DescriptionUNDERSTANDINGAs Regional Sales Manager, you will lead the development of your territory, driving increased revenue and profitability across the various channels. You will be responsible for meeting annual sales quotas, building customer relationships, securing new business, and leading the broker teams assigned to their region. They build the strongest of relationships with operational and supporting departments by being upfront and collaborative with team leaders from other departments. They are clear about sales gaps and help provide guidance and resources to eliminate those gaps.
WORKING RELATIONSHIP- Reports to the Director of Brand Sales
- Communicates regularly and has a strong relationship with team members in multiple departments.
RESPONSIBILITIES- Directly manage the relationship and business in the assigned territory working directly with customers and the broker network. Works dynamically with broker teams in assigned territory to secure and grow ACG business profitably
- Executes business planning sessions quarterly with broker partners, ensuring quarterly and annual priorities and sales goals are achieved.
- Actively pursues new strategic partnerships.
- Provides coaching and product training to new and existing brokers as new items are released and as a refresher.
- Meet and exceed sales, profitability, and distribution objectives.
- Maintains records on prospective customers in assigned territories through Customer Relationship Management (CRM) tool.
- Manage trade spend and territory promotional budgets, tracking promotional lift, and ROI.
- Analyze monthly sales reports. Identify distribution gaps and develop a plan with leadership and broker network to close those gaps.
- Attends in person or virtually, customer plan-o-gram and other relevant customer meetings with the brokers and/or by self if a direct account.
- Prepares presentations for key accounts that deliver on Albanese growth strategies for all business categories.
- Proactively provides critical sales opportunities & customer insights to leadership.
- Report on market conditions and competitive landscape.
- Forecast sales for current customers and prospective customers.
- Other duties as assigned
REQUIREMENTS- Previous Consumer Packaged Goods (CPG) sales experience (preference to 5+ years of direct sales and broker management)
- Strong knowledge of candy industry and candy distribution preferred
- Excellent interpersonal skills
- Ability and desire to travel to seek out opportunities with current customers and prospective customers
- Ability to flex work hours to meet customer and travel needs
- Ability to work and travel on weekends for select industry shows and events
- Strong follow through and organizational skills
- Proficient in business math.
- Proficient in use of technology and ability to quickly learn, ERP, CRM, Microsoft Office, etc.
- Effective negotiation skills to create win-win-win scenarios.
- Strong analytic skills with the ability to create and articulate strategic plans for the region and broker.
- Great verbal, written, and presentation communication skills
- Must be able to speak, read and write in English.
- Ability to work remotely without oversight
- Live in or near the area representing, with easy access to a major airport
EDUCATION- High School Diploma or GED required, bachelor's degree or equivalent experience a plus
