This position leads and manages all sales activities to drive revenue and profit growth in the U.S. Retail Grocery sector. Reporting to the BA Manager, it sets strategic sales goals and is responsible for meeting regional revenue, margin, and profit targets. The role includes selecting, motivating, and developing sales leaders and alternative channels, while fostering collaboration to improve direct service business. It oversees Territory Sales Representatives, Area Distributor Managers, the Manager of Distributor Affairs, and Key Account Managers. A key focus is leveraging deep expertise and strong relationships in the U.S. Retail Grocery industry to support internal teams and strengthen external partnerships.
- Achieve annual targets for Sales, C1 Margin, and Operating Profit.
- Lead and develop direct reports to meet personal and company goals.
- Assist in developing and executing national Business Area strategies, plans, budgets, quotas, and objectives.
- Collaborate with Marketing, Distributor Affairs, Business Development, and National Service to identify new markets and growth opportunities.
- Develop and implement annual business development strategies focusing on target accounts, local marketing, sales coverage, and productivity KPIs. Strengthen strategic relationships within retail industry segments and leverage cooperation with Service and other divisions.
- Use industry databases to create targeted go-to-market strategies for U.S. grocery segments.
- Plan training and skill development for regional personnel with defined milestones and KPIs.
- Manage annual budget planning including sales volume, margins, resources, and expenses.
- Create and manage compensation programs for distributors and sales personnel.
- Develop pricing strategies considering competition and market conditions.
- Formulate account strategies for retention and new account development. Serve as U.S. "Voice of the Customer" to influence product development aligned with market needs.
- Support Marketing and Sales in developing customer presentations to enhance competitive positioning.
- Collaborate with National Service Manager to resolve service issues and align sales/service.
- Oversee sales activities to maximize revenue-to-expense ratio.
- Use analytics tools to track sales performance and customer behavior.
- Assess sales progress and collaborate cross-functionally to mitigate risks.
- Ensure cooperation with local service organizations to maximize market potential.
- Liaise with other Business Areas to capitalize on cross-segment opportunities.
- Conduct annual performance reviews with direct reports.
- Promote and participate in industry and trade associations to strengthen market position.
- Travel up to 50%
What You Need to Succeed
- Bachelor's degree in Engineering, Industry and Technology, Business Administration, Marketing or related field, with relevant experience.
- Minimum of 10 years' experience in field sales and business management, demonstrating a consistent record of superior performance.
- Deep knowledge of and strong professional connections to the U.S. retail grocery industry, including key contacts, organizations, and strategic partners.
- Proficiency in MS Office and familiarity with Sales Analytics tools.
- Solid organizational skills, professional presence, and exceptional communication abilities.
- Technical understanding of products including physical measurement, instrumentation, mechanical and electrical theory, computer connectivity, PC networking, RF competency, and industry-specific applications.
- Proven ability to develop and execute effective sales plans.
- Extensive distribution knowledge, with input sought regularly.
- Expert negotiation skills focused on achieving win-win outcomes.
- Ability to present clear, concise, and logically structured business communications; skillfully address objections.
- Model for developing sophisticated proposals and presentations; consistently deliver solution proposals that comprehensively meet customer and company requirements.
Our Offer to You
- Medical, dental and vision care coverage and a 401(k) savings plan with company matching - all starting on date of hire
- Tuition reimbursement, employee wellness programs, plus other perks and discounts
- Parental and caregiver leave policies
- All the usual benefits such as paid time off, flexible spending, short-and long-term disability, basic life insurance, business travel insurance, Employee Assistance Program, and domestic partner benefits
Job Reference # 22263
Preferred Location Ohio
Columbus
Job Type Full-time
Legal Entity Mettler-Toledo, LLC
1900 Polaris Parkway Columbus, OH 43240 United States
+1 (800) 638-8537
