Mission of the Role (What you will be doing)
Grow Gross Profit by supporting field sales with :
1. Margin Management
2. Account Management
3. New Business Development
4. Sales Metric Measurement
Field sales personnel have time commitments that require customer facing obligations to foster organic growth and retention. This regional role will organize and monitor operational tasks to improve the efficiency of the sales department.
Key Duties & Accountabilities (Primary responsibilities & quantifiable measurements)
Margin Management - Ensure that practices and procedures are working properly to improve margin
- Daily PIER (preliminary invoice edit report) review
- Daily Price List integrity, maintenance, and deviation approval o Weekly OOPS (margin leakage) review
- Price Adjustments - GP% for an increase or GP$ / uom for a decrease
- Take ownership of Price issues and Transaction QC; follow through to resolution, define root cause, and design a solution to prevent a recurrence
- Set price recommendations for Price Optimization action tasks in MS Dynamics
Account Management
Prepare Tier 1 Customer Equity Statements and schedule quarterly Business Reviews that include CS, TS, Production, Food, Equipment, etc. participants - Assign Wallet-Share rank to top 10 customers in each territory every quarterCoordinate Tier 4 customer reassignments and monitor change in activity - Facilitate and track Sales Program (i.e. MSA, PMP, Food, Conditional Pricing, etc.) lifecycle; assessments, sourcing, data assembly, compliance (i.e. inventory), and renewalSatisfy Expediter / Referee role between CS, purchasing, production, and sales - Watch invoice velocity and communicate potential Churn New Business DevelopmentMonitor and report Pipeline value, volume, velocity, and win ratesOwn all elements of the CPQ function - Identify and promote Strategic Account Services participation Sales Metric MeasurementTrack and analyze sales data; monitor and resolve negative trendingManage all Sales Report distribution; by territory, customer, item#, category, market segment, MSF, etc.Prepare commercial portion of Annual Budget process and track variancesPrepare Scorecards and Sales Rankings and schedule monthly Sales Territory Debriefs with standardized supporting dataDetail each category of the Sales Projection Bridge (beg GP, Tier 1&2 attrition, inflation, pipeline Program, pipeline organic, equipment, end GP)Be a Champion for internalizing MS Dynamics as a CRM Super UserEssential Qualifications (Essential / secondary functions that support the primary responsibilities)
Financial Acumen : broad understanding of Gross Profit and Margin
Emotional Quotient (EQ) : likable, professional, and impactfulAttention to Detail : sense of urgency with no tolerance for transaction sloppinessTech Savvy : computer capability with data and excellent mathematical and computational skillsProcess Focused : managing processes, dealing with complexity, deadline-oriented, creativeProject Management Certification : Excellent organizational and time management skills with an ability to multitask.Proficient with training, assigning, coaching, counseling, and planningEducational / Training Requirements / Experience (What your background should look like)
Four-year college degree from an accredited institution and demonstrated success managing analytically rigorous initiativesMinimum Skills, Knowledge & Ability Requirements
Ability to think strategically and to lead othersOutstanding verbal and written communication skillsAdvanced trouble-shooting, problem-solving and multi-tasking skillsDemonstrated initiative in personal professional development - Proficiency in Microsoft Office
