Director, Field Sales – Canada

Sysco Canada, Inc - Toronto, ON (30+ days ago)

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Company Overview

Sysco is the global leader in selling, marketing and distributing food products, equipment and supplies to restaurants, healthcare and educational facilities, lodging establishments and other customers who prepare meals away from home. We have a forty-year history of consistent success and now serve over 400,000 customers, delivering approximately 1.3 billion cases yearly. (NYSE: SYY)

For more information, visit www.sysco.ca or follow us @SyscoCanada at facebook.com/SyscoCanada; twitter.com/SyscoCanada or instagram.com/SyscoCanada

For a full list of opportunities, visit www.sysco.ca/careers

Role:
The Director of Field Sales will oversee Local Sales strategy and planning and will also support Local & National Sales with oversight of the following departments: Sales Development, Sales Technology – eCommerce, Ordering Tools, CRM/ Sysco 360, PMT, Market Analytics & Customer Insights and new Market Segment Growth Strategy. This position will provide strategic thought leadership for the Regional Sales organization with tight linkage to Regional and Corporate leadership teams. Overall, this position will oversee the execution of center led Sales strategies and provide tools, capabilities, and training to make the sales organization as effective as it can be in order to achieve the region’s financial plan.

Role Responsibilities:
Lead Local Sales strategy, planning and support including; annual strategic planning, growth initiatives, recognition programs, general sales meeting content and other tools and resources required by local sales.
Lead the Sales Development team to develop and deliver local and national sales development programs to enhance sales capability. Supports the development and capability of Customer Service associates/leaders.
Lead the Market Analytics & Customer Insights team to develop and deliver local/national analytics programs, custom research, market research and customer insights programs.
Lead Field Sales Technology strategy in partnership with Business Technology to accelerate eCommerce, enhance ordering and margin management tools and CRM/Sysco 360.
Enable automation of process and procedures through eCommerce and CRM integrations and advancements.
Manages the national execution of key priorities and strategic initiatives for local sales, including but not limited to sales forecasting, sales planning processes, pipeline management, customer retention planning, deployment of go-to-market strategies and performance management tools/processes
Leverages advanced analytics to identify growth and sales targets
Leads sales forecasting, planning, and processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts
Provides insights and data that allows region sales leadership to properly allocate resources for all territory sales roles in the organization
Understands key metrics to include outside data, year over year performance and run rates in relationship to overall company goals with a bottom up approach
Leads and is accountable for standard bottom-up forecasts based on current pipeline, win information, and historical sales and customer information
Leads the execution of strategic projects and ensure that results are carried through the regional sales organization
Deploys standardized sales process and sales practices to ensure consistency and effectiveness
Reports and leads discussion concerning regular process tracking, standardized KPIs, and team and executive dashboards
Interprets and harnesses data insights to provide feedback to team, and align priorities on focus areas
Ensures that the best tools, training, and resources are available to the sales organization (across disciplines – local sales, national sales, business development, and specialists, business resources)
Gathers information on regional marketplace and foodservice industry trends to understand the competitive landscape and to position Sysco as the partner-of-choice
Attends industry functions, such as association events and conferences, and provides feedback and information on market and creative trends
Stays current with development in the field through participation in seminars, workshops and reading publications
Develops strong working relationships with regional sales organization, finance, merchandising, brokers, distributors and foodservice industry peers
Offers consistent communication and feedback that gain the trust of team, peers and leadership
Learns quickly when facing new challenges; thrives in fast-paced environment
Adapts well to change and views new experiences as growth opportunities
Recognizes the impact of change on team and supports them through it
Responsible for ensuring that product food safety, quality and legality requirements are met.
Enable, champion and embrace an inclusive culture
Develop and support high performing talent through hiring, scheduling, performance coaching, and career management practices
Facilitate establishment of clear performance goals; Ensure that performance goals adapt to changing business demands; Identify and manage non-performers in a fair and timely way; Identify and reward top performance; links pay and performance through base, incentive, and recognition programs
Present oneself in a manner that demonstrates executive maturity, professionalism, trust, confidence, and integrity.
Communicates broadly and frequently the company's vision, direction, goals, performance against plan, changes, and expectations through participation in department meetings, one-on-one meetings, and informal conversations with associates

Perform other duties as assigned.

Qualifications/Skills/Job Requirements:
5+ years leading a B2B sales team in a professional sales environment or equivalent experience, with demonstrated success in sales planning, performance management and insights-driven strategy
Minimum: Bachelor's degree in a related field
Solid analytical problem-solving skills, including familiarity with analyzing reports & deriving insights from data
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
Demonstrated ability to apply business financial knowledge to support growth and to provide meaningful analytics
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 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
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
Understanding of marketing principles, product lines, ordering procedures and Sysco’s credit terms

Core Qualities for all Associates: Sysco’s Leadership Framework Basics

Integrity & Accountability

Flexibility & Adaptability

Proactive Learning

Internal candidates apply via the Career Centre on your HR Portal / ADP Workforce Now.

External candidates submit cover letter & resume via www.sysco.ca/careers

Sysco’s Mission is to market and deliver great products to our customers with exceptional service.

Sysco’s Vision is to be our customers’ most valued and trusted business partner.

We offer our associates the opportunity to grow personally and professionally, to contribute to the success of a dynamic organization, and to serve others in a manner that exceeds expectations.

Sysco is committed to Employment Equity. Accommodations during the recruitment process are available upon request for candidates with disabilities.

Here’s a sample of the many benefits Sysco associates enjoy:
Comprehensive Flexible Benefits including Health and Dental, Health Care Spending and Wellness Accounts • Short-Term and Long-Term Disability • Life Insurance • Company Pension Plan • Group RRSP • Employee and Family Assistance • Stock Purchase Plan • Unlimited on-line learning through Sysco Interactive University • Sysco product discounts • Preferred vendor discounts • Free on-site parking • Employee appreciation events •
(*benefits may vary based on location or bargaining unit)