The Opportunity: Market Development Leader II-Bensalem, PA Under the direction of the Sales Operations Director (SOD), the
Market Development Leader II (MDL II) partners with Independent Operators (IOs) and Master Distributors (distributors) to achieve maximum sales profitability and market penetration using selling strategies and proactive communications. The MDL II informs IOs and distributors of the Company's initiatives for sales, service, merchandising standards, and product distribution. At all times, the MDL II recognizes that IOs and Master Distributors are not subject to the company's direction and control as they are Company partners to increase the sale of products.
What You'll Do:- Communicate the Company's sales, service, and merchandising strategies to the IOs and distributors to ensure that proactive and professional relations with them are maintained and all are working toward the common interest of gaining market share.
- Ensure that the obligations and rights of both the Company IOs and Distributors are preserved.
- Prepare weekly volume and inventory reports and KPI scorecards.
- Provide a weekly Sales/IO Work-with planner to SOD.
- Spend time on the DC loading docks with the IOs to hear their concerns.
- Facilitate ways to improve results of IOs and distributors by providing information on suggestions to grow market share: executing promotional ad activity, following store level planogram, delivering successful new product introductions, securing additional space, obtaining new points of interruption and building relationships at store level.
- Assist the MDL I and SOD in planning regularly scheduled workshop meetings in collaboration with the Sales Operations Director and the rest of the MDL team to encourage IOs and distributors to use all tools and mediums available to realize the full sales potential of their business.
- Work to reinforce with retail store managers and store decision makers that Utz supports IOs and distributors and values their relationships with the Company.
- Conduct store visits in the assigned region to maintain open and proactive business relationships with the management teams of our customers and store decision makers, offering Company display concepts, seasonal planning tactics, and product promotions or introductions; and reinforcing that that the IOs and distributors, not the Company, invoice products to their stores.
- Use the Store Summary form to identify successes and opportunities to grow DSD sales as well as underperformance by the IOs. Working with the SOD, address IOs when they are not meeting the minimum service standards according to the contractual obligation that IOs owe Utz.
- Ensure that required resets are successful.
- Run an open route occasionally when the Company has bought a route back from an IO or distributor. Operate a motor vehicle, including a route box truck, safely.
- Provide route ride-a-longs, only at the request of the Independent Distributor, offering route optimization and skill sharing opportunities.
- Act as a key liaison between Independent Operators and Company Settlement Department to assist in resolving IO issues regarding Settlement Statements.
- Work proactively in a cross-functional team with diverse groups of people.
- Work with management and associates to ensure Food Safety programs are followed.
- Report food, office or operational safety problems to a supervisor or manager to initiate action.
- Adhere to all policies, guidelines, and procedures, such as Good Manufacturing Practices, GMPs; OSHA standards; FDA standards; and work and safety rules at all times.
- Adhere to all policies, guidelines, and procedures.
- Perform other duties as assigned that will impact and support the overall outcome of the Company's objectives.
What You Bring:Education:- High School Diploma is required. Bachelor's degree in business is preferred.
Experience: - Minimum of 5 years of experience in sales operations, preferably in snacks, grocery, or beverage industry. DSD experience is preferred.
Skills:- Knowledge and understanding of Independent Distribution models, including familiarity with Independent Operator/Distributor Agreements and the obligations and rights of both the Company and the Independent Distributor.
- Ability to multi-task and prioritize responsibilities while remaining flexible to meet the day's objectives.
- Capability to build trust and rapport through persuasion and respect.
- Ethical selling and negotiation skills that can be shared with IOs and Distributors at their request.
- Proactive communication skills, both verbal and written.
- Ability to work independently and as part of a team in a fast-paced environment.
- Attention to detail. Must have excellent organization skills.
- Proficiency in Word, Excel, and PowerPoint programs.
- Ability to embrace technology to make informed business decisions.
- Effective leadership, presentation, and communication skills to effectively convey insights and recommendations to stakeholders.
- Effective problem-identification and problem-solving skills.
- Effective business acumen and a strategic mindset.
Certificates & Licenses:- Valid driver's license. Possess or have the ability to obtain a DOT medical card.
Why Utz? We're more than just chips-we're a family. With over 100 years of heritage and a bold vision for the future, we offer:
- Medical, dental, and vision plans
- 401(k) with employer match
- Profit sharing, bonus plan, employee stock purchase plan
- Company car, fuel card, and cell phone reimbursement monthly
- Career growth, inclusive culture, and a team that celebrates wins-big and small
