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.


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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