ESSENTIAL DUTIES AND RESPONSIBILITES:
- Responsible for consistently achieving sales targets that include product mix, volume, and margin in order to deliver consistent year over year growth
- Develop and actively manage sales plan for national chain accounts (50-1,000 locations)
- Spend 50-75% of time in the market place – 3-4 days per week in the field
- Manage budget (T&E, sales, new products, etc.)
- Accurately forecast sales dollars (monthly, quarterly, by chain, by brand, etc.)
- Management of the assigned chains in terms of outlets and sales potential
- Assigned national accounts that represent the largest opportunities for Electrolux Professional Group
- Identify and pursue new product opportunities
- Margin management: price discounts and margins, buying program leverage / deviated program pricing and rebates, support credit for prompt payment, etc.
- Manage $5M+ account portfolio
- Develop and maintain relationships with key chain account buying influencers, including R&D, procurement, operations, facilities, and others as appropriate.
- Responsible for being an expert in the EPRO selling process
- Application selling of all EPRO Group products
- Account development of emerging chains
- Account acquisition – converting competitive business
- Developing business plans for all accounts
- Product expertise and application
- Create pre-call plans
- Constant follow up based on sales plan
- Call reports with follow up action plans – and follow up on each action item
- Understanding & knowledge of competition
- Provide regular market feedback, including new product opportunities, competitive information, etc.
- Attend chain shows and conventions as appropriate
KEY ACCOMPLISHMENTS IN THE FIRST 18 MONTHS:
- Develop a strategic plan that ensures significant growth (15-20% CAGR) over 3-5 years
- Establish relationships with all key buying influencers
- Develop a pipeline of emerging chains that ensures EPRO Group meets YOY growth expectations
PHYSICAL REQUIREMENTS:
Type
Rarely
0 -12%
Occasionally
12 – 33%
Frequently
34 – 66%
Regularly
67 – 100%
Seeing:
X
Hearing:
X
Standing/Walking:
X
Climbing/Stooping/Kneeling:
X
Lifting/Pulling/Pushing:
X
Fingering/Grasping/Feeling:
X
WORKING CONDITION:
- General office environment with extensive travel, 50-75%
REQUIRED KNOWLEDGE, SKILLS AND ABILITIES:
- Results driven
- Builds and manages collaborative relationships
- Strong interpersonal and persuasive skills
- Ability to travel extensively – 50-75% of the time
- Knowledge of cooking, refrigeration, ware-washing and ventilation equipment
- Strong verbal and written communication skills
- Ability to manage and prioritize multiple projects at once
- Budget management skills
EDUCATION AND EXPERIENCE:
- Bachelor’s degree preferred
- 5+ years’ experience working with national chains in supplying equipment solutions.
