SUMMARY: The Regional Sales Manager is responsible for developing and implementing sales strategies and managing all customer relationships to achieve assigned regional sales goals and growth. Brings an analytical mindset and bias for action to drive effective sales planning and execution. Works with members of the sales chain to achieve sales targets. Emphasizes growth through development of new customers as well as the maintenance and growth of existing customers. Introduces and places new products with customers, executes organizational initiatives and drives sales of key items with strategic customers for long-term growth. Identifies new opportunities for growth while championing the company’s key strategies and objectives with their customer’s base. Collaborates directly with our broker partners to drive consumer packaged goods execution, distribution and new item placement in respective territory.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:
- Develops and executes strategies for building profitable sales growth within assigned area or customer groups, directly and via outside brokers to deliver sales goals and objectives
- Analytical analysis of region and customer performance with detailed understanding of “due to’s” and recommendations to ensure monthly and annual targets are met
- Participate in monthly Sales & Operation Planning (S&OP) for key customers within the region with focus on forecast accuracy and close in (60 days) shipment expectations. Analyze all sales data and track performance towards stated sales objectives
- Utilizes syndicated data combined with an intimate customer understanding to develop and execute data driven targets and identify new opportunities to drive growth and share
- Finds creative solutions to meet customer needs while supporting internal strategic initiatives
Maintain and Increase Sales
- Manage and nurture relationships with key customers and key decision makers to maintain and increase sales and ensure high levels of customer satisfaction
- Support client needs in a timely and efficient manner demonstrating a sense of urgency, tenacity, and commitment to quality and excellent customer service
- Develops and makes formal presentations and/or proposals using all relevant available analytics including Kayem and competitive intelligence
- Provides samples and may demonstrate the use of specific items as part of the sales process
- Determines and drives execution of key programs based on regions’ needs and requirements (sales incentives, account specific marketing programs, etc.)
Broker Management/Cross Functional Support
- Manages Broker relationships to increase distribution of product lines
- Trains and monitors the sales activities of Broker representatives to ensure consistency in selling products
- Provides sales training to Brokers on new and existing products for sales presentations
- Maintains communication and coordination with integral company functions, bother internal and external to ensure sales objectives are met
- Accountable for managing trade, discounts, and promotions to drive top line performance and region objectives while staying within budgeted guidelines
QUALIFICATIONS AND REQUIREMENTS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Bachelor’s Degree, preferred
- 5 Years preferred of successful business development, sales, or related experience, preferably within CPG
- Must have a solid understanding of customer focused and fact-based selling, including IRI & Neilsen
- Strong critical thinking and problem-solving skills
- High level of written and verbal communication skills, organizational planning, teamwork, analytical reasoning, and adaptability
- Knowledge and experience with Microsoft Excel, Word, PowerPoint
- Must possess a valid driver’s license
- May travel up to 75% of the time
- Ability to work well with others in fast paced, dynamic environment
- Ability to be respectful, approachable and team oriented while building strong working relationships and a positive work environment
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Last updated on Oct 11, 2024