Field Sales (Regional Business) Manager - RBM

Jiffy Mixes  •  Chelsea, MI

5 - 7 years experience  •  Food & Beverage

$80K - $90K
Posted on 11/18/17 by Tom Parr
Jiffy Mixes
Chelsea, MI
5 - 7 years experience
Food & Beverage
$80K - $90K
Posted on 11/18/17 Tom Parr

Work closely with all of Company’s Sales Team to effectively take charge of the selling process. A major part of this process is to establish and maintain close business relationships with customers and manage the retail grocery food broker network that supports the business.

Accountabilities

Build Customer Relations

o  RBM must understand the “big picture” effect of business relationships, versus just “selling”

o  RBM must get to know customers and their market better than the customer

o  RBM must maintain regular contact with all customers, targeting to achieve at least three visits per year for the top-5 ‘JIFFY’ ACV customers in each market

o  RBM must understand and utilize market statistics to help the customer sell our product effectively and profitably – ‘win win’

o  RBM must use technology, where appropriate, to support presentations and facilitate communication with the customer

o  RBM must maintain Chelsea Milling Company’s policies and procedures

o  RBM must take responsibility for understanding and managing all issues relating to the customer – it is a business relationship

o  RBM is responsible for the effective and profitable allocation of all ‘JIFFY’ merchandising and promotional funds within a market

  • RBM must develop all promotional offers and allocate appropriate JMF per customer in your market

  • RBM must report weekly to management on all customer issues, opportunities, successes, and risks using the formats shown in the Reporting Requirements (4-1 through 4-12) section of this manual.


Manage Food Brokers

o  RBM must work with broker to develop, plan and execute promotional offers for customers in their market

o  RBM must provide Chelsea Milling with copies of all customer promotional contracts

o  RBM must visit each broker in a designated region on a regular basis; the number visits will reflect the relative size of the market for Jiffy Mix product. Focus on the regions with high volume & high opportunity to increase sales

o  RBM must identify new Goals & Observations for action by broker prior to next visit upon departure

o  RBM must follow up with the broker after each visit on the outcome of Goals & Objectives that were established during last visit with Account Executive

o  RBM must review with AE salesstatistics, distribution, JMF, promotional opportunities, deductions, and customer merchandising planning schedules

o  RBM must meet with the broker’s Administration Assistants, Retail Supervisors, and Account Executives on each visit

o  RBM must train and review with the broker’s staff Chelsea Milling Company’s product knowledge, policies, and procedures

o  RBM must work with broker to identify new customers and new item opportunities

o  RBM must complete RetailAudits as needed within each market

o  RBM must report weekly to Chelsea Milling Company on the market and broker visited

o  RBM must manage the broker as a resource to achieve Chelsea Milling Company’s goals

Nature & Scope

The primary focus of this position is two-fold: to maintain strong business relations with retail and wholesale customers, as well as manage food brokers. This position is critical to the effective national distribution of “JIFFY” products.

Knowledge and Experiencerequired

o  RBM must have at least five years experience as a Regional Sales or Broker Manager

o  Must have retail grocery food broker management experience

o  RBM must have thorough knowledge of the dry grocery industry

o  Must have retail grocery headquarters experience

o  RBM must be able to demonstrate communication and organizational skills

o  RBM must have the ability to multi task and address issues in a business-like manner

o  RBM must be able to demonstrate computer skills – Word, Excel, PowerPoint, Outlook

Key Dimensional Data

 

A specific territory will be assigned, involving extensive travel, to meet with key customers and a number of brokers.

Will work out of a home office.

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