The Territory Manager is responsible for 1/ planning and executing suppliers’ contracting initiatives, and 2/ developing successful relationships with Avendra customers, and suppliers, in the lodging industry within specified geographical areas or countries in the Caribbean and Latin America.
Candidates are expected to showcase keen business skills to increase customer satisfaction, program participation, solving problems, implementing new programs while negotiating and overseeing a portfolio of contracts in which s/he will ensure the supplier’s spend penetration, suppliers meet their contractual commitments and that customers’ needs are being met.
Position Reports to Director, Caribbean & Latin America
This position is open to candidates based in Miami, Ft. Lauderdale, or Orlando, Florida.
Strategic Sourcing
• Author Initiative Strategy Worksheets (ISWs) by thoughtfully planning initiatives; manages annual plan by creating realistic timelines and meeting milestones; communicates initiative status.
• Lead effective supplier negotiation and pricing strategy development efforts which integrates Avendra’s principles and value proposition.
• Lead business ownership activity for his/her portfolio of contracts.
• Build and maintain supplier relationships; hold suppliers accountable to deliver contractual commitments.
• Use market knowledge of competitive environment and market trends to develop strategies and to continuously improve our benefits presentation and customer success.
• Act as the sourcing technical expert in client/customer meetings, demonstrate product/service technical knowledge, and call-in technical experts when required.
Customer Care
• Ensure execution of Avendra’s strategic value proposition for the client (headquarters) at the customer level (end-user), creating a competitive differential by building results-focused relationships, fostering trust of Avendra’s expertise, and providing best-in-class support.
• Analyze customer activity to identify non-participation and drive adoption of Avendra suppliers through the development of insights that teach customers new approaches to reach their goals and presenting the value of Avendra resources in a consultative fashion.
• Schedule customer business reviews that address client objectives and generate two-way collaboration while being an advocate for our customers to solve problems. Act as a Subject Matter Expert (SME) with the goal to becoming a Trusted Advisor.
• Manage the process along with the Avendra HQ Implementation team for new customer roll-out meetings, including customer/supplier conference calls, kick-off meetings and follow-up processes.
• Document FSCR/Customer/Supplier communication in eRM, to include comprehensive call reports based on customer visits.
Secondary Responsibilities
• Partner with internal departments (Account Management, Finance, Legal, etc.) to identify ways to improve value for customers and suppliers.
• Collaborate with clients as needed.
• Participate in complex sales discoveries where local knowledge is required.
Significant international procurement experience, preferably in food distribution, hotel, or food service.
• Solid business judgment.
• Strong technical sourcing process knowledge.
• Must possess a consultative, customer-centric/customer advisor philosophy.
• Excellent written/verbal communication and presentation skills.
• Strong negotiation skills
• Ability to build strong relationships with suppliers and customers.
• Ability to perform analyses and interpret results into actionable steps.
• Ability to manage multiple contracting initiatives at once
• Efficient organizational skills (time/territory management) a must.
• Strong attention to detail and process orientation.
• At a minimum, intermediate Microsoft Office skills (Word, Excel, PowerPoint).
Overnight Travel Requirements. Type: All modes of transportation, percentage up to 30%, length: 2-4 nights. Must be able to travel internationally and have a valid passport (and all legal documentation required to enter/exit US, Central America, and Caribbean countries & territories.
Years of Relevant Experience. 5-10 years of experience in business management (operational or management consulting) with an understanding of procurement, contracting, supply chain optimization and/or category management
Education Requirements. BS/BA in relevant field or equivalent years’ experience with education in supply chain, business, economics, or related field highly desired
Language Requirements.
• Full Professional Proficiency in English: Able to use (speak, write, and read) the language fluently and accurately on all levels pertinent to professional needs.
• Minimum Professional Proficiency in Spanish: Able to use (speak, write, and read) the language with sufficient structural accuracy and vocabulary to participate effectively in most formal and informal conversations on all levels.
Work Environment. This job operates in an office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers, scanners, filing cabinets and fax machines. This role spends a portion of the time visiting customer and/or supplier facilities which could include loading dock and/or warehouse environments.
Other Duties. Please note this role description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required for this job. Duties, responsibilities and activities may change at any time with or without notice
Aramark offers comprehensive benefit programs and services for eligible employees including medical, dental, vision, and work/life resources. Additional benefits may include retirement savings plans like 401(k) and paid days off such as parental leave and disability coverage. Benefits vary by location and are subject to any legal requirements or limitations, employee eligibility status, and where the employee lives and/or works. For more information
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