Sales Development Manager

This Sales Development Manager provides support and guidance to the field sales organization to improve Refrigeration’s profitability by maximizing sales volume for individual product lines. This position will develop tactical planning by product category to meet the sales goals as established in the Annual Operating Plan. The main area of support for this position is the Dealer Sales Channel and includes end user/operators and foodservice consultant/specifiers.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Work in collaboration with Foodservice Dealer Sales teams including Regional Directors, Factory Direct sales team members and Independent Rep Groups.
• Interface with manufacturing, engineering, sales, marketing, and Refrigeration administration groups to position product lines for increased sales volumes.
• Provide day-to-day product support, customer product presentations and administer promotional opportunities to the field selling organization.
• Provide product knowledge expertise to the sales team.
• Assist with the development of product launch plans and sales training materials.
• Responsible for factory and showroom visits and demonstration of product benefits and value to key customers.
• Develop and articulate the value proposition and develop pricing strategies for key accounts.
• Performs other duties as assigned.

Requirements

• Minimum 5 years of experience in the food service industry selling products in a business-to-business environment
• Proficient with Microsoft Office applications (especially Excel)
• Superior time/project management ability with expertise in Customer Relations Management (CRM) systems
• Proven Experience presenting complex concepts and value propositions to large groups
• Exceptional verbal, written and interpersonal communication skills
• Demonstrated ability to develop sales and marketing strategies for new and existing products
• Ability to understand and communicate technical information about products
• Food service industry experience required
• Established key account relationships preferred but not required

Education and Work Experience

• Bachelor's degree in marketing preferred but not required
• Five or more years’ experience in the food service industry selling products in a business-to-business marketplace required.
• Experience interacting, communicating, presenting, and selling to customers at all levels of the organization.
• Experience developing sales, marketing, and pricing strategies.
• Capacity to understand and communicate compelling value propositions.
• Proven track record of successful sales execution
• Willingness to travel up to 60%

Competencies

• Strong analytical mindset – ability to identify and act on trends, customer pain-points, and competitive threats/opportunities.
• Proven teamwork and collaboration skills
• Strong learning agility
• Proficient with Microsoft Office applications

PHYSICAL DEMANDS & WORK ENVIRONMENT

Physical Demands

While performing the duties of this Job, the employee is:

• Operate common office equipment, i.e. PC, phone, copier, printer, fax
• Regularly required to sit or stand using computers and various communication devices
• Frequently required to interact with employees and agency representatives
• Occasionally required to lift less than 20 pounds

Working Conditions

• Office environment
• Occasional exposure to factory and warehouse environments

Hours of Work

• Monday – Friday, 8 hours per day with flex starting times
• Infrequent weekends as work demands may require