Area Catering Sales Manager

Panera Bread - Fenton, MO

Full-time - Mid Level

Fenton, MO

Food Services and Drinking Places

About the position

This position is a remote role focused on the management, support, and leadership of a sales team within a designated geographic territory. The individual will be responsible for driving annual revenue in the range of $15 million to $18 million, which includes sales from a portfolio of new, active, and lapsing clients. The primary goal is to achieve profitable results through effective coaching, performance management, and skill development of the sales team. The role requires regular engagement with the Director of Catering Sales to align on regional strategies and staffing needs, ensuring that sales representatives are effectively positioned to meet their targets and collaborate across accounts. The responsibilities include developing quarterly business plans and sales strategies to ensure the attainment of team goals, while also inspecting team activity regularly. The individual will work closely with the Sales Leadership team to meet company and sales objectives and will participate in broader catering leadership discussions to assess sales performance and define future directions. Additionally, the role involves assisting in the development and implementation of marketing plans in collaboration with Catering Marketing, ensuring that sales representatives are maximizing their leads and opportunities. Client management is a critical aspect of this position, where the individual will engage with clients to ensure that catering services are well-positioned and to support sales efforts. The individual will also serve as an escalation point for any client or operational issues and will support sales team members in managing high-value accounts to ensure ongoing support and repeat sales. The mastery of Panera's catering offerings and the ability to handle large events is essential for providing the highest level of customer experience. Team management responsibilities include planning, recruiting, onboarding, and training new sales team members. The individual will conduct performance reviews and ensure that the team meets all operational requirements. Regular coaching and development sessions will be held with sales representatives to enhance communication, identify training needs, and improve client account management. The use of tools such as Outlook Calendar and Salesforce.com will be essential for organization and strategic planning.

Responsibilities

• Manage and lead a team of salespeople within a specific geographic territory.
• Develop quarterly business plans and sales strategies to achieve team goals.
• Engage regularly with the Director of Catering Sales to align on regional strategy and staffing requirements.
• Collaborate with the Sales Leadership team to meet company and sales objectives.
• Assist in the development and implementation of marketing plans with Catering Marketing.
• Ensure accurate reporting on team activity and revenue contribution in conjunction with Sales Operations.
• Engage with clients to ensure catering services are well-positioned and support sales efforts.
• Serve as an escalation point for client or operational issues.
• Oversee high-value accounts to ensure ongoing support and repeat sales.
• Plan, recruit, onboard, and train new sales team members.
• Conduct performance reviews and manage overall performance of sales reps.
• Provide regular coaching and development to sales representatives.
• Conduct weekly one-on-one reviews with sales reps to enhance communication and performance.
• Utilize Outlook Calendar and Salesforce.com for organization and strategic planning.

Requirements

• Minimum 5 years of current sales experience.
• Minimum 3 years of sales management experience overseeing other salespeople (preferred).
• Associate's Degree or higher preferred; BA/BS strongly desirable.
• Strong mentoring, training, and coaching skills.
• Excellent oral and written communication skills.
• Superior cold calling and closing ratio.
• Detail-oriented and organized individual with strong analytical skills.
• Ability to work in a fast-paced environment and effectively meet deadlines.
• Results-oriented individual that can work effectively with limited supervision.
• Proven track record of success and sales growth.
• Superior CRM knowledge; Salesforce.com experience preferred.
• Successful in building sales and motivating teams.
• Strong time management skills and follows through on commitments.
• Works well under pressure and able to meet timelines.
• Holds self and others accountable to goals and expectations.
• Represents themselves with the highest level of integrity and professionalism.

Nice-to-haves

• Experience in the catering or food service industry.
• Familiarity with performance management tools and techniques.
• Advanced knowledge of sales analytics and reporting.

Benefits

• Flexible work schedule including the possibility of weekends and evenings.
• Remote work opportunity.
• Professional development and training opportunities.