Regional Sales Manager (Hispanic Retailers/Wholesalers)

The Regional Sales Manager (RSM) is accountable for driving the business and net sales achievement, DSMP and profit objectives for the region. This position is responsible for customer headquarter account management within the region. The RSM position is responsible to deliver creative, fact-based solutions and thought leadership for their retail customers.

Essential Job Duties and Responsibilities Include:

Business Management (30% of Time)

• Achievement of sales objectives and specific volume goals through regional broker team management, execution of account plans and brand strategies.
• Focus on achievement of optimal DSMP (Distribution, shelving, merchandising, and price) by account, including new item speed to shelf, SRP management, and retail execution.
• Develop and deliver customer plans to achieve objectives within budget, and short- & long-term solutions through best practice thought leadership.
• Present annual marketing plans to retail grocery customers (distributors, direct and indirect grocery retailers) and execute plan across a diverse customer base.
• Ongoing review and analysis of syndicated consumption data (IRI/Nielsen & Panel), shipment sales reporting (SDS), post promotional analysis of spending, merchandising performance. Determine if performance matches plan, and if the event(s) are the most efficient program possible. Ensure that the Broker/Sales Manager utilizes information to drive more efficient and effective plans.
• Forecasting; monthly forecasting with accuracy equal to or greater than 95% for your region.

People Management (50% of Time)

• Own headquarter account management at all levels of the account. Maintain and developing relationships with category buyer, replenishment, depart managers, and sr. leadership. Fostering strategic partnerships.
• Lead the regional broker sales team within the geography, and develop strong relationships with leadership, business intelligence partners, retail execution partners, and administrative support teams.
• Provide strategic direction and guidance to broker team to support DSMP planning and customer meetings.
• Manage broker partners through meetings (in person and virtual), scorecard creation and clear communication and follow-up to ensure execution excellence.
• Conduct quarterly and annual business reviews with brokers and key customers throughout the region.
• Work closely with Sales Planning, Category Management, Marketing and other team members to produce timely business updates for senior leadership.
• Collaborate with Customer Service, Demand Planning, and Juanita’s Foods internal teams to manage supply chain both directly and indirectly to deliver goods in timely and efficient manner.

Administrative (20% of Time)

• Manage the administration of all claims, deductions, price changes, and other communications through brokers and for direct customers.
• Reporting; on time internal reporting on drivers to consumption and sales shipments for your region. Customer meeting recaps, Broker review recaps, as well as maintaining key customer dashboards up to date. Others as assigned.
• Own and oversee trade funds management (AR7) to support marketing and promotional plans, delivering annual operating plan without overspending budget.

Required Skills/Abilities:

• Consultative/Fact Based Solution selling
• People Management skills
• Excellent verbal and written communication skills.
• Strong analytical and problem-solving skills.
• Proficient in Syndicated Data (IRI/Nielsen).
• Proficient with Microsoft Office Suite or related software.

Education:

• Bachelor’s degree in business or Related Field or Equivalent Experience Commensurate.

Experience and Background:

• 5+ years’ experience in sales/customer management, in consumer-packaged goods with a branded food product
• Strong Regional Retailer knowledge
• Customer Business Planning-process and tools
• Broker Management experience
• Preferably trained with a big CPG company for at least 3-5 years

Physical Requirements:

• Prolonged periods of driving, standing, walking and sitting at a desk working on a computer.
• Must be able to lift to 15 pounds at times.