Manage national chain accounts with portfolios exceeding $5 million, achieve sales and margin targets, forecast revenue, and develop strategic growth plans. Build relationships with procurement, operations, facilities, and R&D influencers; identify product opportunities; manage pricing, rebates, budgets, and competitive conversions. Provide market intelligence, maintain sales pipelines, execute account plans, and attend industry conventions. The role requires extensive field travel and expertise in commercial cooking, refrigeration, ware-washing, and ventilation equipment.
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.
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