US Foods Sales Analyst-Area in Portland, Oregon
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Summary: Three days per week in Woodburn-Two days remote-Work with Area Director of Sales Support to identify and prioritize opportunities to grow sales and profitability and allocate specialist resources. Responsible for providing informed recommendations about specific detailed sales opportunities within the Area’s customer base that will be disseminated to the sales organization in order to increase sales and profit. Identify opportunities to increase penetration, reduce churn, assess and prioritize high potential leads. Responsible for analyzing and reporting sales-related information to support sales productivity increases and providing ad-hoc analytical support to the Area Director of Sales Support. Own Sales Route planning process and sales compensation computations. Responsible for analyzing and providing customer incentive recommendations to help drive top line sales and own rebate initiation process.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Make informed recommendations to Area DSS on specific sales opportunities to drive growth and profitability in line with Area Sales objectives. Determine account and product-specific penetration opportunities within the customer base, identify account level penetration and highest potential opportunities by category, segment and TM based on density factor, sales potential, and customer profitability utilizing void matrices; assess geographic mapping of each TM’s market span.
Provide DSS with analytical information so that the DSS and Specialist Manager can prioritize and deploy Culinary Specialists against high potential growth opportunities, prioritize lead generation and penetration opportunities by TM to filter down to DSMs, identify and communicate category and segment penetration opportunities to the Culinary Specialists and provide weekly penetration opportunity emails with top 50 products and pricing suggestions to the Sales force.
Use predictive analysis to reduce account churn and proactively identify high risk accounts based on churn indicators, including tracking category decline and lost customers and identifying related churn patterns; communicate at-risk accounts to Customer Solutions Coordinator to feed into SOS processes.
Assess penetration and potential to accurately determine required service levels and assign specific account service levels for new accounts, providing such information to the DSS to support the allocation of Specialists.
Identify customers open to a lower touch service model, including identifying those who plan to place orders either online or via telephone, based on low potential or other customer characteristics (e.g., gourmet); determine customer requirements for a sales representative.
Measure and track financial results of key initiatives monthly, monitoring category and segment results and flagging areas of concern to Specialists, particularly following launch of initiatives, promotions, new products, etc.
Own the Sales Route Planning process and Transfer Tool. Assist the VPS in setting annual growth targets and working with sales organization on completion of the AOP planning process. Process transfer information timely to ensure alignment of actual and AOP for bonus calculation purposes.
Analyze and propose customer rebate opportunities to grow profitable top line sales. Work with field sales to initiate profit model requests for proposed incentives and ensure compliance with rebate guardrails established by Area management. Own rebate initiation process in Local Customer Rebate Workflow (LCRW). Analyze customer rebate performance versus performance achievement and recommend course corrections as appropriate.
Complete Sales Rep variable compensation computations including core and maintenance commissions, case growth bonuses, sales route bonuses and/or other components as defined by local compensation plan. Analyze TM performance and recommend actions to enable TM to achieve goals and maximize compensation.
Develop and maintain Excel and Access-based applications for use in creating ad-hoc reports for the VP Sales, on product pricing impact and profit driving products, determine TM pricing patterns, opportunities, etc., for the sales organization.
Education/Training : Bachelor’s Degree or equivalent work experience required ; MBA or Master’s Degree preferred.
Related Experience: 3 years previous experience in an analytical role required .
Knowledge/Skills/Abilities: Individual must possess strong analytical skills and the ability to prioritize an everchanging list of requests. Excellent oral and written communication skills, as well as strong interpersonal, influencing and relationship building skills are also required. Critical thinking skills and strong problem solving abilities are a must. Must be able to work autonomously to provide Area DSS with clear insight and recommendations to grow sales and profitability. Proficient in Microsoft Office programs (Access, Excel, Word, PowerPoint) required ; proficiency in Merlin, Discoverer, and SalesForce.com preferred.
EOE* Race/Color/Religion/Sex/Sexual Orientation/Gender Identity/National Origin/Protected Veteran/Disability Status*
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US Foods is one of America’s great food companies and a leading foodservice distributor, partnering with approximately 300,000 restaurants and foodservice operators to help their businesses succeed. With 28,000 employees and more than 70 locations, US Foods provides its customers with a broad and innovative food offering and a comprehensive suite of e-commerce, technology and business solutions. US Foods is headquartered in Rosemont, Ill., and generates more than $28 billion in annual revenue. Visit www.usfoods.com to learn more.
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