The Region Sales Manager (RSM) is responsible for achieving agreed upon regional sales forecasts, coordinating Key Account Manager Programs via distributors and retail customers as ongoing sales support, and executing merchandising & promotional goals, by providing strong management\leadership to their assigned distributors.
Territory: Mid-Atlantic (Maryland/WashingtonDc/Delaware/Virginia/WestVirginia/Tenn./North Carolina)
Channels: Chain Grocery/Independent grocery/College University/Gas Convenience
Key job description components include:Delivering the region’s annual sales goalImplement the company’s sales strategy with retailers within the regionDistributor managementSales reports analysisBusiness developmentExpense managementDelivering annual sales goals – Set Annual Goals and Objectives by Distributor. Execute & deliver against those specific plans to achieve monthly, quarterly & annual sales goals. Implementation of company’s sales strategiesPackaging strategy – Right package / right store/ right channel. (Cookies-7oz, 8oz, 3.5oz & 1oz Tiny Tate’s). Ensure package strategy is implemented and adhered to with each assigned distributor.Brand Development – Work with distributors to plan, implement, and execute brand development programs.Promotional funding management – Sell-in promotions, incentives, and rack merchandising equipment that will secure a strong ROI on our promo dollars. Distributor ManagementGain a strong working knowledge of each distributor’s operations, management, and sales teams.Assist distributors in growing the Tate’s Bake Shop brand(s) to meet / exceed their annual sales goals, merchandising and ACV objectives.Perform routine market tours and ride alongs in each distributor’s territory in order to assess the strength of the brand’s retail presence and the distributor’s quality of execution.Ensure distributors are knowledgeable and compliant w TBS DSTR guidelines.Sales AnalysisObtain and review monthly sales reports to assess distributor’s performance vs. sales goal and distribution objectives by package by customer.Conduct monthly distributor performance reviews versus sales objectives then gain agreement to execute sales action plan that ensures volume goal attainment.Business DevelopmentSell New Accounts – both as an individual and through the sales force of your distributor network.Expand flavors and package sizes in current accounts.C-Store Channel-Tiny Tate’s a high priority.Sell merchandising tools to both new and current accounts to enhance volume production to include:Wood Racks
Knock out case stacks
Market Development Sales Blitzes – Develop and lead periodic market development blitzes with distributors to grow under-developed accounts.Opening New Accounts – Assist your distributors opening new accounts for TBS. Allocate time in the market with the purpose of visiting and opening new accounts in concert with and in support of your distributors.Store level shelf space – Work with store management & distributors to enhance our shelf position in the region’s key accounts.Expense ManagementUse company funds, product, and equipment in a responsible manner with a focus on enhanced returns for the investments made. Manage and stay within allocated promotional allowance budget.Encourage distributors to operate efficiently, effectively and responsibly as well as to co-op promotional spending.Submit your travel expenses on a bi-weekly or monthly basis as necessary. Manage and stay within allocated T&E budget.
- Minimum of eight (8) years of experience in effectively managing, developing, and growing a distributor network.
- Strong working knowledge and demonstrated the ability to utilize Microsoft office software.
- Minimum of a four (4) year College Degree
- Demonstrated strong interpersonal skills, experience writing clear concise letters detailing expectations, and strong oral communication skills for presenting to sales groups.
- Willingness to travel - minimum of 50% of the time. Have a vehicle in good working condition.
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