Position Summary:
The Grocery Sales Manager is a role responsible for the direct selling of Retail Space Solutions (RSS)/ Trade Fixtures (TF) brand products to a pre-defined list of customers.  This is an experienced sales role within the external sales organization and requires outside and related previous sales experience into large and small grocery and mass retail. The role will include a sales territory with several grocery/mass merchandiser target customers.  The Sales Manager is not required to live in any particular region, but must be willing to travel to all assigned customers within their segment/region.

The Sales Manager serves as the primary means to understand and meet the customer's needs to facilitate organic revenue growth.  The role’s primary accountability is to drive organic revenue growth with new and existing products to new and existing customers, as well as serve as the primary face to the customer for both the RSS and TF brands. 

Essential Functions:

• Generate organic sales for specific target Grocery and Mass Merchandiser retailer customers within a defined region with accountability to achieve/exceed the territory’s annual revenue and contribution margin goals.

• Identify new sales opportunities within target accounts, identify key contacts, arrange meetings, deliver a strong and persuasive sales message, generate trials with measurable metrics, and leverage market tests into territory rollouts at target contribution margins. 

• Excellent Product Knowledge of all RSS/TF products.

• Ability to sell directly and effectively to customers, as well as leverage outside sale resources (e.g. brokers).

• Prepare monthly, quarterly, and annual sales forecasts.  Ensure that the Director of Sales, NW can accurately forecast the region from these reviews and data capture.

• Maintain up-to-date customer information and profiles through daily use of the sales CRM tool and to capture all significant activity as well as post-call sales notes for all sales calls in the CRM.

• Utilize company provided reports to review sales-to-goal, account progress, market tests, and territory pipeline to prepare for 1x/month business discussions with leadership. 

• Properly request resources for new products, custom opportunities, or market tests, including measurable and realistic descriptors or metrics and tracking of opportunities in the CRM (through completion of the opportunity).

• Develop a Segment/Regional growth strategy pipeline

• Develop and execute strategic account plans for assigned customers, identifying growth opportunities, key initiatives, and measurable objectives to drive sustainable revenue and margin growth.

• Coordinate sales efforts with Inside Sales team members, Customer Success, Finance, Marketing, and other company internal departments.

• Provide management with updates on customer needs, problems, interests, competitive activities, and potential for new products and services.

• Conduct Voice of Customer (VOC) interviews and gather market intelligence to identify customer needs, emerging trends, competitive threats, and new product opportunities.  Provide regular market feedback to Sales, Marketing, Product Development, and Leadership teams.

• Keep abreast of best practices and promotional trends.

• Continuously improve through feedback.

Position Qualifications:

• Competencies

  • Targeting Sales Opportunities; Advancing Sales Discussions; Closing long-Lead time sales opportunities requiring customer capital expenditures; Building Customer Relationships; Delivering Results; Integrity; Sales Persuasion; Modeling retailer financial gain through return-on-investment thought approach; Strong profit-driven mindset

Skills and Abilities:

• Education – BS/BA Undergraduate degree from an accredited university. MBA preferred.

• Experience – 3-5 years of related experience with retail grocery and mass merchandisers for Grocery-specific role.  Demonstrated ability and track record of B2B selling to medium-to-large customers utilizing sound selling techniques and a focus on profitable financial return on investment. Demonstrated track-record of success in Sales with 3+ years of quota attainment.

• Computer Skills – Proficient in Microsoft Word, Excel, CRM (MS Dynamics, Salesforce) and PowerPoint.

• Other Requirements – Strong interpersonal skills.  Excellent communicator via presentation skills, e-mail, phone. Excellent time-management skills. Highly organized with the ability to prioritize projects concurrently.  “Can do attitude” to do what needs to be done to meet client with, at times, a quick timeframe.

Work Environment:

Work is performed largely in your remote home office. Hours of work will generally be during regular business hours (8AM-5PM) with at least 40 hours a week. At times there will be some variation in work hours due to special projects, deadlines, and other concerns. Regular travel will be required.

Following receipt of a conditional offer of employment, candidates will be required to complete additional job-related screening processes as permitted or required by applicable law.