Region Sales Specialist

Description

The Region Specialist is the Account Owner of assigned accounts within their designated territories. The specialist is responsible for the complete management and growth of the account base by increasing sales volumes of existing products and growing the product portfolio with new product sales. The specialist builds valuable relationships with customers to encourage new and repeat business for account growth by performing the following duties:

• International Travel for Customer Visits: travels to visit assigned accounts to present new items, grow existing lines and address account issues;
  Travel prep includes appointments, samples, presentations, and reports
• Account Growth: responsible for growing the account sales at a consistent annual target rate of 20% (company standard)
• Infrastructure Analysis: analyzes facility and distribution infrastructure to determine if customer has suitable infrastructure for handling perishable product lines
• Corporate Structure: gains knowledge of key decision makers within business structure:
  Buyer, Assistant Buyer, Financial & Executive Management and builds valuable relationships with these personnel
• Market Analysis & Product Expertise: gains understanding of the local market for each account to present the proper product mixes for optimum account growth & success
• Customer Intel: gathers all pertinent account information to properly manage and grow the account sales, such as type of customer, # stores, business strategy, distribution model
• Order Reviews: reviews customer orders to identify opportunities (upselling and new items) and deficiencies (is the order in order? brands, items, quantities, frequency)
• Opportunities: identifies opportunities (new and existing) and implements an action plan to present, follow up and close the opportunity (win or lose)
• Samples: sends samples of new offerings in accordance with Samples Protocols
• Order Frequencies: works with customer to establish and maintain the proper order frequencies for each brand to ensure optimum rotations
• Container Maximization: works to maximize container shipments for cost savings and reduce stock outs
• Priority Inventory Sales: collaboration with Operations to assure priority sales of inventory
• E-Blast Follow Up: follow up on E-Blasts and/or other special offerings
• Order Guides: creates and utilizes custom Quotation/Order/Buyer Guides for each customer for new opportunities, customer re‑orders and historical sales data reports
• Marketing/Promotional Recommendations: works jointly with Marketing to identify and implement strategic marketing/promotional initiatives
• Meetings/Workshops attends in-office meetings to provide updates on accounts to leadership and participate in workshops to increase product knowledge

• Manages and follows up with any assigned leads via Monday CRM to secure new customers
• Establishes and realizes new customer targets within assigned territory
• Presents proper product offerings to new customers based on collected customer intel
• Provides all pertinent account data to establish a new account in NAV and Monday CRM

• International Foreign Compliance
• Supply Chain Management
• Inventory Management
• Marketing Support
• Profit Optimization
• Brand Building

• Monday CRM: update Monday CRM with all pertinent activity relating to the accounts and all assigned Action Items