Western Regional Sales Manager


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Salary:    Full Time

Status:    Exempt

Position Summary  

As an important member of GoMacro’s sales team you will build and manage assigned region, channel sales volume and merchandising representation for GoMacro. Build and manages sales in Natural, Conventional, Gourmet Specialty, Vertical and Foodservice channels of business.  Visit target business partners in assigned region and work with local distributors, brokers, merchandising teams and distributor representatives to achieve sales objectives. Individual will be responsible for acquiring new business opportunities with new and current business partners to drive growth and develop loyal partnerships. The individual will be responsible for understanding market trends and customer needs and applying this knowledge to key target customers for optimal outcomes.


Essential Duties and Responsibilities:

  • Plan and carry out sales initiatives to agreed budgets, sales volumes, values, product mix and timescales
  • Develop and maintain and organized list of target/key accounts in the region
  • Develop relationships with key marketing contacts at assigned accounts
  • Call on target/key accounts on an ongoing basis to review in-store priorities
  • Enhance business by gaining new points of distribution
  • Sell GoMacro into retailers in collaborations with local distribution
  • Quick response time and follow through with sales inquiries
  • Maintain and develop existing and new customers through personalized account support, and liaison with sales, marketing and operations teams
  • Monitor and report competitive activities and provide relevant information to sales management
  • Educate broker and account managers on proper and effective merchandising;
    • Proper shelf management positions, POS replacements, etc.
    • Direct selling at retail level
  • Frequently audit demo program in assigned accounts
  • Weekly/Monthly planning of sales execution with sales leadership
  • Monthly planning of marketing (customer specific marketing) execution with marketing management
  • Team communication and collaboration
  • Liaise with and attend meetings with other company functions necessary to perform duties and aid business and organizational development
  • Maintain Account information in company CRM System
  1.  Wholesale distributor sales & management
  • Build and manage regional wholesale distributor relationships
  • Manage Key Account Relationships
  • Build and manage promotion & customer specific marketing programs within spending and profitability targets
  • Conduct ride-a-longs
  • Build relationships with distributor sales teams
       Estimated time allocation: 30%

   2.  Sales-Account acquisition and management

  • Meet new account acquisition goals
  • Effectively build promotion plans within trade spending parameters
  • Build and manage customer specific marketing (CSM) programs
  • Create and maintain accurate CRM records and progress
  • Assist with Promotion Planning & Forecast (PPF) as appropriate
  •        Estimated time allocation: 30%

    3.  Merchandising

  • Meet minimum coverage requirements
  • Meet merchandising standards

       -       Approved SKU Mix

       -       Placement

       -       Gold Standard POG
       Estimated time allocation: 15%

   4.  Broker partner relationship management

  • Successfully build strong relationships that foster teamwork in sales and merchandising

      - Meet minimum communication requirements

  • Successfully manage account penetration & growth plans
  • Understand account coverage and responsibilities
  • Understand merchandising schedules and responsibilities
  • Conduct successful ride-a-longs and trainings
  • Work with and create successful regional tabletop shows

       Estimated time allocation: 15%

   5.  Administrative Duties

  • Submit weekly work logs including mileage
  • Submit accurate expense reports on time
  • Maintenance of assigned and created Salesforce.com or other CRM records
  • Attendance and actively participate in all scheduled sales calls
  • Other records or documentation as assigned

       Estimated time allocation: 10%

Minimum Qualifications and Experience

  • Qualified candidates must have 5+ years industry sales management experience
  • Motivated, enthusiastic and positive
  • Must be a self-starter – have initiative
  • Team player with a “can do” attitude
  • Good relationship builder with external broker partners, buyers, retail store teams, distributor teams and merchandising teams
  • Must have excellent organizational skills and attention to detail
  • Ability to prioritize and manage time effectively
  • Clear and concise verbal & written skills
  • Comfortable presenting to buyers and decision makers
  • Preferred 4-year degree
  • Problem solving skills and desire to bring solutions to challenging business problems
  • Ability to grasp sales & syndicated data, graphs and charts into actionable priorities
  • Ability to use Microsoft Office (Word, PowerPoint, and Excel), Internet Browsers and Web based Customer Relationship Management (CRM) tools

Reporting Relationship Reports to: Sales Leadership 

Physical and Environmental Conditions Performance of duties and tasks uses standard office equipment. Much of time with be working in the field with retail partners and broker partners. Remote home office location. Valid driver’s license, auto insurance, and vehicle is required. Ability to lift 30 lbs.  Willingness to work weekends and odd hours as requested by management or retail partners.