Position Summary:
The RCM (Regional Customer Manager) is responsible for managing and executing all retail sales initiatives within the northern California, and pacific northwest area. The RCM works in a collaborative manner with all functions within the company such as business Management, Customer Service, Operations, Marketing and Revenue Finance to exceed volume and revenue targets.
Duties and Responsibilities:- Develop and execute sales plan and budgets that aligns company & distributor strategies/tactics to achieve Business Targets: Volume, Revenue, Profit, Market Share and ACV
- Analyze monthly customer P&L's by product and DC to determine areas for margin improvement
- Present category management data to customers
- Assist in development of customer pricing protocols
- Identify, develop, recommend, implement and measure Customer trade up plans of Fresh Express products carried at retail accounts to improve volume and profitability
- Influence account activities in all areas to support company objective
- Manage Marketing Development Funds/ Budgets
- Manage, coordinate, modify and tailor forecasting/planning processes to customers (distributors) in order to maximize production and customer service and minimize costs
- Work and collaborate with in-store personnel and retail operations to improve in-store practices, handling merchandising
- Review new business proposals and develop pricing recommendations
- Assist with product pricing strategy and P&L development'
- Develop accurate monthly volume and sales forecast
- Fulfill Sales Dept. requests for product information and develop sales presentations
- Resolve pricing issues
Required Education:
Bachelor's Degree is Required; Master's Degree preferred
Required Experience:
- 3+ years of direct and/or indirect selling experience within a Consumer Packaged Goods Company, with an emphasis in Perishables
- Strong knowledge of the northern California, and pacific northwest area including produce distributors and indirect customers
- Experience with Broker Management and Category Management
Required Skills:
- Strong communication, selling and negotiating skills
- Understanding of value selling, promoting and selling products and services. This includes tactics; presentation kits, sales & negotiating techniques
- Excellent communication and relationship building skill's
- Strong technical and organizational skills
- Understand merchandising and retail product setup
- Collaborative & results/goal oriented'
- Understands the important rote of Category Management and implementing the strategic management of product groups through retailer partnerships, which aims by satisfying consumer and shopper needs
Travel Required: Est. 50% - 75% on the road with customers. Minimal overnight travel.
Other Information:The statements herein are intended to describe the general nature and level of work being performed by employees, and are not to be construed, as an exhaustive list of responsibilities, duties and skills required of personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.
