Regional Catering Sales & Accounts Manager - Greater Richmond VA Area

Job Description

Job Title: Regional Catering Sales & Accounts Manager    Location:  Corporate

Department:  Marketing 

Pay Band: Sr. Professional

Position Summary:  The Regional Catering Sales & Accounts Manager is responsible for growing sales, managing customer relationships and order planning for key Wawa Catering customers. Develops plans to secure new regional business and grow existing business that meets operational targets. Manages retention of customers within region and ensures profitability for each order. Responsible for all account services and communication, which also includes order intake, inter-departmental communication, delivery coordination, billing, and collections.  Ensures Wawa stores and dedicated catering facilities have the details required to execute orders and exceed the customer’s expectations. 

Principal Duties:

• Create, manage and grow a portfolio of Wawa Catering customers, to include all elements of services from order intake to final delivery. Manage existing customer relationships, ensuring high quality execution of services. 

• Manage a portfolio of accounts that represent various industries across regional Wawa markets.

• Manage retention plans across regional Wawa Catering customers.

• Manage relationship of key accounts to ensure full transparency on issues and upcoming changes.

• Ensure Wawa retains current business and achieves incremental profit and volume growth as set forth in the budget targets. 

• Organize daily, weekly and monthly plans to meet with new and existing clients to solicit catering using techniques agreed upon by the catering leadership team.

• Gather and evaluate market intelligence to ensure Wawa Catering is best positioned to act quickly on changing market conditions. Maintain and update market knowledge on Wawa Catering chief competitors.

• Conduct detailed analysis at a customer level of portfolio profitability to understand order profiles, pricing, discounts, etc. Make recommendations and take required actions to ensure Wawa Catering maintains profitability targets. 

• Manage a growth planning process in accordance with Wawa’s strategic development plan for B2C and B2B Catering plans.

• Partner with closely with regional Store Operation leadership and store teams regarding selling tactics (key relationships, location focus), capacity and labor planning/constraints.

• Manage the process of billing, invoicing, tax exemptions, reoccurring orders, collection efforts and contract management in conjunction with Corporate Accounting.

• Manage customer info request email queue and sales team voicemail, ensuring customers receive a timely and accurate response.

• Develop and manage the process of ensuring customer satisfaction from order intake to order completion.

• Solidify large custom catering deals, including bids and contracts, ensuring customer expectations are met along with safeguarding operational feasibility and profit margins.

• Ensure all activities fall within the operating guidelines set forth by Local, State and Federal food safety regulations.

• Act as a brand ambassador for Wawa.

Essential Functions:

• Ability to work well individually as well as in a team environment
• Excellent oral and written communication skills
• Excellent customer service skills
• Ability to work with little or no supervision
• Detail oriented and excellent organizational skills
• Excellent analytical and problem solving skills
• Ability to handle multiple projects simultaneously and independently
• Excellent interpersonal skills
• Proven self-starter with demonstrated ability to make decisions
• Excellent leadership skills
• Travel required:  30% travel
• Ability to effectively negotiate
• On call 24/7/365 weekends, after hours, holidays as needed

Basic Requirements:

• Bachelor’s Degree preferred
• 5-10 years in a catering customer service, account management, or sales role
• Minimum five years Catering sales experience, comfortable cold calling. Able to utilize social media (eg: Linkedin) to build potential customer list. Experience in writing catering quotes.
• Current book of catering business in applicable Region preferred
• Familiar with coordination of small delivery operations and cost center management
• Demonstrated skills in organization, communication, supervision and negotia