Director of Strategic Accounts & Specialty Markets

WORK SHIFT:

JOB DESCRIPTION:

SUMMARY

The Director of Strategic Accounts and Specialty Markets will manage defined Cambro Chains, including Restaurant, Hospitality, Business & Industry, as well as Supermarket and Convenience Store sectors. The Director of Strategic Accounts & Specialty Markets will interface with Cambro Territory Sales Representatives and Zone Directors to ensure their knowledge of the Cambro product line is focused on solution-based selling, providing added value for the Chain Operators.

ESSENTIAL JOB FUNCTIONS

• Manage overall ownership as point person for chain accounts in assigned areas of responsibility.
• Responsible for meeting all sales goals and targets.
• Plan and organize the daily work schedule to call on retailers, distributors, and other customers related to our business. Manage Representatives in the assigned area, holding quarterly chain meetings.
• Visit customers regularly to maintain a strong relationship and inform them of new products and product transitions.
• Manage and maintain the Salesforce database to include all open opportunities, prospects, and closed sales accounts, making sure all sales numbers include forecasting and closed numbers. Hold the field sales team accountable for keeping records, contacts, and opportunities up to date.
• Resolve customer complaints by investigating problems, developing solutions, and making recommendations to management.
• Follow up with both internal and external customers to ensure all sales/marketing programs are properly communicated, implemented, and fully supported by the most effective manager.
• Update appropriate departments, including planning, production, engineering, and sales, on developing opportunities.
• Must Attend trade shows, buying group events, and other related functions to increase market and customer development.
• Utilize technology and tools to manage territory, pipeline, and sales team, including CRM Salesforce, PowerBi, AS400, EDI, SAP, and CDS.
• Actively use Social Platforms such as LinkedIn to promote Cambro's brand and product solutions, engage distribution targets, end users, and prospects, network, and sell socially.
• Provide product training during sales meetings, distributor visits, and factory tours.
• Keep Field Sales current on developing trends in the segment.
• Continuous investment in learning, development, and continuous improvement of sales, leadership and management, and coaching.
• Conduct monthly business reviews in each territory based on sales performance and the Rep Report Card. Create a collaborative action plan to correct deficient areas with agreed-upon specific priorities, goals, and dates to complete.
• Present and negotiate with top management within all Operator and Distribution channels that Cambro services.
• Respond and manage all RFPs and conversions on competitive products.
• Manage and resolve conflicts within sales, distribution, and operator channels.
• Promote the needs of the chain accounts within the various internal departments of Cambro.
• Focus and target all chain segments - Restaurants, Hospitality, Business and Industry, Convenience Stores, and Supermarkets
• Manages independent sales representatives to best support and grow the business and holds them accountable to their business plans. Assists in providing direction and identifying ongoing areas of improvement.
• Replicate success between territories within assigned territory and with other Chain Team Members and Zone Directors.
• Fully responsible for the selling efforts through various distribution channels that service Cambro chain markets.
• Effectively communicate and interact with Cambro Product Development, Accounting, Planning, Customer Service, and Sales Support departments regarding customer accounts and plans.
• Focus on gaining market penetration in the chain market, with a dual responsibility to promote and understand the entire Cambro product line.
• Maintain reliable and consistent attendance, including being punctual and dependable, to meet the needs of the department and the organization.
• Execute each essential duty satisfactorily to perform the job successfully.
• Follows all safety procedures required in the work area, wears PPE as needed, attends all safety meetings, and reports safety issues regarding equipment or unsafe/hazardous conditions.
• Performs effectively as a team member, is able to work well with others, is open to receiving and giving feedback, and treats everyone with respect.
• Takes ownership of own work and behavior, accepts accountability for own actions, encourages solutions, and communicates status of work/projects.
• Follow all department quality standards/criteria. Raise concerns and issues to the immediate manager.
• Able to understand and demonstrate Cambro's company culture and display company core values (Safety, Quality, Respect, and Service).
• Understands the department's key performance indicators and contributes to achieving these goals both individually and as a team.
• Other duties as needed or required.

ADDITIONAL RESPONSIBILITIES

• This position calls for a minimum of 50% travel time and frequent overnight travel.
• Must have reliable, consistent attendance as well as be punctual and dependable.
• Must be able to work overtime as needed, remain flexible, and be open to possible schedule changes to meet business needs.

REQUIRED QUALIFICATIONS

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• A minimum of 7-10 years of focused sales and sales management of foodservice chains and distribution networks at the Director level, preferred.
• Past management of manufacturers or direct Sales Representatives
• Demonstrated knowledge of foodservice equipment and supplies, including a strong understanding of selling and marketing to foodservice operators

• A demonstrated knowledge of chain operational systems and an understanding of menu development, testing protocols, and procurement practices are mandatory.
• Excellent organization & communication skills are paramount to ensure expectations are clearly communicated and achieved.

• Excellent administrative abilities, utilizing Microsoft Word and Excel as management tools.
• Excellent technology knowledge as a tool to be an effective sales manager (Salesforce.com, EDI, Internet, Microsoft Office suite, and customers' technological needs, i.e., SAP)
• Excellent understanding of how to manage RFPs and conversion of competitive products.
• Ability to effectively communicate in written and verbal form.
• Must demonstrate a sense of urgencyand initiative and possess excellent follow-up abilities.
• Must be able to effectively present and relate to all contact levels within Chain Accounts, from executive level to entry-level employees.
• Ability to adapt to rapidly changing market conditions and customer needs.
• Candidates must reside in the Western region.
• Must be able to travel.
• Self-driven and motivated
• Participate and support Buying Groups in the territory.
• Attend necessary trade shows and national shows.

PREFERRED QUALIFICATIONS

• A bachelor's degree in business, marketing, or related field. Preferred
• Have in depth product knowledge of the entire Cambro product line.
• Working knowledge of Salesforce and Concur.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Sitting, walking, standing, bending at the neck, bending at the waist, squatting, climbing, kneeling, crawling, twisting at the neck and waist, repetitive use of hands, simple grasping, fine manipulation, pushing and pulling, reaching above and below the shoulder, carrying/lifting up to 50 lbs.

• Driving cars, trucks, forklifts and other equipment

• Working around equipment and machinery (Office equipment)

• Walking on uneven ground

PPE REQUIREMENTS

• Safety glasses when on the factory floor

• Face covering (mask) in accordance with company policy.

COMPENSATION RANGE:

$119,000-$135,000

Salary may vary based on experience.

CAMBRO is proud to be an equal-opportunity workplace. All qualified applicants will receive consideration for employment without regard to and will not be discriminated against based upon race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic information, military or veteran status, or other characteristics protected by law.