Inside Sales Manager - Albert Uster Imports, Inc

ABOUT ALBERT USTER IMPORTS

Albert Uster Imports, Inc. (“AUI”) is a privately held gourmet food company headquartered in the Washington, DC area (Gaithersburg, MD) with warehouse locations in Kansas City, Las Vegas, Miami, Los Angeles, San Francisco and Gaithersburg. AUI falls under the Vestar Capital Partners portfolio with affiliate organization, Roland Foods, LLC. 

Founded in 1968, the company offers over 1,400 products from around the world. We serve leading hotels, restaurants, casinos, cruise lines, airlines, and manufacturers with innovative, high-quality products and solutions to their most demanding culinary challenges. We operate a network of distribution centers across the U.S. and serve select International markets as well. AUI has a national direct-selling organization of over 60 sales professionals and a staff of culinary experts (chefs and food scientists) adept at custom product solutions.

ABOUT THR ROLE

The Inside Sales Manager is responsible for leading and managing a team of Inside Sales Representatives to achieve sales targets and drive revenue growth. This role involves overseeing all aspects of the inside sales process, including customer prospecting, lead generation, sales negotiations, and customer relationship management. The Inside Sales Manager will collaborate with cross-functional teams to develop and implement effective sales strategies, identify market opportunities, and ensure the team's performance aligns with the company's objectives.

As a response to the pandemic, Albert Uster Imports Inc. office employees have transitioned to a hybrid working schedule, requiring employees to report in-person Monday through Wednesday, with the option to telework on Thursday and Friday each week. Due to the collaborative, cross-functional nature of the organization, employees at the Gaithersburg office are required to work in-person for the abovementioned days, outside of any People & Culture-approved disability accommodation request.

RESPONSIBILITIES

• Team Leadership: Provide leadership, guidance, and mentoring to the Inside Sales team. Set clear performance expectations, conduct regular performance evaluations, and provide coaching and feedback to drive individual and team success.
• Sales Strategy: Develop and execute sales strategies, objectives, and action plans to achieve sales targets and revenue goals. Analyze market trends, customer needs, and competitor activities to identify new business opportunities.
• Pipeline Management: Monitor and manage the sales pipeline to ensure accurate forecasting and achievement of sales goals. Implement and utilize CRM systems to track leads, opportunities, and sales activities. Provide regular reports on sales performance and pipeline status to senior management.
• Sales Process Optimization: Continuously evaluate and improve the inside sales process, including lead generation, qualification, and conversion. Identify bottlenecks and implement strategies to streamline workflows and improve overall efficiency and effectiveness.
• Team Development: Train, onboard, and develop the Inside Sales team members. Provide ongoing coaching, training, and professional development opportunities to enhance their sales skills, product knowledge, and industry expertise.
• Collaboration: Foster strong collaboration with other departments, such as Marketing, Innovations, Purchasing, Sales Operations, Accounting, and Customer Experience, to align sales efforts with overall business objectives. Ensure that there is a strong, positive, collaborative working relationship with the Gastro (outside sales team).
• Customer Relationship Management (CRM): Build and maintain strong relationships with key customers and accounts. Ensure high levels of customer satisfaction and address any customer concerns or escalations in a timely manner.
• Sales Performance Monitoring: Monitor individual and team performance metrics, such as revenue attainment, new and reactivated account conversion rates, and sales volume goals. Implement performance improvement plans as needed and recognize and reward outstanding performance.
• Market Intelligence: Stay updated on industry trends, competitor activities, and market conditions. Provide insights and recommendations to senior management on market opportunities, customer preferences, and competitive positioning.
• Collaborate with the Corporate Account Managers to grow business through direct contact with current and potential customers.  Execute sales strategies, objectives, and action plans to achieve sales targets and revenue goals.  Use clear written communication when assigning National Account tasks to other departments within AUI. Keep organized project management documentation.
• Other tasks as determined by management.

QUALIFICATIONS AND SKILLS

Required

• Bachelor's degree in business, sales, marketing, or a related field (or equivalent experience).
• Proven experience in inside sales, preferably in a leadership or management role.
• Proficient in using CRM systems, Excel, and sales productivity tools.
• Strong understanding of sales processes and methodologies.
• Demonstrated ability to motivate and lead a sales team to achieve targets.
• Results-driven with a focus on delivering revenue growth.

Preferred

• Call center experience a plus.
  
• Strong problem-solving and decision-making abilities.
• Excellent communication and interpersonal skills.
• Analytical mindset with the ability to leverage data to drive sales strategies and decisions.

SALARY RANGE

AUI hires exceptional people to perform a wide variety of important functions that contribute to the success of the Company. One of the ways Roland Foods does that is through a competitive compensation package. The base salary for this role will be $75,000 - $90,000.

This role is bonus eligible, paid out quarterly.

Based on your qualifications, previous experience, and transferrable skills, the Company will determine at its sole discretion, the salary offered.

Founded by immigrants, AUI & Roland Foods knows that diversity is the spice of life. We believe in the power of food to open minds, spark adventure, and bring diverse people together.  All are welcome at our table! We know the transformative value of food in individual lives and communities. Because of this, we insist on obtaining the highest-quality ingredients and talent!

AUI is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. AUI considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. AUI is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at peopleandculture@rolandfoods.com.