Job Summary: 

This position is based from home and responsible for the management, support, and leadership of a team of sales people within a specific geographic territory.  Typical annual revenue responsibility is in the $15m-18m range, representing sales from a book of new, active and lapsing clients.  Responsible for obtaining profitable results through his/her sales team through coaching, performance management and skill development. 

Essential Functions of the Job and Key Responsibilities:

Territory Strategy & Management

Regular discussions and engagement with the Director, Catering Sales to align on region strategy and staffing requirements, ensure reps are in corresponding swim lanes, and facilitate collaboration within and across accountsDevelops quarterly business plans and sales strategies that ensure attainment of team goals, and inspects activity on a regular basisWorks closely with the Sales Leadership team to ensure all Company and Sales team objectives are met. Participates as part of the broader catering leadership team on assessing catering sales performance and defining future direction.Assists in the development and implementation of programs/marketing plans with Catering Marketing and makes sure sales reps are maximizing lists and leadsIn conjunction with Sales Operations, responsible for accurate weekly, monthly and quarterly reporting on team activity and revenue contributionEngage with regional Operating counterparts to execute on the highest level of customer satisfaction and catering health scoresCollaborate with Business Development team to develop and execute on regional prospecting and growth strategiesAssist sales team in direct selling efforts of Catering Coordinators through training, coaching and developmentParticipates in projects and provides additional support, as assigned by leadership

Client Management

Engages with clients and accounts, as appropriate, to ensure catering is well-positioned, that we identify as much business as we can, and to support selling efforts. Serve as an escalation point in the case of client or operational issues.Support sales team members in overseeing high value accounts to ensure ongoing support and repeat catering salesMastery and knowledge of Panera’s catering offer, handling large events, and support of clients, operating partners and sales reps around providing the highest level of customer experience

Team Management

Responsible for the planning, recruitment, onboarding, and training of new sales team membersDirectly responsible for team performance reviews including mid-year and annual performance reviews, as well as overall performance management of aligned sales repsEnsures team is meeting all requirements on a daily, weekly and monthly basisRegular, hands-on coaching and development of sales repsConducts weekly 1x1 reviews with sales reps to build more effective communication, to understand training and development needs, and to provide insight for the improvement of client account management, opportunity creation and activity performanceUtilizes Outlook Calendar and SalesForce.com as well as other online resources to maximize organization, strategic planning and follow up

Additional Job Functions:

Attend and participate in team meetings, both virtual and in-personAvailable to work a flexible work schedule that could include weekends and eveningsPerform other job functions as assigned by Leadership

Required Knowledge, Skills and Competencies:

Minimum 5 years of current sales experienceMinimum 3 years of sales management experience, overseeing other salespeople (preferred)Associate’s Degree or higher preferred, BA/BS strongly desirableStrong mentoring, training and coaching skillsExcellent oral and written communication skillsSuperior cold calling and closing ratioDetail-oriented and organized individual with strong analytical skillsAbility to work in a fast paced environment and effectively meet all deadlinesResults-oriented individual that can work effectively with limited supervisionProven track record of success and sales growthSuperior CRM knowledge; salesforce.com experience preferredSuccessful in building sales and motivating teamsStrong time management skills and follows through on commitmentsWorks well under pressure and able to meet timelinesHolds self and others accountable to goals and expectations.Represents themselves with the highest level of integrity and professionalism.Ability to travel up to 10%

Additional Description :