Sales Analyst
US Foods Inc. - Seabrook, NH
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.
Third Party:
Any employment agency, person or entity that submits a
résumé into this career site or to a hiring manager does so with the
understanding that the applicant's résumé will become the property of US Foods.
US Foods will have the right to hire that applicant at its discretion without
any fee owed to the submitting employment agency, person or entity.
Employment agencies that have fee agreements with US Foods
and have been engaged on a search shall submit résumé to the designated US
Foods recruiter or, upon US Foods authorization, submit résumé into this career
site to be eligible for placement fees.
#LI-KC1
#IND
***EOE
Race/Color/Religion/Sex/Sexual Orientation/Gender Identity/National
Origin/Protected Veteran/Disability Status***
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.
Knowledge/Skills/Abilities: Individual must possess strong analytical skills and the ability to prioritize an ever-changing 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. Highly proficient in Microsoft Office programs (Access, Excel, Word, PowerPoint) required; proficiency in Merlin, Discoverer, and SalesForce.com preferred.
Posted: 30+ days ago
