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.