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
- Develop a working relationship with the regional managers and any NC dedicated Client resources in each organization.
- Execute the Quarter and yearly sale plans developed for each Client. Seek directions from managers if unclear of any expectation
- Maximize any Client bonus plan or promotion offered to Acxion.
- Interact directly with the Client & Client Mgr. to execute in the market.
- Provide Client & Client Mgr. competitive distributor and operator information when asked.
- Supply the Client Mgr. with market updates via your Market Director or Non-Commercial Manager.
- Work with the Clients to capitalize on opportunities and resolve problems. Distributor Interaction
- Assist DBM to drive new case sales utilizing the Non-Commercial Client contracts
- Create relationships with the National Account team that services the GPO/CMC Accounts at each Distributor.
- Support Shows and events when called on by the Market Director. Operator Interaction
- Develop Relationships leading to volume opportunities with all assigned LLO Operators within your coverage area.
- Utilize Operator Insight Explorer Data to maximize your selling and conversion opportunities
- Conduct product line presentations/cuttings with major operators
- Increase “Contract Utilization” at the operator level for your NC Accounts
- Build a Pipeline of opportunities from discussions with your operators Sales Staff
- Be a model/champion on the use of the Game Changer CRM and record all sales activity.
- Be an approachable and supportive resource to the sales team.
- Train and master the difference between each GPO and Contract Management company
- Enhance your product knowledge in our top 30 market clients: be reactive to the needs of the market and sales force.
- Hit your Quarterly KPIs and objectives. Review problem areas with your Market Director and Non-Commercial Leadership.
- Deliver your Annual Volume Goal plan
- Frequently interact and communicate all segment activities, plans, and wins with the Market Directors.
- Communicate wins to Clients so they know you are engaged and working their line. New Products
- Evaluate all relevant new products and outline approach to the market, prior to presenting to sales.
- 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.