Key Account Manager - Sani Professional - Northern CA

Driven by a commitment to research, quality and service, PDI, Inc. provides innovative products, educational resources, training and support to prevent infection transmission and promote health and wellness. Encompassing 3 areas, our Healthcare, Sani Professional and Contract manufacturing divisions, we develop, manufacture and distribute leading edge products for North America and the world.

This is a home based position near Sacramento CA servicing a Northern CA territory.

http://www.saniprofessional.com/

Achieves territory sales, product category and business developmental objectives through the sale of products to core segments in the foodservice industry including, casinos, local/regional chains, major end-user customers, and key distributors within an assigned geographical area in keeping with the policies and procedures of the Sani Professional Division. Operate geographic territory and productively deploy resources available to Sani Professional to expand business and to enhance the customer experience.

ESSENTIAL FUNCTIONS AND BASIC DUTIES

Regarding End-User/Operator Development & Management (70%):
a. Build and maintain relationships with top operators in market
b. Focus on strengthening line by expanding assortment at key locations
c. Develop, maintain and expand relationships with key purchase influencers (e.g., food safety, marketing) as well as economic buyers (e.g., purchasing, operations)
d. Reports regularly on sales activities and opportunities and reviews progress against forecast and budget with National Account Manager
e. Maintains sales activity files on all current and potential customers; Maintains pertinent documents. Maintains a complete inventory of samples of all products sold by the Company and provides those samples on an as needed basis to operator and distributor customers.
f. Performs such other duties as assigned.

Regarding Distributor Development & Management (15%):
a. Build and maintain relationships with key distributor management
b. Negotiate marketing plans, conduct business reviews
c. Resolve key distributor problems, including deduction reconciliation, leveraging inside teammates as necessary.
d. Reports regularly on sales activities and opportunities and reviews progress against forecast and budget with National Account Manager
e. Conducts distributor sales meetings to ensure Sani Professional’s full product line is properly presented and sold.
Regarding Administrative Duties (10%):
a. Plans and operates within established corporate guidelines to maintain expenditures within budget allocations. Acts judiciously in the use of company assets and resource
Organization Analysis
b. Review/analyze sales and trade spends reports (self, customers, etc.)
c. Documents sales activities in a timely manner. Maintains profiles of all current and prospective customers and maintains pertinent documents such as proposals, supply agreements and memos regarding status meetings with distributors, brokers and key end users.

Miscellaneous (5%):
a. Up to 50% travel as needed.
b. Discipline to work out of a home office
c. Adherence to corporate policies as required

Requirements

EDUCATION/CERTIFICATION: 4-year college degree preferred

REQUIRED KNOWLEDGE: Must have in depth knowledge of the foodservice industry including operator segments and distributors. Must have solid understanding of the sales cycle and sales techniques. Must be proficient in Microsoft Office.

EXPERIENCE REQUIRED: Minimum of 3 years of verifiable sales results in the foodservice industry working for leading Companies i.e. Pactiv, Hutahmaki, SCA, Eco Lab, etc. Must have current relationships with Key operator and distributor customers withn assigned Region.

SKILLS/ABILITIES: Must demonstrate strong written and oral communication skills along with strong negotiating skills, be a self- starter capable of working independently, as well as part of a team. Must take pride in results and accountability for performance.

WORKING CONDITIONS

NONE: No hazardous or significantly unpleasant conditions.

INTENT AND FUNCTION OF JOB DESCRIPTIONS

Job descriptions assist organizations in ensuring that the hiring process is fairly administered and that qualified employees are selected. They are also essential to an effective appraisal system and related promotion, transfer, layoff, and termination decisions. Well-constructed job descriptions are an integral part of any effective compensation system.

All descriptions have been reviewed to ensure that only essential functions and basic duties have been included. Peripheral tasks, only incidentally related to each p