Job Description

Purpose

The Sales Consultant, Virtual Sales is responsible for promoting the Company’s products and services through building relationships with new and existing customers by telephone, email, and other electronic means. This position maintains and grows sales of amenities, textiles, room accessories, paper, janitorial supplies, cleaning and FF&E products to hotels, motels, management groups and/or additional markets for an assigned territory. The main focus of the Sales Consultant, Virtual Sales is to help the Company’s customers succeed while achieving sales and profit goals established by the Company.

Responsibilities

• Increase sales through account penetration by analyzing current sales and volume, planning sales calls and following up. Utilize product knowledge, ROI and analytical research tools (i.e., Phocas, GForce and Salesforce.com) and sales training resources to effectively target new prospects and opportunities.
• Maintain, build, and expand customer relationships via telephone, email or other electronic means.
• Regularly interact and communicate with various internal departments to provide vital information that may be necessary for servicing the customer. This may include advance notification to Merchandising of changes, increased or decreased product movement, new business, changes in proprietary product or other related information. Also provide advance notification to Operations about new customers or any other changes that may affect customer orders or delivery.
• Continuously monitor assigned accounts and take corrective action, as needed, to maintain and improve overall customer satisfaction.
• Regularly communicate with assigned accounts regarding new products and services, company changes, holiday schedules, item changes, and new sales opportunities. Update customer about any pricing/ item changes or information.
• Immediately notify management team if an existing account is in jeopardy of discontinuing service or issues remain unresolved regardless of attempts to correct situation.
• Work with Accounts Receivable to ensure customers pay invoices within agreed upon terms.
• Assists in the set-up of new accounts including the creation of customer order guides, obtaining new account applications, setting up price-rules, establish order/delivery schedules, implement customer/vendor pricing agreements, create files, etc. Coordinate with each appropriate department in order to meet or exceed the customer’s expectation.
• Accurately forecast sales results and trends for a specific sales region. Understands that they play an integral role in their own safety and that of their colleagues and is willing to speak out when hazards are present
• Maybe required to work non-traditional hours, while also providing a level of individual autonomy to support and successfully meet customer needs
• Track activities and results, collaborate on opportunities, and champion the team selling process through use of Salesforce (Sysco’s CRM tool)
• Take a proactive approach to owning learning / development and actively participate in large group, district and specialized training and programs to sharpen consultative selling skills and product knowledge
• Is willing to work safely with minimal environmental impact and understands the importance of reporting all hazards, incidents, and environmental spills immediately to their Supervisor.
• Understands that they play an integral role in their own safety and that of their colleagues and is willing to speak out when hazards are present.
• Perform other duties as assigned.

Skills

• Excellent communication (verbal and written), interpersonal and professional interactive skills are necessary to perform at a high degree of proficiency. Ability to communicate clearly through email and telephone. Ability to effectively present information and respond to questions from clients, management and associates. Capable of working with others in a proactive and constructive manner.
• Excellent organizational and project management skills, including the ability to plan, prioritize and execute multiple initiatives autonomously and shift priorities as necessary. Uses time effectively.
• Active listening skills to understand and interpret solution driven selling. Aptitude for processing information and incorporating feedback for interactive business conversation.
• Capacity to convey ideas effectively and sell a variety of products
• Professional demeanor, vibrant personality, and the ability to instill trust with people.
• Goal-oriented and driven self-starter who can work independently within a team environment and strive to be the best.
• Familiarization with customer service activities, interdepartmental communications and general finance concepts is required. Understanding of Sysco’s key business metrics and systems– preferred.
• Attendance/Punctuality - Is consistently at work and on time. Ensures work responsibilities and customer requirements are covered when absent. Arrives at meetings and appointments on time.
• Computer literacy including familiarity in handling and maintaining a customer database and skills that include Microsoft Office 365 (Word, Excel, PowerPoint, and Outlook) and Internet navigation.
• Familiarity with analytical software tools and CRM systems (Salesforce.com) a plus

Education/Certifications

Completion of post-secondary education or equivalent experience

Experience

• Minimum 1 years or more of sales experience required, with a proven record of sales success and history of accomplishments
• Experience in hospitality or supply/distribution sales preferred
• Experience in relationship sales managing new and existing customer opportunities and up-selling preferred
• Experience with trip planning, territory routing, and account prioritization preferred
• 1 - 3 years sales experience with proven record of sales success and history of accomplishments.
• Experience in the hospitality or distributed supplies industry preferred.
• Experience in relationship sales managing repeat customer orders and up-selling preferred.

Physical Demands

Not explicitly stated, but likely includes regular driving for customer visits and meetings.

Travel Requirements

Valid driver’s license with access to a vehicle may be required as there will be 5-10% travel.