Segment Spec - Non-Comm

ABOUT THE ROLE:

The Non-Commercial Specialists are assigned to the Non-Commercial Segments (Business & Industry, Healthcare, College and University, Lodging, Travel, Casino, and Leisure). The Non-Commercial Specialists are responsible for the overall sales performance within the Non-Commercial segment with assigned Clients within a geographic area or responsibility. The primary goal of the NCSS is to achieve the annual Volume Goals and Quarterly KPIs assigned to them.

RESPONSIBILITIES:

Principal Interaction with Client Management Team

1. Develop a working relationship with the regional managers and any NC dedicated Client resources in each organization.

2. Execute the Quarter and yearly sale plans developed for each Client. Seek directions from managers if unclear of any expectation

3. Maximize any Client bonus plan or promotion offered to Acxion.

4. Interact directly with the Client & Client Mgr. to execute in the market.

5. Provide Client & Client Mgr. competitive distributor and operator information when asked.

6. Supply the Client Mgr. with market updates via your Market Director or Non-Commercial Manager.

7. Work with the Clients to capitalize on opportunities and resolve problems.

Distributor Interaction

8. Assist DBM to drive new case sales utilizing the Non-Commercial Client contracts

9. Create relationships with the National Account team that services the GPO/CMC Accounts at each Distributor.

10. Support Shows and events when called on by the Market Director.

Operator Interaction

11. Develop Relationships leading to volume opportunities with all assigned LLO Operators within your coverage area.

12. Utilize Operator Insight Explorer Data to maximize your selling and conversion opportunities

13. Conduct product line presentations/cuttings with major operators

14. Increase “Contract Utilization” at the operator level for your NC Accounts

15. Build a Pipeline of opportunities from discussions with your operators

Sales Staff

16. Be a model/champion on the use of the Game Changer CRM and record all sales activity.

17. Be an approachable and supportive resource to the sales team.

18. Train and master the difference between each GPO and Contract Management company

19. Enhance your product knowledge in our top 30 market clients: be reactive to the needs of the market and sales force.

20. Hit your Quarterly KPIs and objectives. Review problem areas with your Market Director and Non-Commercial Leadership.

21. Deliver your Annual Volume Goal plan

22. Frequently interact and communicate all segment activities, plans, and wins with the Market Directors.

23. Communicate wins to Clients so they know you are engaged and working their line.

New Products

19. Evaluate all relevant new products and outline approach to the market, prior to presenting to sales.

20. Ensure that all information and product knowledge is given to the sales, administrative and customer service teams.

SKILLS/QUALIFICATIONS:

• Excellent communication skills, both verbal and written.
• Ability to work independently with little supervision, to prioritize/plan your schedule.
• Able to multi-task and organize a wide range of information. Good decision, negotiation, and analytical skills.
• Maintain a high level of professionalism.
• Negotiation skills to optimize opportunities with clients, distributors, operators, and sales teams.
• Creative thinking and able to think out of the box to enhance business opportunities.
• Interpersonal skills to build strong relationships.
• Excellent presentation skills. Culinary/display skills to present products professionally and make attractive to public. Must exhibit common sense in the ability to make the right choices in a variety of situations.
• Prefer college degrees in business or related field or equivalent experience.
• Must have over 3 years of previous sales experience.
• Must maintain a valid Driver's License.
• Over 5 years of experience in a BDM role.
• Strong knowledge of the Contract Management and Group Purchasing Organizations.
• Strong working knowledge of the brokerage business and relationship to Principals and overall business.
• Experience with Microsoft Office including Game Changer (CRM), Word, PowerPoint, Excel, & Outlook.
• Frequent road driving and possible air travel; highly concentrated mental conditions: and visual alertness.
• A major portion of the day is spent talking either in-person or by telephone dealing with customer service issues.
• Frequent up/down motion to perform duties.
• Moderate typing, calculating or otherwise working with fingers.
• Visual acuity.
• Ability to hear and receive detailed information.

PLEASE NOTE: Acxion Foodservice Inc. reserves the right to change, modify or add to the duties and essential functions at any time.