Sysco Corp Director Key Accounts Luxury Sales in Plainfield, Indiana

Company: Gilchrist & SoamesLocation: US-IN-PlainfieldZip Code: 46168Minimum Level of Education: Bachelor's DegreeMinimum Years of Experience: 7Position Type: ExemptTravel Percentage: Up to 50%

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Who We Are:

Guest Supply is a leading global manufacturer and distributor to the Travel and Leisure industry, providing products to over 25,000 hotels in 88 countries. Rapidly approaching a billion dollars in annual revenue, Guest Supply has grown its’ business by over 200% in the last 7 years. Guest Supply is also a wholly owned subsidiary of Sysco. Sysco is a 50 billion dollar, industry leading, global food and beverage distribution company, employing hundreds of thousands of employees worldwide and home to the 13th largest sales organization in the world.

Position Summary:

The Director, Key Accounts is responsible for managing and maximizing sales revenue for existing accounts and contract renewals within the Key Account management team, who handles high revenue and large sized accounts and team account managers, who handle smaller accounts. Also provides day-to-day leadership and management support to entire team.

Primary Responsibilities:

  • Maximize existing sales revenue from Independent Hotels and Regional Groups in the US, Canada and Caribbean.

  • Maintain, build, and expand the customer relationship and key points of contact at all levels within the customer’s organization.

  • Drive new sales revenue within existing accounts through new product categories.

  • Spearhead in the retention of large customers, including client presentations, RFPs and pricing negotiations. Assist in the development and maintenance of an aggressive retention strategy for each account.

  • Maintain a target list and pipeline of new revenue opportunities within existing customers.

  • Develop the books of business for individual accounts managers and key account managers. Provide support to the team in upselling customers on new categories and product lines.

  • Coordinate, direct and develop key functional areas and team members to achieve key performance objectives, including revenue generation and margin enhancement, and meet or exceed customer expectations for all assigned accounts. Functional areas include but are not limited to: pricing strategy and administration, program development and implementation, category management, marketing, forecasting, rebate administration, sales reporting, brand standards and product development.

  • Direct planning and development of the team account managers and establishment of goals for their performance. Monitor, evaluate and provide feedback to managers on progress towards goals. Coach and develop management in balancing the delivery of high productivity, quality and customer service. Counsel and handle employee relations, staffing, corrective actions and maintaining a positive and safe work environment.

  • Conduct regular department meetings to foster employee engagement, communicate any changes to company policies and procedures, address employee concerns, foster idea sharing and suggestions for improvement.

  • Participate in staff selection, performance and compensation evaluations, corrective action and terminations, as necessary. Promote continuous training and development of associates. Consult with Human Resources Department as appropriate.

  • Work closely with other functional areas including field Sales, Corporate Accounts, Product Development, Marketing, Customer Service, Planning, Purchasing and Finance

  • Lead and facilitate change management in support of organizational goals as needed.


Minimum Education, Including Degrees and Certifications:

  • Bachelor’s Degree or equivalent in Sales, Marketing or Business.

Minimum Experience (Years and Type of Experience):

  • 7 years of progressive sales experience. Luxury goods, hospitality or consumer products preferred.

  • Experience managing a team of 3+ sales resources, preferably including resources responsible for existing business.

  • Proven history of growing a book of business in a high-close rate business.

  • Experience and capability of traveling up to 2 weeks per month.

Skills (Type and Proficiency):

  • Strong understanding of sales methods/techniques and financial concepts (including P&L, pricing, margins and forecasting).

  • Excellent communication (verbal and written), interpersonal and professional interactive skills are necessary to perform at a high degree of proficiency. Ability to effectively present information and respond to questions from suppliers, customers, management and inter-department staff. Capable of working with internal staff from other departments in a proactive and constructive manner.

  • Strong leadership skills, including the ability to mentor and develop individuals and teams. Able to engage and lead team discussions and meetings. Understands team dynamics and works well within a team structure. Collaborative management style. Delegates responsibilities effectively. Recognizes and acknowledges the value others bring to the organization. Exhibits a high level of trust and accountability.

  • Excellent organizational and project management skills, including the ability to plan, prioritize and execute multiple initiatives/deadlines autonomously and shift priorities as necessary. Uses time effectively and able to work independently. Capability to create a workflow timeframe to coordinate project requests including all pertinent information in a timely manner. Ability to effectively manage multiple projects and develop creative design within tight deadlines. Ability to manage all aspects of complex design projects and integrates direction from multiple individuals

  • Customer Service – Respond promptly to requests for service and assistance as needed. Follow up as needed.

  • Problem Solving - Identifies and resolves problems in a timely manner. Gathers and analyzes information skillfully. Develops alternative solutions.

  • Judgment - Displays willingness to make decisions. Exhibits sound and accurate judgment. Makes timely decisions.

  • Detail Oriented – Attention to details and accuracy.

  • Ability to understand and execute all relevant policies and procedures in a consistent, timely and objective manner.

  • Strong understanding of financial concepts (including pricing and forecasting)

  • Proficient use of MS Office (Word, Excel, PowerPoint and Outlook)

  • Strong working knowledge of, weekly metric monitoring and CRM applications.

Physical Demands and Work Environment:

The physical, mental, and environmental conditions in which the work is performed. The 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 will be made to enable individuals with disabilities to perform the essential functions of this job.

  • While performing the duties of this job, the employee is regularly required to sit, stand, walk and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close, distance, color and peripheral vision, depth perceptions and ability to adjust focus.

  • While this position will primarily work in an office environment, travel, including overnight, is frequently required (up to 2 weeks per month) to attend customer meetings, company events, staff meetings, training sessions, and/or industry or vendor trade shows.

  • May be required to utilize personal vehicle for business travel that may result in long periods of sitting. Must maintain a valid driver license with a driving record that meets Company minimum standards.

  • The noise level in the work environment is usually moderate.

  • This position may require evening and weekend work depending on customer needs.

This job description indicates in general terms, the type and level of work performed as well as the typical responsibilities of employees in this classification. The duties described are not to be interpreted as being all-inclusive to any specific employee. Management reserves the rights to add, modify, change or rescind the work assignments of different positions and to make reasonable accommodations so that qualified employees can perform the essential functions of the job. Nothing in this position description changes the at-will employment relationship existing between the Institution and its employees.

Please apply directly at:

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Applicants must be currently authorized to work in the United States.

Sysco is proud to be an Equal Opportunity and Affirmative Action employer, and considers qualified applicants without regard to race, color, creed, religion, ancestry, national origin, sex, sexual orientation, gender identity, age, disability, veteran status or any other protected factor under federal, state or local law.

This opportunity is available through Sysco Corporation, its subsidiaries and affiliates.

Employment Type: Full Time