Regional Sales Manager

A. GENERAL DESCRIPTION / PRIMARY PURPOSE

The Regional Sales Manager leads the company’s efforts to maintain and expand relationships with regionally assigned customers through our dedicated broker partnerships and direct customer engagement. Regional Sales Managers are responsible for achieving sales quotas along with assigned strategic account objectives. The Regional Sales Manager represents a full range of value-added products and services to assigned regional customers, while leading the customer account planning cycle and ensuring customer expectations are achieved or exceeded.

The Regional Sales Manager’s key focus is headquarters and key buying locations, while coordinating closely with assigned broker team’s field associates and supervisors to execute joint business plans across territory.

• Establishes productive, professional relationships with key personnel in assigned sales territory.
• Coordinates the engagement of company personnel, including headquarter support, contracted services, and management resources, to achieve performance objectives and customer satisfaction.
• Meets assigned targets for profitable sales volume and strategic sales objectives for assigned territory.
• Proactively assesses, clarifies, and validates customer opportunities on an ongoing basis.
• Proactively leads joint customer- strategic account planning process that develops mutual performance objectives, financial targets and critical milestones for both short- and long-range execution.
• Negotiate contractual business agreements with assigned customers and legal authority to ensure mutual consent of sales volume performance and financial support obligations during contract/agreement period(s) and any associated proforma work necessary.
• Meets budgeted profitability for assigned territory.
• Achieves strategic customer objectives defined by annual budget process and individual Performance Development Plan.
• Completes strategic customer account plans to meet company and management’s standards.
• Completes required individual training and development plan within assigned time frame.
• Maintains high customer satisfaction ratings that meet company standards.
• Maintains strong customer, management, and company communication/informational dialogue.
• Work with Customers, Brokers and internal team to provide forecasts on account volume trends related to promotions and seasonal activity.
• Establish yearly budget goals for each account and a total rollup for assigned sales territory.
• Other duties as assigned.

• Minimum 5 years of strategic sales experience in a business-to-business environment (Preferably produce sales or Consumer Packaged Goods)
• Demonstrated problem and negotiation skills
• Knowledge and ability to use basic software programs such as Word, Excel, PowerPoint, Lotus Notes, Cognos, syndicated data, Power BI, and TM1
• Proficient in understanding and presenting category data via IRI or Nielsen
• Ability to develop and present annualized budgets based on the customers in the region, analyzing current and future performance
• Knowledge and use of such reporting tools at Lotus Notes, Cognos, and
• Background in I-trade promotional loading and reporting to manage the promotional system

• Value Added Leadership – allows for business planning and P&L discussions
• Value Added Finance – discussions around payment terms, financial proforma models, customer profitability reports
• Marketing – ability to discuss new item creation opportunities as well as programs to drive sales of established programs
• Category Development – working collaboratively to understand sales trends of the customer and build strategic sales growth plans based on the analysis
• Supply Chain – establish supply chain logistic parameters that meet the standards of the business and the customer
• Quality Control – reporting of quality or food safety issues between the customer and the business
• Account Leadership/Buying Groups – selling concepts to secure and grow profitable business
• Account Quality Control – discussing quality control issues of…