Summary: The BDM is responsible for managing the sales lifecycle including generating leads, writing proposals, making presentations, identifying and securing new business opportunities, monitoring account performance, and following up on sales activities through delivery to ensure satisfaction with territory-specific foodservice customers. Generally, this is accomplished by identifying a substantial pipeline of targeted customers; making in-person sales calls; visiting food service providers and by providing exceptional knowledge and service to customers in a timely and efficient manner.
Consultative sales techniques, developing long-term effective relationships with customers, following through with commitments and effective communication are all essential factors necessary to be successful in this role with R. W. Smith & Co. A strong alignment with the company’s mission, values and goals are also necessary for long-term success and growth within the company. The Business Development Managers acquire and retain business partners by developing strong customer relationships, maintaining an active call back list, and creating and following up on referrals from their existing customer base.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
Identifies new lateral and vertical market target customers through print/electronic media sources, business directories, liquor license applications, leads from existing clients and the Design Build division, active participation in regional leads groups and food service-related organizations, and through attendance at trade shows and/or conferences;
Monitors market conditions, product innovations and trends, and competitors’ products, pricing and sales strategies to maximize competitive stance;
Stays abreast of business strategies and trends to effectively acquire new business and to maximize revenue growth period over period with existing customers;
Calls on ten (10) prospective customers each week.
Schedules weekly face-to-face meetings with existing customers to assess short and long-term needs.
Prepares tabletop, small wares and/or equipment quotes.
Solicits, secures, processes and ensures fulfillment of reorder business; encourages all customers to utilize the Ecommerce platform.
Provides and highlights “sample of the month”, quarterly sales flyers and company/vendor catalogs.
Orders samples, sets-up and presents tabletop options to customers for consideration.
Develops a close working relationship with key decision makers at existing accounts including not but limited to the property’s general manager, chef, buyer, catering manager, and/or events manager.
Communicates relevant product, pricing, chip warranties, stock availability and delivery and backorder status to customers.
Ensures customers’ questions are addressed in a timely manner.
Completes five to eight (5-8) sales calls per day with existing customers.
Completes a minimum of six (6) Tria china, six (6) Tria glass and three (3) Tria flatware installs (each install is 50 dozen or more) on a fiscal year basis.
Establishes effective working relationships with manufacturers’ representatives.
Attends and actively participates in rookie and quarterly training days sponsored by the company and our vendors.
Subscribes to and reads foodservice magazines to maximize tabletop, small wares and equipment product knowledge.
Performs administrative duties such as preparing and/or updated sales budget and business plans; generates and submits accurate reports (i.e., 515); keeps accurate, historical sales records per customer, and files expense reimbursement reports in a timely manner;
Obtains and follows-up on credit applications necessary to open a new account and supports the credit/collection processes as necessary;
Updates the company’s Outlook Directory and the ERP (SX) system with customer and project details as available;
Organizes, plans, and prioritizes work schedules to maximize sales and profitability while minimizing non-revenue producing duties;
Attends and actively participates in foodservice trade shows and sales conferences as requested.
Continuously develops the R.W. Smith & Co. brand within assigned territory by participating in community outreach activities.
QUALIFICATIONS:
Education/Experience:
Minimum:
Bachelor’s degree plus a combination of two years experience in B2B outside sales or restaurant operations in the front and/or back of the house; or,
Associates degree or Culinary Arts degree plus a combination of four years experience in B2B outside sales or restaurant operations in the front and/or back of the house; or,
A combination of six or more years experience in B2B outside sales or restaurant operations in the front and/or back of the house.
Preferred:
Two or more years’ recent B2B outside sales within the food service industry; plus
Two or more years’ restaurant operations (front or back of the house) experience within the past ten years; and/or
Two or more years’ recent experience as a manufacturer’s rep working either directly for the manufacturer or with a rep group.
Prior work experience within the food service industry within a customer service and/or call center role supporting outside sales representatives and/or customers.
Computer Skills:
Minimum:
Computer hardware and software proficiency including an intermediate-level, hands-on knowledge of Microsoft Office Suite (Word, Excel, Outlook), and Internet navigation.
Prior use of sales and customer relationship management (CRM) software tools and enterprise resource planning (ERP) programs.
Miscellaneous Requirements:
Minimum:
Maintains a valid driver license and current vehicle insurance at all times throughout the employment cycle; has access to reliable transportation.
Presents professionally, both in attire and demeanor.
Travel:
Minimum:
Spends up to 85% of each work day in personal vehicle, driving to and from customer appointments.
Up to 10% of the time is required to travel using personal vehicle or public transportation to attend business meetings outside of employee’s residence city or state.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The employee must occasionally lift and/or move up to 10 pounds. While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to stand and walk. The employee is occasionally required to sit and reach with hands and arms.
About the Company:
R.W. Smith & Co., an employee owned company since 1997, was established in San Diego in 1935 as a wholesale food service equipment and supply distributor serving San Diego County. Currently, we have three distinct business lines including a full-service turnkey supplier of food service equipment/supplies; a commercial kitchen contract design division and a custom design/fabrication of controlled environment rooms.
Our Benefit Package:
Our total compensation package includes market competitive base salaries; monthly and annual bonus programs; and, employee benefits, which are available the first of the month following 3 months of consecutive full-time employment. Additionally, R.W. Smith & Co. offers medical insurance with prescription drug coverage; voluntary dental, vision and life insurance programs; and 100% employer paid premium for long- term disability coverage. Full time employee are also eligible to participate in the Section 125 pre-tax premium plan, health care/dependent care spending accounts; the Employee Stock Ownership Plan and our 401(k) retirement savings plan.
R.W. Smith & Co. is an Equal Opportunity Employer – Minorities/Females/Disables/Veterans.
R.W. Smith & Co. participates in E-Verify, a service of DHS and SSA, where required. See the E-Verify notice in English or Español.
If you are a qualified individual with a disability or a disabled veteran, you have the right to request an accommodation if you are unable or limited in your ability to use or access our career center as a result of your disability. To request an accommodation, please contact Human Resources at: hr@rwsmithco.com.
Only local applicants will be considered for this position. Relocation costs are not covered by R.W. Smith & Co. Employment with R.W. Smith & Co. may be contingent upon successful completion of a pre-employment drug/alcohol screen and a background investigation. We provide a smoke-free and drug-free work environment. Third-party recruiters and agencies without a current signed contract should not respond to this posting.