Job Description
We are hiring Rockstars to join our Sauer Brands team!Overall Goal of the Regional Sales Manager - Foodservice/Away From Home Position:
To profitably expand SBI sales and distribution through Away from Home distributors and operators in the assigned region. The Regional Sales Manager (RSM) position is accountable for the achievement of regional revenue, gross margin, distribution, and distributor development objectives by providing passion, creative and fact-based insights, and well thought out customer solutions that will help make OurRecipe@SauerBrands.
Regional Sales Manager - Foodservice/Away From Home Job Summary:
The Regional Sales Manager (RSM) is responsible for proactively managing SBIs AFH (foodservice) business in the assigned region, including revenue, gross margins, trade spending, distribution, operator and distributor engagement, TAM development (if applicable), SBI brand visibility and business management with AFH Distributors.
The RSM reports to the Zone Sales Manager, and works collaboratively with the AFH Key Account Team, various corporate support departments (Sales Planning & Analysis, the Condiment and Spice BUs, Customer Service, Accounts Receivable, etc.) to fully develop SBIs business in the Region. From time to time, the RSM will also work collaboratively with his/her Retail Sales counterpart on Regional marketing activities and best practice sharing opportunities.
Key Duties and Responsibilities for the Regional Sales Manager - Foodservice/Away From Home:
- Development of Regional Annual Business Plan, and selected Account Plans to deliver expected results for SBI in the assigned region. Oversee development of Territory Account Plans by TAM as applicable.
- Achievement of total Revenue and Gross Margin objectives through AFH Distributors.
- Achievement of branded sales and distribution objectives through effective personal and team selling and execution of company portfolio management programs.
- Achievement of Distributor Development Objectives, including but not limited to
- Distributor engagement/NPS score
- Depth and breadth of portfolio
- Distribution Objectives
- SBI Program Acceptance and Excellent Execution
- Sales Terms and Conditions Compliance (AR, Order lead times, MOQs, etc.)
- Sales forecast development, timely communication, and accuracy (within 30% MAPE)
- Manage assigned trade programs and associated funding to deliver strong distributor and operator performance, and excellent execution of SBI programs.
- Develop and leverage relationships at all levels of assigned Distributors and selected Operators.
- Develop, coach and mentor assigned TAMs (as applicable)
- Leverage analytical resources to provide Distributors and Operators with blinding insights, must have category expertise that helps them improve their business and further develops the SBI portfolio.
- Utilize BU resources for consumer, brand, product and category insights, and Sales Analysis and Planning resources for channel, account
- and market insights that help to differentiate SBI as a supplier to Distributors and operators.
- Develop planning and tracking tools to assist accounts/operators and distributor sales personnel maximize effectiveness and success of SBI programs and overall business.
- Execute distributor product education, sales meetings, product cuttings, and other activities within the distributorship that promote SBI brands. Integrate TAM and Corporate departments as appropriate to increase effectiveness.
- Deliver short- & long-term solutions through best practice thought leadership
- Achievement of sales call coverage and close ratio (effectiveness) standards.
- Proficient use of the CRM tool, with accurate and detailed reporting and effective pipeline management.
- Routinely collect and report competitive activity in the condiment and spice categories to include new competitors, new products, new packages, pricing changes, discontinued items, etc.
- Work closely with SBI Customer Service to ensure timely deliveries and effective communication around exceptions.
- Work as an escalation path with Credit and Collections for past due accounts
- Business Key Performance Indicators
- Total Revenues & Gross Margins
- Volume/profitability of PL SKUS
- Brand Revenues & Gross Margins
- Distributor-Broadline distribution
- Assigned Accounts/Operators
- Gross Margins
- Sales Execution vs Portfolio Priorities
- Brand Distribution/Penetration-Distributor
- Number of Distributor buying locations, and growth
- Distributor Penetration (Ship To) within assigned territory (Distributors buying SBI brands (Ship To) as a % of total distributors in market)
- Distributors buying SBI Brands among Active SBI Distributors
- Brand Skus per Active Distributor
- Brand Skus per active Brand Distributor
- Brand Distribution/Penetration-Operator
- Number of Operator distribution points, and growth
- % of Distributor accounts buying SBI Brands
- # of SKUs per brand buying account
- # of Menu applications
- Sales & Marketing Program Execution
- Program acceptance by operator and/or distributor
- Program effectiveness in delivering expected results
- Effectiveness of trade support spending
- Distributor Business Management
- Forecast Accuracy-MAPE
- AR Terms compliance
- Order Lead Times
- MOQs
- Other
- Distributor and Operator Engagement with SBI
- Net Promoter Scores (NPS)
- Overall Program participation rate
- What you do and how you act
- Leadership and contribution to overall success of SBI
- Personal Effectiveness-meeting timelines and productivity requirements (quantity and quality of work)
- Personal interaction, communication, and teamwork with internal and external parties, consistent with OurRecipe@SauerBrands
- Personal Characteristics
- Entrepreneurial
- drive and the desire to “build a business.”
- Outgoing, energetic, and results oriented personality
- Overall confidence in one’s abilities and comfortable
- communicating the facts
- Smart, creative, and inquisitive
- Integrity-Does the right thing even when no one is
- looking
- Disciplined approach, and accountable for KPIs
- No excuses mindset
- Dependable team player with positive attitude
- Personal values that mesh with SBI values
- Passion for consumer goods and food
- Performance History
- Documented history of making improvements in assigned work area/responsibilities
- Demonstrated progression in size and scope of responsibilities
- Stellar references based on contributions and performance
- Demonstrated proficiency in the following Areas
- Ability to present information, internally and externally, in a succinct manner to drive to decision making.
- Skilled at building relationships with key stakeholders, including customers, brokers, and internal cross functional teams.
- Utilize data to analyze situation and make decisions.
- Understanding of forecasting models and tools
- Ability to work and thrive under time constraints and prioritize responsibilities.
- Demonstrated strategic thought leadership
- Team oriented, collaborative, diplomatic, and flexible
- Drive to compete and win every day!
- Education & Experience:
- BS/BA degree in business or related technical discipline
- 8-10 years of CPG selling experience desired, with a minimum
- of 5 years of significant interactions with relevant accounts
- Away From Home experience a plus.
- Other:
- Location-Within the Region
- Local Travel Required (50%). Must have reliable transportation.
- Some overnight travel required (30-40%)
Our company acknowledges talented people are attracted to companies that provide competitive pay, comprehensive benefits packages and outstanding advancement opportunities. For this reason, we offer a Comprehensive Benefits Plan that includes the following:
- 401K
- Medical/Dental/Vision Coverage
- Vacation, Sick Days and Holidays
- Flexible Spending Accounts
- Tuition Reimbursement
- Employee and Dependent
- Life Insurance
- Voluntary Disability Insurance
- Other Voluntary Insurance Options
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