National Sales Director - Gilchrist & Soames - Indianapolis

Job description

The National Sales Director is primarily focused on generating revenue from the acquisition of new accounts in the Large Independent and Regional Group categories. The utilization of strategic and diligent prospecting along with disciplined planning, excellent relationship building and closing skills is essential to consistently developing a successful pipeline of new account revenue.

This position will be based out of the Gilchrist & Soames corporate office in Plainfield, Indiana and will include frequent travel within the assigned territory and to trade shows. The Large Independent and Regional Group prospects are spread across multiple states throughout North America within your established territory. The individual successfully filling this role will have the ability to work productively in an office environment 50-80% of the time while simultaneously having the flexibility to travel up to 50% of the time.

Key Internal Interactions:
The National Sales Director reports to the Vice President, Core Sales. The National Sales Director will have extensive internal interaction with a number of departments including Product Development, Marketing, Shipping, Purchasing and Accounting. It is critical that the individual filling this role has a successful history of professional interpersonal relationships.

Key External Interactions:
A primary function of this role is to build relationships with Large Independent and Regional Group decision makers. The National Sales Manager will spend most of their time interacting with client and customer Operations Managers, Room Directors and General Managers.

Challenges and Opportunities:
This role requires an individual who is highly self-motivated and has a strong drive to exceed expectations. While this role requires travel to and from prospects within the regional territory, it also requires a significant amount of time working from the office prospecting, developing product plans and managing the sales admin function. You will be responsible for the entirety of the sales process from cold calling to contract, and everything in between. You will have to find the appropriate balance of time face-to-face with prospects vs. time spent contacting leads and prospecting. Both elements of the role are critical to success.

Responsibilities:
Generates revenue from new accounts within the Large Independent and Regional Group categories that meets the sales target determined for the territory.
Develops an overall territory plan and strategy that identifies the customers and products needed to deliver against sales targets (assigned sales goals and metrics).
Identifies prospects and leads from a variety of sources, and vets them appropriately to maintain a sales pipeline.
Gathers relevant information about accounts to be used in the selling process.
Builds strong relationships with G&S’s largest customers across a variety of organizational levels and functions at target clients (GM, Rooms / Operations, Housekeeping, Procurement).
Manages complex selling situations, including determining the relevant stakeholders within a customer and customizing messaging / solutions for successful account acquisition.
Develop strong product solutions, including stock, custom, and retail brand partnerships to meet the needs of customers.
Sells leveraging the strength of brands and product ingredients, and not solely based on price and service levels.
Uses a CRM system (salesforce.com) to promptly and accurately document sales activities, keep track of plans, pipeline development, and progress of prospective opportunities.
Participates on project teams, communicates cross-functionally with internal departments, and performs other duties as assigned
Participates in annual tradeshows and industry conferences
Writes and negotiates contracts

Desired Skills and Experience
Education & Experience Requirements:
A Bachelor degree (or equivalent experience) together with a minimum of 7 years of successful sales management experience is required. You should have a minimum of 5 years experience focused on successfully acquiring new business with both inside and outside sales experience. Be prepared to present a proven history of growing a book of new business and meeting/exceeding goals and metrics. You should be accustomed to sales cycles of 3 months or greater. You are not new to managing a travel schedule and are accustomed to prioritizing multiple prospects in a single trip. You will also demonstrate how you have successfully managed customer relationships remotely. An individual with experience selling high-end products is preferred. This role will require the ability to sell based on service, quality and integrity. You will need experience determining pricing and independently assembling RFP’s. Knowledge of consumer, beauty, heath and wellness or hotel amenity products could be advantageous.

Critical Skills & Personality Traits:
“Hunter” mentality with a strong interest in New Business Development
Strong interpersonal skills that build rapport and trust
Ability to connect with a wide range of client stakeholders, up to the corporate level
Polished professional presence and demeanor
Desire to maximize earnings and grow book of business
Ability to understand and retain information on a portfolio of products and brands
Ability to make decisions and work independently with little supervision
Knowledge of various sales methods and techniques
Exceptional communicator, oral and written
Strong, pleasant and professional telephone presence
Charismatic, warm, friendly personality
Detail oriented with strong organizational skills
Proficient with basic computer hardware and software (Word, Excel and CRM – salesforce.com)

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