Sysco Corp District Sales Manager in Reston, Virginia

Company: Guest SupplyLocation: US-VA-RestonZip Code: 20170Minimum Level of Education: Bachelor's DegreeMinimum Years of Experience: 2Position Type: ExemptTravel Percentage: Up to 25%

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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 District Sales Manager (DSM) provides leadership, strategic planning and monitors all sales activities of Territory Managers (TMs) for assigned District to ensure team achieves maximum profitability and growth in line with the Company’s vision and goals. The DSM establishes and jointly builds strategic plans with Regional Sales Vice President to increase sales revenues from current clients and new client acquisitions.

Primary Responsibilities:

  • Establish sales objectives by forecasting and developing annual sales quotas for District and territories. Work closely with TMs to project expected sales volume and profit for existing and new properties. Ensure that plans are followed by TMs to ensure all goals are met. Assign and/or reassign accounts as necessary.

  • Spearhead the recruitment, motivation, development of TMs for assigned District and instill a culture of accountability, performance based management, teamwork and other best practices to achieve the goals of the organization. Monitor, evaluate and provide feedback to TMs on progress towards goals. Coach and develop TMs in balancing the delivery of high productivity, quality and customer service. Participate in staff selection, performance and compensation evaluations, corrective action and terminations, as necessary. Promote continuous training and development of associates. Lead and facilitate change management in support of organizational goals. Consult with Human Resources Department as appropriate.

  • Work directly with the TMs and customers in the field by assisting on sales calls while providing constructive feedback to further develop the skill sets of each TM.

  • Oversee training and educational programs for TMs.

  • Participate in major client presentations and discussions to ensure best in class customer service.

  • Work with all operating divisions that support the sales organization to create and ensure a collaborative work environment.

  • Increase sales through account penetration by analyzing current sales and volume, planning sales calls and following up. Utilize product knowledge, ROI and analytical research tools (i.e., Phocas, GForce and and sales training resources to effectively target new prospects and opportunities.

  • Maintain, build, and expand customer relationships.

  • Regularly interact and communicate with various internal departments to provide vital information that may be necessary for servicing the customer. This may include advance notification to Merchandising of changes, increased or decreased product movement, new business, changes in proprietary product or other related information. Also provide advance notification to Operations about new customers or any other changes that may affect customer orders or delivery.

  • Continuously monitor assigned accounts and take corrective action, as needed, to maintain and improve overall customer satisfaction.

  • Immediately notify management team if an existing account is in jeopardy of discontinuing service or issues remain unresolved regardless of attempts to correct situation.

  • Work with Accounts Receivable to ensure customers pay invoices within agreed upon terms.


Minimum Education, Including Degrees and Certifications:

Bachelor’s degree in Sales, Marketing or Business

Minimum Experience (Years and Type of Experience):

3 - 5 years of sales management experience in the B2B market segment preferred.2 – 3 years field sales experience Experience with managing a remote sales team is preferred.

Skills and Abilities (Type and Proficiency):

  • Excellent communication (verbal and written), interpersonal and professional interactive skills are necessary to perform at a high degree of proficiency. Ability to communicate clearly through email and telephone. Ability to effectively present information and respond to questions from clients, management and associates. Capable of working with others 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 listening, presentation, negotiation and closing skills.

  • Strong understanding of financial concepts, including pricing and forecasting.

  • Customer Service – Respond promptly to customer needs. Solicit customer feedback to improve service. Respond promptly to requests for service and assistance as needed.

  • Planning / Organization - Ability to prioritize and manage multiple priorities/deadlines. Uses time effectively.

  • 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.

  • Professionalism - Approaches others in a tactful manner. Reacts well under pressure. Accepts responsibility for own actions. Follows through on commitments.

  • Goal-oriented and driven self-starter who can work independently within a team environment and strives to the best.

  • Computer literacy that includes maintaining a customer database, Internet navigation and use of MS Office (Word, Excel, PowerPoint, Access and Outlook).

  • Familiarity with Phocas, Gforce, Box, and PeopleSoft a plus.

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.

• Depending on the assigned territory, the District Sales Manager may work in a normal office environment or work from a remote home based office. The noise level in the work environment is usually moderate.

• 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 20 pounds.

• This management position demands travel to and from Territory Managers, customers and prospects in the assigned region as needed. There is overnight travel required as deemed necessary and specifically pertains to company events, district meetings, training sessions, vendor fairs and client appointments.

• 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 for travel throughout assigned district to service customers and call upon prospects.

• If working remote, must have required software to ensure timely communications and have a dedicated work space free of any distractions and participate in customer or conference calls in a business friendly environment.

• 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 Company and its employees. This job description supersedes prior job descriptions.

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