Job Purpose
This position is responsible for exceeding sales activity targeted objectives of strategic regional accounts that are assigned existing clients or new strategic business acquisition clients. You will be responsible for overseeing your existing book of business to ensure catering clients are continuing and increasing their frequency of ordering. You will act as liaison between clients, dedicated retail catering teams, and internal company departments. Your goal is to maintain and grow the existing book of business through strategic account movement calls, as well as leveraging referrals from both internal and external resources.
Duties & Responsibilities
The primary responsibilities of this job include, but are not limited to:
-Achieve required KPIs: High number of dials and conversations per day, growth in Target Accounts, acquisition of new clients and organizations, and dollar value of regional book of business
-Prospecting and use of account-based selling techniques and strategies to grow sales within given Target Account
-High volume of outbound calling to leads, new, active and at-risk clients to build relationships and generate incremental and ongoing revenue
-Expand strategic relationship with key constituents of existing accounts and increase buyers within the account through ongoing movement phone calls and in person meetings
-Demonstrate knowledge of geographic territory, including top employers, key economic drivers, etc.
-Leverages internet to research prospective clients and industries to grow customer base
-Encouraged to use outside selling resources (i.e. business journals, Google, LinkedIn) to build sales
-Develop, maintain and execute Territory Account Plans to drive incremental sales growth
-Qualify clients and their respective organizations, to understand client buying patterns, future needs, and forecast large transactions in our CRM
-Achieve assigned period, quarterly and annual target revenue goals through selling activities
-Create proposals, assist with online and offline ordering, and support client purchases
-Actively drive online ordering and loyalty program sign-ups-Build and maintain positive client relationships, uncovering referral and growth opportunities
-Mastery and knowledge of Panera's catering offerings
-Support clients and operatng partners around providing the highest level of customer experience
-Build relationships with local catering teams and partner to successfully execute catering orders
-Work in a virtual team environment and on occasion customer facing environment, and function as an extension of regional sales team, to include regional sales efforts with other sales roles to prospect and reactivate clients, growing share of wallet at assigned Accounts, and in the regional geography
-Demonstrates excellence in time management through use of Outlook Calendar and SalesForce.com, as well as other online resources to maximize organization, strategic planning and follow-up
Qualifications (Education & Experience)
Qualifications include:
- Minimum 1-3 years of current sales experience with proven track record of sales goal attainability
- Associate degree or higher preferred, BA/BS strongly desirable
- High-energy individual with a passion for sales and growing their business
- Experience executing defined sales plays and a high volume of calls to leads, new and active clients
- Successful in building sales and managing a book of clients
- Experience and proficiency with CRM tools (Salesforce.com) and MS Office suite (Outlook, Word,
Excel and PowerPoint)
- Results-oriented individual that can work effectively with limited supervision
- Sense of urgency, attention to detail with strong organizational and follow-up skills
- Ability to effectively prioritize and multitask
- Strong relationship building skills, especially via remote channels
- Experience working in an extended sales team model preferred
- Excellent written and verbal communication skills
- Must be able to effectively work in a home or virtual based environment as outlined in the work from
home guidelines
- Must be willing to attend in person customer meetings and events to expand existing client
relationship and buyers
- Strong time management skills and follows through on commitments
- Holds self and others accountable to goals and expectations
- Ability to thrive in a fast paced, evolving growth environment
- Represents themselves with the highest level of integrity and professionalism
Leadership Skills
- Actively participates in group discussions
- Provides insights to team on ways to improve business
- Collaborates with team members and management on sales and business initiatives
- Volunteers for projects or focus groups to help further the success of the sales team
- Positive feedback from management, co-workers and functional staff on work ethic and service levels
- Acts as a mentor to other team members
- Works well cross functionally (cafes, sales operations, marketing etc.)
- Positive attitude
- Constructive problem solver
- Follows the Panera Guiding Values
Key Core Competencies:
- Sales Acumen - Hunting
- Sales Acumen - Farming
- Territory Knowledge
- Drive for Results
- Action Oriented
- Communication
- Organization Agility
-Time Management
-Priority Setting
Working Conditions
-Attend and actively participate sessions by video conference to include but not limited to; team meetings, one-on-ones, monthly all sales meetings, required and optional trainings and quarterly business reviews.
-Available to work a flexible work schedule that could include weekends and evenings
-Able to travel up to 10% of the time
-Perform other job functions as directed by Leadership
Physical Requirements
-While performing this job, the incumbent is regularly required to stand, sit, talk hear & use hands and fingers to operate keyboards
Employment Type: Full-Time
Salary: $ 60,000.00 100,000.00 Per Year
