Role Description
: This role is responsible for representing Hospeco Brand Group with assigned corporate distribution customers and buying groups. This role focuses on building and maintaining strong relationships across customer organizations, driving sales growth through strategic selling of the HBG product portfolio, and identifying new business opportunities. The position develops strategic plans and customer-focused recommendations to support long-term growth while partnering with key decision-makers to influence business outcomes and maximize successful sales execution.
Essential duties and Responsibilities:
include the following. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties may be assigned.
Works to build strategic relationships at appropriate levels and departments, including 1:1 relationships or ensuring our internal teammates are aligned and working effectively with the customer in their assigned areas
Develops and implements strategic, tailored sales plans for assigned customers that target increases to our overall footprint within the customer, as well as aligns with company goals and initiatives
Effectively utilizes available data sources (Power BI, Rubbertree, D365) to gain a deep understanding of each assigned customer's business including gaps in our portfolio, underperforming sales areas by category and/or region to help focus efforts to support growth
Adequately prepares for all customer-facing meetings, whether in-person or virtual, to ensure agenda and meeting points are professional, relevant and impactful. Conduct regular business reviews with customers, preferably on a quarterly basis
Determines the most effective engagement model to support fields sales at your assigned customers. Ensures we are effectively communicating with the regional sales team to drive successful execution of sales initiatives from corporate down to the field.
Develops compelling program and pricing recommendations that incorporate detail, data and rationale before submitting to our pricing and finance team. Ensures leadership is aligned with recommendations for large and impactful opportunities
Utilizes critical thinking when assessing all customer requests, especially as it relates to changes to their pricing and program, by determining impact points within their channel. Decision-making should support the best overall path for Hospeco, not for specific assigned territory or customer
Qualifications:
The requirements listed below are representative of the knowledge, skill, and/or ability required.
10+ years of progressive sales experience
Vast experience working CRM - Pipeline management, follow up with demand planning on specifics of large opportunities
Work with teammates in a professional and productive manner
Prioritize work to maximize positive outcomes and ensure alignment with company's overall objectives and direction
Keep leadership informed of important developments with customers and opportunities
Maintain and keep current all administrative responsibilities including pipeline management (CRM), reporting expectations, expense reports, etc
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform these functions.
Must possess the manual dexterity to operate a computer keyboard
Must be able to spend extended time working at a computer screen
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
Work is performed in an environment where the employee is required to produce an acceptable quantity of work.
Performance is monitored, and frequent interaction with fellow employees, supervisors, and managers throughout the workday is routine.
Strong internet connection (if working remotely)