Healthcare Solutions Specialist - Michigan Region

Incentive - Sales Incentive Plan , 20% Quarterly Individual Target

This role requires the candidate to be based in the Michigan region

Job Summary :

This position will be responsible for growing local healthcare business within the Michigan Region (Detroit, Grand Rapids, etc.) by developing relationships with current and perspective customers in Acute Care, Senior Living, and Long-Term Care sectors that traditionally require expertise around nutritional requirements, regulatory compliance, menu development, disaster planning, and Group Purchasing Organizations.

This role will execute targeted strategies driven from our National Account team (e.g., supporting a business review) and develop and execute regional Healthcare strategies across independent and Food Service Managed business. Sales and customer goals will be accomplished through analysis of sales, suggesting programs, explaining the benefits of our Ingenium Valued Services to customers and conducting customer business reviews, working with Healthcare Marketing, Merchandising and Sales Departments, Brokers, Vendors, professional associations, Culinary Specialists, and participating in sales and marketing activities. Specialists will prioritize time, targets, and team selling efforts (GSC and Regional) based on market insights and data analytics in coordination with the business development team.

Primary Responsibilities :

Supports and executes targeted Healthcare sales strategies to gain market share and achieve region and individual annual business goals and support GSC Healthcare initiatives, delivering profitable sales growth and penetration across categories, specialty segments, and Sysco brand. Identify the needs of customers and prospects to assemble a product mix that delivers solutions and helps achieve business objectives.

Develop and maintain relationships with customers, chefs and sales team members to champion a team selling process.  Track activities and results, collaborate on opportunities, and champion the team selling process through use of Salesforce (Sysco’s CRM tool). Leverage sampling in a solutions-oriented manner to close sales.

Support execution of prioritized sales strategies through direct selling and engagement of customers and prospects at Sysco events (e.g. Healthcare Seminars w / req CEU accreditation submission responsibilities) and regional industry professional events (e.g. tradeshows and meetings, ANFP, AHF chapters, AHCA, SDA, etc.)

Market and support Sysco Healthcare value added services. Maintain a thorough understanding of Sysco value proposition to include the comprehensive set of Healthcare Ingenium Valued Services and provide local customer support as needed. On an as needed basis, provide nutritional system tools and referrals to consultant RDs to help customers meet federal and state requirements. Additionally, support customer’s emergency preparations related to product procurement and provide product recommendations for emergency supplies.

Act as the single point of contact for Healthcare connecting the Regions to the Global Support Center (e.g., Healthcare Team and VPNAs / Sr.NAMs) and maintain an understanding of all relevant Marketing Team and VPNA’s / Sr. NAM’s) and maintain an understanding of all relevant third-party integrations (e.g., DSSI,

CBORD). Conduct local customer business reviews providing recommendations on cost saving and efficiency opportunities.  Provide local coordination for NCOB for new customer onboarding.

Provide feedback to specialty companies and merchandising on product quality, product integrity, product mix, customer satisfaction, perceived value and competition

Education Required :

High School Diploma or GED

Education Preferred :

Bachelor's degree in a related field (Nutrition, hospitality management or healthcare administration) or equivalent educational level

Experience Required :

3 years of related foodservice, distribution or supplier sales experience, and / or healthcare management experience

Licenses / Certification Preferred :

Registered Dietitian License, Certified Dietary Manager (CDM), or Dietetic Technician, Registered (DTR) strongly preferred

Technical Skills and Abilities :

Proficiency in Healthcare knowledge, trends, industry regulations, and reimbursement programs (Medicare & Medicaid) required

Analytical problem-solving skills, including familiarity with analyzing reports and deriving insights from data

Ability to express information in terms of profit and loss, food cost and expense ratio

Strong financial acumen and ability to properly plan and execute business plans

Flexible; readily accepts change; open to new ideas

Track record of success in the area of consultative selling, networking and negotiations

Proficient communication and interpersonal skills and ability to work with and influence a variety of key stakeholders

Experience building trust with prospective customers and securing new business

Ability to learn the use of proprietary CRM tools for planning and forecasting sales growth

Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)

Proactive and self-directed, with the ability to structure a weekly schedule to be successful

Demonstrated ability to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)

Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time

Understanding of marketing principles, product lines, ordering procedures and Sysco’s credit terms

Physical Demands :

Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions of this job.

Travel Requirements :

min 50% of time is travel

Work Environment :

Combined remote and field office setting environment

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