Group Sales Director - Outstanding Leadership Opportunity - Northern Ohio Area

The Wasserstrom Company is the leading Food Service Distributor in the nation. Established in 1902, we are a family-owned company with our headquarters in Columbus, Ohio. We currently have a career opportunity available for a Group Sales Director to join our team. The Group Sales Director operates in a general manager capacity, responsible for managing functions such as sales, project management, design, and sales operations for the Foodservice Equipment team. These teams are responsible for the Midwest territory by managing existing accounts as well as identifying and cultivating new accounts for the company.

Essential Duties and Responsibilities
Include but are not limited to the following:

Business and Process Management:

• Leads the department in business development by calling on independent and multi-unit restaurants as well as architects and other professionals at commercial, industrial, and other establishments to persuade prospective client of desirability and practicability of products or services offered.


• Execute process improvement projects designed to improve efficiency and profitability.


• Assist staff by working with end users to make equipment selections, process improvements, or use of materials or services which would result in cost reduction or improvement in operations.


• Identifies potential clients through knowledge of the territory. Specific attention given to existing businesses, those at startup stage and non-food service. businesses that have potential need for equipment. Initial qualification of potential clients generally unnecessary or easily done.


• Maintain existing client relationships through in person and virtual meetings, contacts owner or other individuals responsible for buying to increase product offerings ie. Smallwares, Furniture, Exhaust Systems.


• Identifies client needs through observation and interview. May know from experience typical needs of client. Interviews clients as to current and future needs; suggests products to improve productivity.


• Assists sales with new clients in setting up credit accounts. May assist/advise clients with necessary documentation. Participates in resolving credit problems relating to returns, defective merchandise and service problems.


• Advocates the use of NexGen and preferred vendors when available – provides training and support of the brands.


• Maintains existing accounts by performing any or all of the responsibilities listed previously. Negotiate contracts, close deals, analyzes needs and functions as a consultant to the end user.


• Responsible for the data and analytics for the team.

Team Leadership:

• Design training program for the Foodservice Equipment team members and help to execute the training program.


• Train direct reports on design guidelines and best practices for industry and client market segment. Use existing customer documents to develop and prepare cost estimates or projected increases in production from client’s use of proposed equipment or services.


• Works with team members to draft sales contracts for products or services, review for accuracy, ensuring best pricing strategies and discount structures.


• Works with team members to match client needs against known products and stock items. May work from end results desired, health department regulations. May also identify items by their end use (versus client’s name for item). Also advises client of products with multiple uses. May verify product identification with actual end user.


• Set clearly defined performance goals and objectives for staff, adjust expectations through check-ins and realignment of objectives, and provide development opportunities to stretch their capabilities and growth potential.


• Other duties as assigned.

Education and Experience:

Other Skills and Abilities

Include but are not limited to the following:

• Language Skills - Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.


• Mathematical Skills - Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.


• Reasoning - Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.


• Computer Skills - Must be proficient with PC skills and related software applications including Microsoft Office Suite (Word, Excel, PowerPoint). Experience with SAP systems, and AI tools is a plus.


• Problem Solving - Identifies and resolves problems promptly; Gathers and analyzes information skillfully; Develops alternative solutions; Uses reason even when dealing with emotional topics.


• Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.