Job Description
Purpose Statement
The Regional Sales Manager will be responsible for the attainment of annual sales goals and objectives for all assigned accounts in alignment with the overall In-Store Bakey & Deli (ISBD) sales strategy.
This professional will cover the southern California region and other areas as needed
Key Accountabilities and Outcomes
- Achieve individual and market case/financial margin targets by executing division strategies and delivering a Rich Experience through well-refined local market plans.
- Develop and implement a data driven selling approach via a deep understanding of Industry Insights and Customer Data using tools such as Circana/ IRI, Nielsen, etc.
- Execute channel and account specific plans
- Proactively create new selling opportunities specifically focused on accounts
- Develop effective retail “pull-thru” marketing programs to support the needs of key retailers
- Communicate/coordinate with Broker Partners to provide service to all assigned accounts in support of business building opportunities.
- Clear understanding and articulation of chain’s "value proposition" of services and support designed to provide our customer base with the tools required to allow for a focused effort on enhanced selling at retail.
- Establish key relationships with assigned customers, focusing on senior management, merchandising, operations, procurement, and logistics.
- Profitable execution and leadership of annual Business Plan development in conjunction with Corporate and Division objectives. This will include:
- Overall account management with a focus on priority platform placements.
- Solid direction and leadership to Broker Partners on objectives and profitability expectations.
- Attainment of the annual sales goals and objectives.
- Consistent and thorough utilization of system tools (e.g. Salesforce, Sales Discovery System, Blacksmith, Circana/ IRI, Nielsen etc.) in order to build and maintain a pipeline of opportunities and wins and drive accurate forecasting
- Accurate and timely weekly sales reporting, focused on profitable growth with customers, brokers and marketplace information
- Establish effective relationships with key Distributor contacts in the segment, where applicable.
- Responsible for customer forecasting, pricing and acting as the key liaison between the customer order process and WHQ (World Headquarters) support teams.
- Ability to work collaboratively with both Technical Counselors and peers.
- Ability to interact with customers via virtual platforms such as MS Teams, Zoom, Facetime, etc
Knowledge, Skills, and Experience
Bachelors degree in Business or related field strongly desired
Minimum of 5 years of experience in sales, business development or related field in the Food Industry with a minimum of 3 years experience in retail channel (in-store bakery or deli experience preferred)
Knowledge and ability to analyze industry trends and research customer data using tools such a Circana/IRI, Nielsen, etc
Excellent negotiation and presentation skills
Solid verbal and written communication skills
Self-starter and ability to work independently as well as on a team
Solid understanding of P&L's and managing a budget
PC proficiency to include Microsoft Office Outlook, Word, Excel, PowerPoint and CRM. Salesforce preferred
Ability to lift up to 50 lbs (e.g., product samples cases, etc.)
Ability to stand for 6 or more hours during the workday (e.g., trade shows, product demonstrations, etc.)
Ability to travel up to 75% within southern CA and other areas as needed. Overnights as needed.
#LI-RT1 #CORP123