Regional Sales Manager

Job Overview

Title:

Regional Sales Manager

Location:

Michigan, USA
Status:
Exempt

Reports to:

VP VA Sales-East

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

The focus is on headquarters and key buying locations while coordinating closely with assigned broker teams to execute joint business plans across the territory.

• Establish productive, professional relationships with key personnel in the assigned sales territory.
• Coordinate engagement of company personnel, including headquarters support, contracted services, and management resources, to achieve performance objectives and customer satisfaction.
• Meet assigned targets for profitable sales volume and strategic sales objectives for the territory.
• Proactively assess, clarify, and validate customer opportunities on an ongoing basis.
• Lead the joint customer‑strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for short‑ and long‑range execution.
• Negotiate contractual business agreements with assigned customers, ensuring mutual consent of sales volume performance and financial support obligations during contract/agreement periods and any associated proforma work.
• Meet budgeted profitability for the assigned territory.
• Achieve strategic customer objectives defined by the annual budget process and individual Performance Development Plan.
• Complete strategic customer account plans to meet company and management standards.
• Complete required individual training and development plan within the assigned timeframe.
• Maintain high customer satisfaction ratings that meet company standards.
• Maintain strong customer, management, and company communication/informational dialogue.
• Achieve assigned sales quota in designated regional accounts.
• Work with customers, brokers, and internal teams to provide forecasts on account volume trends related to promotions and seasonal activity.
• Establish yearly budget goals for each account and a total roll‑up for the 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‑solving and negotiation skills.
• Strong communication, interpersonal, negotiation, and decision‑making skills.
• Knowledge of 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 regional customers, analyzing current and future performance.
• Knowledge and use of reporting tools at Lotus Notes, Cognos, and
• Background in I‑trade promotional loading and reporting to manage the promotional system.

• Ability to use phone, computer, and other basic office equipment.
• Ability to climb stairs, remain stationary for long periods, and stoop, bend, and lift up to 25 lbs.

• Must be available to work irregular and/or changing shifts, including holidays and weekends.
• Work extended hours and some weekends, as business needs may require.
• Be available electronically at all times.
• Travel 30%–50%, including regular overnight stays.

Bachelor's degree in Business Management, Sales, or a combination of college education and relevant work experience is preferred.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or disability.