General Description:Effectively leads the designated sales team by developing sales employees to increase sales skills and efficiencies to drive on the ground sales. Focus is on sales staff development, customer performance, and EDI & GPOS sales. Fosters positive culture around teamwork and accountability.
Principal Responsibilities:- Lead in development, maintenance and management of professional relationships with key field personnel of designated Distributor and Retail Accounts.
- Drive new business opportunities by formulating, presenting, implementing and managing new business proposals as well as leveraging current projects with Retail Accounts.
- Monitor customer feedback and develop solutions for prompt resolution of local Account issues with the National Account Management Team.
- Manage communications between Accounts and Valent to ensure timely and effective dissemination of key Account and Valent information, keeping Valent Regional Managers, Account Management Team, Sales Directors and Senior Leadership Team updated.
- Accountable for all aspects of customer satisfaction for assigned Retail Accounts within designated portfolio.
- Develop and implement strategic plans for assigned key Retail accounts inclusive of the Valent channel segmentation strategy.
- Prioritize and initiate direct sales calls with assigned key accounts.
- Responsible for analysis and tracking of key metrics to monitor overall key account performance and sales goals.
- Communicate and ensure understanding of Valent prices, terms and programs to assigned key accounts and designated sales team members.
- Partner closely with Sales and Marketing Management to ensure both teams are aligned of all key Account activity, customer strategy, and business-impacting events.
- Lead in Development of Regional Sales staff to maximize personal performance
- Communicate final program-earnings analyses, reports and payments to assigned key Accounts.
- Lead Sales in accomplishing Regional financial objective by maximizing sales and managing expenses.
- Focus sales activities & call frequency to maximize regional sales opportunity by actively calling on middle tiers of Regional and National Distribution.
- Lead the process of formulating and presenting business proposals and account-support strategies to assigned key Accounts through regional and territory business plans.
- Protect existing account revenue and identify additional revenue opportunities.
- Coordinate sales activities, goals, tactics, and negotiate with procurement department for assigned key accounts.
- Proactive in identifying and addressing potential customer needs and concerns.
- Communicate and coordinate customer needs with other regional managers, marketing, supply-chain and sales management.
- Assist in the development of a customer strategic plan and communicate to Valent Sales and Marketing Management.
- Provide preliminary & final program earnings, analysis, reports and payments to key retail accounts within region.
- Prioritize and conduct on-site customer visits as needed and maintain frequent telephone contact with Regional Retail & Distribution Accounts key personnel to maintain customer support and satisfaction.
- Lead a team of salespeople and help them develop through coaching, training programs, and personal evaluation.
- Communicate and ensure understanding of Valent prices, terms and programs to assigned key Accounts.
- Implement and monitor sales strategies and tactics that will be developed by regional managers, Marketing, and VP of Sales.
- Forecast needs of regional sales area for current year and upcoming year to Planning and VP of Sales.
- Develop Regional Sales business plans that will meet regional objectives and utilize sales representative's territory plans.
- Evaluate and maintain sales representative administrative duties for management.
- Determine territorial coverage and alterations for best ROI over 1-5-year period.
- Communicate customer feedback and needs to VP of Sales.
- Gather & report all knowledge of market intelligence and competitive intelligence to Marketing and VP of Sales.
- Supervise and evaluate sales and administrative personnel in assigned region.
Qualifications:- Typically, a BA, MBA, or equivalent, with 10-12 years of related experience and 8-10 years of progressive management experience
- Building and maintaining relationships
- Initiative, persuasion, judgment, decision-making, diplomacy.
- Integrity, leadership
- Problem solving, analyzing customers
- Oral, written, and group communication skills
- Coaching and counseling
- Central Business Systems and Microsoft Office Systems proficiency
Territory: Midwest
Physical Demands and Work Environment (FIELD Position)The physical demands and work environment characteristics described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Physical Demands include constant walking, standing, bending at the neck and waist, squatting, climbing, kneeling, crawling, twisting at the neck and waist, simple grasping, power grasping, and fine manipulation with hands, pushing and pulling with hands, reaching above shoulder level, and lifting and carrying up to 50 lbs.; also frequent lifting and carrying of up to 75 lbs., occasional sitting and lifting and carrying of up to 100+ lbs. Travel by air or car up to 75% of the time and will be required to drive safely for long distances.
- Work Environment includes exposure to or working in or around moving cars, trucks, forklifts, equipment and machinery including a computer keyboard and mouse; uneven ground; excessive noise; extremes in temperature, humidity, or wetness; dust, gas, fumes, or chemicals; venomous insects and animals, heights; operation of foot controls or repetitive foot movement; use of special visual or auditory protective equipment. May be required to work outdoors in an agricultural crop field, assist in putting out demonstration plots, wear respirator and other personal protection equipment.
- Frequency Definitions: Constant = Over 40% / Frequent = Up to 40% / Occasional = Up to 10%
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