Region VP, Sales

Position Summary

As the overall leader of the local sales organization for a given Region, the VP of Sales helps shape and execute the sales vision for the organization by ensuring appropriate processes, systems, people and culture are in place to win in the market. Furthermore, this position will be accountable for successfully meeting all plan goals for local sales growth, contract sales growth and margin management.

Overall, this position is responsible for executing the center led strategies, ensuring top talent in the Director level positions, and leveraging selling resources such as New Business Developers, Specialists and others to grow market share and enable a consultative team-based selling organization. Coaching all Director level positions to meet and exceed company objectives is a core responsibility.

As noted in Sysco’s Leadership Framework; On-target performance includes exhibiting the following framework components; Core Qualities, Shaping the Future, Delivering Business Results and Leading People.

Up to 75% Travel Required within Region.

Responsibilities

• This position will lead a high-performing local sales organization responsible for growing Sysco’s market share
• On target performance includes meeting and exceeding company plan objectives established in the annual planning period
• Lead and direct Customer Engagement efforts by enabling the Specialists, Customer Success Team, Shop, etc.)
• Collaborates and establishes a productive working relationship with cross-functional departments; including Specialty, Regional VP’s, Market, and Corporate teams
• Responsible for the recruitment and development of all local sales leadership and sales associates.
• Manages the performance management and leadership development of Regional Sales Managers, Director of Business Resources, Director of Business Development, Director of Contract Sales, Director of Sales Operations, and all other direct reports
• Champions and leads performance management in all areas to including key performance indicators (KPIs) focused on new customer growth, Sales and Piece Growth, GP$ generation, Market Share increase and execute all center led marketing and sales strategies. These KPIs will be tracked via Sysco Salesforce platform.
• Partner/coordinate with the Director of Business Resources to maximize the productivity of selling resources such as specialists to grow profitable market share.
• Participate in all national campaigns and promotions
• Accountable for successfully implementing key corporate/market changes and programs across all sales positions; ensuring all sales associates achieve required behavior changes and performance metrics
• Develops and coordinates sales selling cycle and methodology.
• Fully leverages sales resources such as Key Account Representatives (KAR) model, Expert roles, Customer Success Team (CST) and Centralized Customer Care (CCC) to manage sales activities and minimize field administrative focus.
• Develops and executes strategies to deliver sales budgets and Regional Profit Plans.
• Directly manages major and critical developing client accounts and coordinate the management of all other accounts.
• Professionally represents Sysco at various community and/or business meetings to promote the company
• Accountable for building and leading the strategy for development of the sales associates and managers by full utilization the CMP process.
  
  

Education/Experience

Minimum: Bachelor's degree in a related field or 10 years sales experience, and 7 years leading a B2B sales team in a professional sales environment with demonstrated success.

Note to HR: Incumbents in role excused from bachelor’s degree requirement

Knowledge & Skills

• Strong performance management capabilities with direct reports
• Solid analytical problem-solving skills, including familiarity with analyzing reports & deriving insights from data
• Ability to express information in terms of profit and loss, food cost and expense ratio
• Strong financial acumen and ability to properly plan and execute business plans
• Embraces change and champions corporate initiatives
• Demonstrated ability to coach and mentor peers and associates
• Strong interpersonal skills and ability to work with and influence a variety of key stakeholders
• Strong communication skills; ability to effectively communicate with internal and external teams
• Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth
• Lead a team of high performing sales associates to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
• Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
• Business and restaurant operations acumen to manage sophisticated customers
• Demonstrated experience with building trust with a prospective customer and securing new business
• Demonstrated skills in the area of consultative selling, networking and negotiations
• Proactive, self-directed, with the ability to structure a weekly schedule to be successful
• Demonstrates mastery of skills in the areas of consultative selling, marketing principles, product lines, prospecting, networking, coaching, training, presentation and negotiations.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists; Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
• Ability to successfully engage and lead individual and team discussions and meetings
• Ability to apply all relevant policies in a consistent, timely and objective manner
• Understanding of Sysco’s key business metrics
• Ability to work in a disciplined manner and capable of following established procedures, practices and comply with local, state and federal regulations
• Reports to work promptly and regularly; works well with others; demonstrates the ability to consistently meet deadlines
• To be successful in this position, the individual performing the duties must successfully demonstrate all the Leadership Framework competencies for this position.