Who We Are

Gilchrist & Soames, a division of Guest Worldwide, is a global personal care manufacturer that combines its industry leading hotel amenity manufacturing capabilities with a passion for pure and innovative bath products. We have an unwavering commitment to excellence, environmental stewardship and clean, skin-friendly formulations. For more information, visit www.gilchristsoames.com.

About Guest Worldwide

Guest Worldwide, a Sysco company, is a leading global manufacturer and distributor to the Travel and Leisure industry, providing hospitality products for more than 40 years to over 25,000 well-known hotel chains and independent properties in over 100 countries. Recently achieving 1 billion dollars in annual revenue, Guest Worldwide has grown its business by over 200% in the last 7 years. Manufacturing, distribution, and purchasing resources are strategically located in the United States, Canada, Europe, Asia, and the Middle East, ensuring superior product selection and availability, as well as quick and efficient response to meet virtually every need.

Guest Worldwide is also a wholly owned subsidiary of Sysco. Sysco is a 50-billion-dollar industry leading global food and beverage distribution company, employing hundreds of thousands of employees worldwide and home to the 13th largest sales organization in the world.

POSITION PURPOSE:

This position is primarily focused on generating revenue from the acquisition of new accounts within existing or new market segments. . Additional responsibility for retaining or expanding business within existing end user customers. Sales targets and strategic target market segments are determined by a set of criteria established and assigned by sales management. Key learning from this position will drive future strategy, product mix and growth plans for new verticals. The utilization of strategic and diligent prospecting along with disciplined planning, excellent relationship building and closing skills is essential to consistently developa successful pipeline of new accounts

This work location is flexible as the work to drive new sales and manage large new market accounts can be office based or remote reporting into Gilchrist & Soames and will include travel within the US to key customer meetings and trade shows.

PRIMARY RESPONSIBILITIES

In order of importance (most to least), briefly describe 4-6 primary responsibilities of the position, and approximate the percentage of time spent on each.

Primary Responsibility

Provide technical, customer relations, and personnel management for major programs and projects.

New business acquisition

• Identify and target new business opportunities to meet or exceed sales goals.
• Develop and implement a strategic plan to successfully grow sales of personal care amenities within existing and new market segments. .
• Work collaboratively with Product Development and Marketing to develop new brands and innovations to meet the needs of target customers. Clearly communicate needs to include amenity brands recommended, delivery format, product design and aesthetics and customer timelines.
• Prepare and present product presentations and demonstrations as needed. Present product features and benefits, new product innovations and other relevant product information that meets the customer’s requirements and expectations.
• Negotiate/quote pricing and terms in collaboration with internal partners within the organization and manage the onboarding of new customers to effectively transition from lead generation to long term customer.
• With support from sales leadership is consistently manage more complex selling situations, including determining the relevant stakeholders within a customer and customizing messaging /solutions for successful account acquisition.

Utilize a creative mindset to aid in the development of more complex product solutions, including new product development, new retail partnerships or the creation of G&S house brands.

Support manufactured (and strategically sourced) product sales growth • Work collaboratively with distribution partners to target new business with parent brands, Group Purchasing Organizations (GPOs).

Identify distribution gaps to service new customers/market segments. Communicate the need to sales leadership for consideration.Participate in corporate account meetings as the manufacturer sales rep supporting teams selling to new markets.

• Coordinate and participate as needed at Trade Shows as the manufacturer sales rep.

• Uses a CRM system to promptly and accurately document sales activities, keep track of plans, pipeline development, and progress of prospective opportunities.
• Participates on project teams, communicates cross-functionally with internal departments, and performs other duties as assigned.

QUALIFICATIONS

List the minimum required levels of Education, Experience, and Special Skills needed to perform the responsibilities of the position.

Minimum Required:

• Bachelor’s Degree or equivalent experience. Business, Sales, Marketing.

Minimum Required:

• Minimum of five+ years of sales experience with a focus on New Business Development/New Account Acquisition including inside and outside sales..

Minimum Required:

• Professional, polished telephone presence and face-to-face demeanor. Exceptional verbal and written communication, negotiation and active listening skills.
• Ability to ask meaningful questions to help identify and solve customer needs.
• Professionally persistent with great follow up.

• Ability to understand and retain information on a large portfolio of products and brands
• Significant internal relationship management skills to partner on the development of new products, and negotiation of costs/pricing and contract terms as applicable.
• Strong proficiency with basic computer hardware and software (Microsoft Office: Word, Excel, PowerPoint and Salesforce CRM).