Region Sales Manager, Multi-Unit Foodservice Accounts

JM Smucker Company   •  

Columbus, OH

Industry: Food & Beverages

  •  

5 - 7 years

Posted 163 days ago

This job is no longer available.

KEY RESPONSIBILITIES

  • Lead the development of the Division’s control point (HQ accounts), Multi-Unit Regional Chains (MURC), and K-12 Tier 1 customers Go to Market strategy in support of accelerating and delivering Away From Home Volume and Profit Goals & Objectives
  • Establish and foster strong top down strategic relationship with identified control points/ MURC targets in all key departments
  • Where applicable, direct and enable the broker’s dedicated regional Smucker resource against control point/ MURC business opportunities
  • Monitor and track progress vs. targeted accounts and adjust to business outages/needs
  • Work with RSMs to direct Beverage sales team in support of targeted control points/ MURC business opportunities (new & retention) as well as Food (Brokers)
  • Develop sales plan initiatives for field sales execution in support of identified control points/ MURC target business development
  • Develop and execute joint annual business plans for identified control points/ MURC targets
  • Work with Segment National Account Manager to understand and align on strategic branded food & beverage HQ plans
  • Work cross functionally (Trade, Marketing, Finance, Logistics, Product Development, HR,) to deliver the business results
  • Manage financial business aspects to include P/L statements and margin targets
  • Provide guidance and direction (Train and Coach) divisional Team Members in support of CP/MURC business development
  • Act as a role model, sharesuccesses/opportunities with team (coaches collaboration and teamwork) utilizing CEB Sales Exchange
  • Accountable for Annual Budget (review throughout the fiscal year)
  • Effectively managing company assets
    • Customer Trade Funds and other support material/samples
    • Responsible for profitable qualified asset placements

SELECTION CRITERIA

Education

  • Bachelor’s degree is required

Experience

  • A minimum of 3 years of proven experience selling to non-commercial multi-unit customers (Top to Top) is a must
  • A minimum of 5 years of Foodservice sales experience is a must
  • Formal selling and negotiating training by your employer or outside company is required
  • Proficiency in data analysis and capable of navigating and learning new technical systems is required
  • Experience selling nationally branded products is preferred
  • Experience in strategic decision making
  • Challenger Selling Workshop is a plus

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