Offer summary

Qualifications:

Bachelor's degree required., 5+ years of Foodservice Sales experience with knowledge of the industry., Proven experience in strategic decision making and team building., Strong communication skills and proficiency in data analysis..

Key responsabilities:

Lead a team of Territory Sales Managers to achieve sales goals.

Drive the execution of business plans and monitor progress against targets.

Develop relationships with key accounts and broker partners.

Collaborate cross-functionally to deliver business results.

Job description

Your Opportunity as Regional Sales Manager-Away from Home Sales (Northeast Region)

In this role you will be the Regional Sales Manager (RSM) for Away from Home/Foodservice business within the Northeast Region. You will be responsible for leading a team of 5 direct reports (Territory Sales Managers).

Location: Candidates must reside within the Northeast of the East Division and reside near a major airport.

Work Arrangements: Working from home office with up to 60% expected travel. This role is responsible for Away from Home (AFH) accounts in states including Connecticut, Eastern Ohio, Maine, Massachusetts, New Hampshire, New York, Vermont, West Virginia and Western Pennsylvania.

In this role your primary responsibilities will include:

Contribute to delivering division total plan & strategic category targets for both food and beverage
Drive utilization & adoption of Salesforce, Spotfire, AWS, SONAR, etc
Hold Territory Sales Managers (TSMs) accountable to selling food along with beverage
Develop, coordinate and lead the region’s execution of Smucker AFH business (Food & Beverage)
Enable the sales teams (direct and broker) to optimize region business opportunities
Recognize and adjust efforts to drive sales within a competitive industry and customer environment
Monitor and track progress vs. plan, adjust to business outages/needs
Lead and direct a sales team to achieve goals and objectives
Establish a strong relationship with the broker partners representing food in the region
Lead the sales team to execute solid, measurable initiatives in line with Smucker Go-To-Market strategy
Create & Execute Customer & Distributor Business Plans & Annual Reviews where applicable
Train broker food sales teams on Smucker branded product portfolio and applications on a regular basis
Conduct fiscal planning sessions in each broker market annually
Hold broker(s) in region accountable for hitting plan & targets established
Review sales vs plan targets, opportunities, red flags, gaps, etc. with Broker Account Executives on a regular basis
Prioritize Resources to Implement and Deliver Region’s and Divisions Annual Plan
Target and own 5-10 (mix of Retention & Acquisition) direct strategic customers and develop action/coverage plans
Lead the region team to accelerate volume and profit in line with the fiscal years Goals & Objectives of the SBA
Measure and track progress against annual SG&A budgets and hold the team accountable to staying within budget
Ongoing measurement of customer and distributor volumes in the region and under the responsibility of the RSM and manage their progress
Develop and maintain top to top business relationships with all key and direct accounts
Maintain and optimize distribution of key Smucker products in conjunction with broker partners
Drive broker & Territory Sales Managers collaboration in selling food
Work cross functionally (Sales Productivity, Marketing, Finance, Logistics, Product Development, HR,) to deliver the business results
Train and Coach Team Members
Act as a role model, share successes/opportunities with team (coaches, collaboration and teamwork)
Effectively managing company assets, Customer Trade Funds and other support material/samples
Responsible for holding the team accountable to profitable qualified asset placements

The Right Place for You

We are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.

What we are looking for:

Minimum Requirements:

A bachelor’s degree
5+ years of Foodservice Sales experience (including knowledge of the industry, customers, products, and competition)
Proven experience selling nationally branded products and maintaining major customers (Top to Top Meetings)
Experience in strategic decision making, team building, and negotiations
Proficiency in data analysis and capable of navigating and learning new technical systems
Must possess a basic level of business maturity and be able to follow a hierarchy sales structure
Must be able to work and lead a team in an environment that enables and accepts changes
Must be able to lead a team and possess a collaborative, cross functional spirit (other AFH Sales professionals) and penetrate that spirit to the team
Understanding of Foodservice Supply Chain customer’s needs and opportunities
Understanding of how to target, establish relationships, sell, and maintain Foodservice operators and distributors
Strong and effective communication skills
Must be willing to travel up to 60% of work schedule
Must live within the East Division and live near a major airport