationships and drive lead generation.
• Build Sales Pipeline to effectively target competition and steal market share.
• Execute monthly targeted eblast campaigns utilizing our entire Salesforce Database.
• Tracks all prospecting efforts, client interactions, meetings, calls, quotes, & orders in our CRM-Salesforce

II. Build Relationships with Customers

• Determine top customers by analyzing reports and act as key sales liaison with them to as needed to ensure Potbelly is their preferred catering option.
• Contact lapsed customers to understand how their catering needs have changed, and build relationship to grow sales in the future.
• Appropriately follow-up with customers to ensure Potbelly is meeting and exceeding their expectations.

III. Coach Shop Teams

• Partner with our Regional Leaders to develop primary & secondary sales strategies/tactics that build catering sales and grow the brand in their neighborhood.
• Coaches and supports DMs and GMs and CC's in developing LSM outside & inside the 4 walls sales activities at shops, such as canvassing, call backs, table touches, lapsed customer calls, and appropriate follow-up for orders.
• Partner with Sr. Manager of Catering Department to redefine our Catering Coordinator Program/Tools and assist with co-facilitating sales coaching classes for GM's & CC's

IV. Marketing/Sales Support

• Writes & sends quotes through our Order Entry system.
• Follow-up on web sales leads through Salesforce.com
• Assist with Other duties as assigned

ESSENTIAL PHYSICAL FUNCTIONS

• Must have the ability/stamina to work a minimum of 50 to 55 hours a week.
• Be able to lift up to 10 - 50 pounds occasionally.
• Must be able to spend 20 - 30% of time traveling, and 75% of time in market or shops.
• Will frequently reach, feel, bend, stoop, carry, manipulate and key in data.
• Must be able to work in both warm and cool environments, indoors and outdoors.
• Must be able to tolerate higher levels of noise from music, customer and employee traffic.
• Must be able to tolerate potential allergens: peanut products, egg, dairy, gluten, soy, seafood and shellfish.
• Must be able to engage in problem-solving skills to help identify and solve potential issues in the field.
• Must be able to communicate heavily with employees and Support Center through telephone, e-mail and in-person communications.

EXPERIENCE, EDUCATION AND BEHAVIORS

• Must represent Potbelly Advantage and Our Values.
• Minimum of 5 years experience within foodservice industry and has created sales revenues for new locations through a wide variety of channels, specifically business to consumer. (B2C)
• Working knowledge of operations. (External hires: Four weeks of in shop training will be required.)
• College degree, preferred.
• Knowledge of and proficiency in Microsoft Office products.
• Knowledge of Salesforce.com, preferred.
• Experience in cold calling and Sales Presentations.
• Ability to schedule & present virtual Sales Presentations & Meetings
• Ability to manage multiple projects simultaneously in a fast paced, rapidly growing environment.
• Must be organized; proactive; and possess strong sense of urgency and professional demeanor.
• Strong communication skills, both written and oral
• Solid coaching ability to support neighborhood shops
• Analytical ability to assess impact of sales and initiatives
• Ability to travel up to 75% of the time (in local shops and visiting customers)