Job Description

SUMMARY

This Sales Development Manager provides support and guidance to the field sales organization to improve Refrigeration’s profitability by maximizing sales volume for individual product lines. This position will develop tactical planning by product category to meet the sales goals as established in the Annual Operating Plan. The main area of support for this position is the Dealer Sales Channel and includes end user/operators and foodservice consultant/specifiers.   

ESSENTIAL DUTIES AND RESPONSIBILITIES

Work in collaboration with Foodservice Dealer Sales teams including Regional Directors, Factory Direct sales team members and Independent Rep Groups.
Interface with manufacturing, engineering, sales, marketing, and Refrigeration administration groups to position product lines for increased sales volumes.
Provide day-to-day product support, customer product presentations and administer promotional opportunities to the field selling organization.
Provide product knowledge expertise to the sales team.
Assist with the development of product launch plans and sales training materials.
Responsible for factory and showroom visits and demonstration of product benefits and value to key customers.
Develop and articulate the value proposition and develop pricing strategies for key accounts.
Performs other duties as assigned.

Qualifications:

Minimum 5 years of experience in selling and/or marketing products in a business-to-business environment
Proficient with Microsoft Office applications (especially Excel)
Superior time/project management ability with expertise in Customer Relations Management (CRM) systems
Proven Experience presenting complex concepts and value propositions to large groups
Exceptional verbal, written and interpersonal communication skills
Demonstrated ability to develop sales and marketing strategies for new and existing products
Ability to understand and communicate technical information about products
Food service industry experience and established key account relationships preferred but not required

Education and Work Experience

Bachelor's degree required
Five or more years’ experience selling and/or marketing products in a business-to-business marketplace required.
Experience interacting, communicating, presenting, and selling to customers at all levels of the organization.
Experience developing sales, marketing, and pricing strategies.
Capacity to understand and communicate compelling value propositions.
Proven track record of successful sales execution
Willingness to travel up to 60%

Competencies

Strong analytical mindset – ability to identify and act on trends, customer pain-points, and competitive threats/opportunities.
Proven teamwork and collaboration skills
Strong learning agility
Proficient with Microsoft Office applications

PHYSICAL DEMANDS & WORK ENVIRONMENT

Physical Demands

While performing the duties of this Job, the employee is:

Operate common office equipment, i.e. PC, phone, copier, printer, fax
Regularly required to sit or stand using computers and various communication devices
Frequently required to interact with employees and agency representatives
Occasionally required to lift less than 20 pounds

Working Conditions

Office environment
Occasional exposure to factory and warehouse environments

Hours of Work

Monday – Friday, 8 hours per day with flex starting times
Infrequent weekends as work demands may require