Director of Foodservice Sales and National Accounts, Central USA

COMPANY PROFILE:

Otis McAllister, Inc. is a leading global food company that provides a wide range of services worldwide to a substantial and diversified client base that includes club stores, retail, and foodservice.

Founded in 1892, it is one of the oldest and most widely known companies dealing in the worldwide trade of food products. The firm is headquartered in Orinda, CA.

POSITION SUMMARY: 

The Director Foodservice Sales and National Accounts, working closely with VP, Foodservice Sales, has responsibility for providing leadership to our sales strategy in the Midwest regional markets and with regional and national operator chain accounts. Directly managing existing business and actively developing and growing new customers.     

This role will require extensive experience selling to large, complex customers. Otis McAllister is seeking a team player with an entrepreneurial spirit and superior strategic thinking skills with a strong ability to identify, contact, present to, and close new business.

Direct Customer Responsibility

The Director Foodservice Sales and National Accounts is responsible to train, direct and support the Central US Regional broker team to ensure successful implementation of national foodservice strategy and achievement of sales objectives. Directly responsible for business development with key assigned distributor headquarters and individual location accounts within the Central Region. 

Geography: Responsible for all sales activity and customer support for 14 Central States: Illinois, Minnesota, Michigan, Ohio, Indiana, Kentucky, Illinois, Wisconsin, Iowa, North Dakota, South Dakota, Nebraska, Missouri, Kansas

Sales Volume:  Currently $6 million in sales

National and Regional Accounts

• Develop strategy to gain visibility, credibility and sales to the foodservice multi-unit segments.
• Multi-unit accounts (national and regional chains)
• Hotel Chains
• GPO/FSMC accounts (Avendra/Aramark and Foodbuy/Compass)
• Distributor Headquarter Accounts
• Gordon Foodservice
• US Foods
• Asian Foods

Primary Responsibilities:

Manage strategies, plans, and activities to achieve foodservice and overall company sales and margin goals.

Broker management – train, direct and support Foodservice Brokers:

• Sets sales objectives and sales targets – customer focus, and product focus
• Plan and deliver effective training
• Guide the sales team relationships with operators and distributors
• Provides leadership and support to established network of brokers.

Directly manage distributor partner headquarters as assigned. Responsible for the relationships throughout all headquarter functions – merchandising, logistics, marketing, pricing, sales, national accounts, etc.

Development and implementation of plans and strategies to ensure growth and performance with our key distributor partners.  

Guides this Strategy through entire foodservice sales organization, providing vision, education, support and tools to assist their efforts with local distributor branches.

Private Label Packing – strategically using our ability to provide private label products to drive our branded product growth. Manage the packaging, alignment, forecasting, growth, etc.

Execute strategy to target, approach, and sell regional and national chains, and increase Otis McAllister’s industry presence in the chains space.

Seeks opportunities to continuously improve sales and service

Other responsibilities 

• Provides reports as directed which include monthly business and project status
• Analyze changes in market dynamics and use data to adapt strategies as necessary to achieve increased sales volume and margin growth
• Fiscal accountability to work within approved budget
• Ensures that all activities are performed in accordance with approved procedures and account management plans

Primary Job Considerations

Important Attributes

·      Passion and Teamwork

·      Dependability and Ethics

·      Efficiency and Productivity

·      Excellent Verbal and Written Skills

·      Customer Focus

·      Business Acumen

Important Competencies

·      “Challenger” Selling Skills

·      New Business Acquisition

·      Contracting and Negotiating

·      National Account experience

·      Distributor Account experience

·      Excellent planning, organizing and prioritization skills

·      Demonstrated sales planning, forecasting, and sales execution experience

Qualifications:

·      Bachelor’s degree in Business preferred

·      5 years Foodservice Sales experience

·      Job requires frequent travel and the willingness to work a flexible schedule 

·      Proficient in MS Office Suite

Compensation: $120k Bonus and Full Benefits