Sales Consultant I - Virtual Sales - GWW - US - Sysco

Who We Are:

Guest Worldwide is a global collective of dynamic, industry-leading companies with more than 40 years of unparalleled experience serving the unique needs of diverse markets in every corner of the world. From providing full-spectrum hospitality and distribution solutions at Guest Supply® and manufacturing award-winning personal care amenities at Gilchrist & Soames, to manufacturing versatile and innovative product assortments that create smarter textile solutions at Manchester Mills, we’re proud to provide products to more than 25,000 hotels in over 100 countries. Guest Worldwide is a wholly owned subsidiary of Sysco – an industry leading, global food and beverage distribution company, employing thousands of employees worldwide and home to the 13th largest sales organization in the world. Learn more by visiting www.guestworldwide.com

Position Summary:

The Sales Consultant – Virtual Sales is responsible for promoting the Company’s products and services through building relationships with new and existing customers through the use of virtual mediums, such as video conferencing, telephone, email, and other electronic means. This sales position utilizes consultative selling techniques in order to maintain and grow sales of amenities, textiles, room accessories, paper, janitorial supplies, cleaning and FF&E products to hotels, motels, management groups and/or additional markets for an assigned territory.  The main focus of the Sales Consultant – Virtual Sales is to help the Company’s customers succeed while achieving sales and profit goals established by the Company.

Primary Responsibilities

• Responsible for maintaining and identifying new sales opportunities within prospective and existing accounts.  Make virtual sales calls and presentations to develop and maintain a solid customer relationship to increase sales volume and category penetration. 

• Utilize consultative selling techniques, product knowledge, ROI, analytical research tools (i.e., Phocas, GForce and Salesforce.com) and sales training resources to effectively target new prospects and market growth opportunities.

• Maintain, build, and expand customer relationships via video conference, telephone, email, or other electronic means.

• Continuously manage/monitor assigned accounts and take corrective action, as needed, to maintain and improve the overall customer experience. 

• Regularly consult with assigned accounts as appropriate, including new products and services, company changes, holiday schedules, product pricing or information changes and new opportunities.  

• Immediately notify management if an existing account is in jeopardy of discontinuing service or issues remain unresolved regardless of attempts to correct situation.

• Work with Accounts Receivable to ensure customers pay invoices within agreed upon terms.

• Regularly interact and communicate with various internal departments to provide vital information that may be necessary for servicing the customer. This may include advance notification to Merchandising of changes, increased or decreased product movement, new business, changes in proprietary product or other related information.

• Assist in the set-up of new accounts, including Customer Account Application (CAA), customer order guides, pricing, order schedules, files, etc.  Coordinate with other departments as appropriate to meet or exceed customer expectations.

• Accurately forecast sales results and trends for a specific territory, group of accounts, etc.

Minimum Education:

• Bachelor’s degree in Sales, Marketing or Business preferred

Minimum Experience:

• 1 - 3 years sales experience with proven record of sales success and history of accomplishments.

• Experience in the hospitality or distributed supplies industry preferred.

• Experience in relationship sales, managing new and existing customer opportunities, and up-selling preferred.

SKILLS & ABILITIES:

• Excellent communication (verbal and written), interpersonal and professional interaction skills are necessary to perform at a high degree of proficiency.  Ability to communicate clearly through virtual mediums.  Ability to effectively present information and respond to questions from clients, managers, and colleagues.  Capable of working with others in a proactive and constructive manner.

• Pleasant and professional telephone presence.

• Excellent organizational and project management skills, including the ability to plan, prioritize and execute multiple initiatives autonomously and shift priorities as necessary.  Uses time effectively. 

• Strong presentation, negotiation and closing skills.

• Ability to think creatively and become solution driven.

• Active listening skills to understand and interpret solution driven selling. Aptitude for processing information and incorporating feedback for interactive business conversation.

• Capacity to convey ideas effectively and sell a variety of products

• Professional demeanor, vibrant personality, and the ability to instill trust with people.

• Goal-oriented and driven self-starter who can work independently within a team environment and strive to be the best.

• Familiarization with customer service activities, interdepartmental communications and general finance concepts is required.  Understanding of Sysco’s key business metrics and systems– preferred.

• Respond promptly to customer needs. Solicit customer feedback to improve service.  Respond promptly to requests for service and assistance as needed.

• Identifies and resolves problems in a timely manner. Gathers and analyzes information skillfully. Develops alternative solutions.

• Displays willingness to make decisions. Exhibits sound and accurate judgment. Makes timely decisions.

• Approaches others in a tactful manner. Reacts well under pressure.  Accepts responsibility for own actions. Follows through on commitments.

• Dependable and ensures work responsibilities and customer requirements are covered when absent.  Arrives at meetings and appointments timely.

• Computer literacy including familiarity in handling and maintaining a customer database and skills that include Microsoft Office 365 (Word, Excel, PowerPoint, Teams, and Outlook), video conferencing, and internet navigation.

• Familiarity with analytical software tools and CRM systems (Salesforce.com) a plus.

Physical Demands & Work Environment:

• While performing the duties of this job, the employee is regularly required to sit, stand, walk, and use hands and fingers to operate a computer keyboard, mouse, and telephone to talk and hear. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 20 pounds.  Noise level typically moderate.

• This position will primarily work from a remote home-based office as determined by leadership.

• This position must have enough internet capabilities to ensure timely and effective over-the-internet communications.

• This position must have a dedicated workspace free of any distractions and the ability to participate in internal/external customer conference/virtual calls presenting a business professional environment.

• Limited travel may be required to attend training sessions, staff meeting(s), company events, client meetings and/or industry or vendor trade shows. 

• This position may require evening and weekend work depending on business and/or customer needs.