Qualifications
Responsibilities
Benefits
Job Requisition ID: Req-271768
Time Type: Full time
Job Description Summary
The Operator Sr. Sales/Regional Manager leads and develops a regional team of field sales representatives. The primary objective is to train and develop a team and achieve optimum sales results by delivering work through others. In meeting goals and objectives, the manager will apply national and zone strategies and apply the strategies to the current and developing book of business for the sales team. In this role, the manager will help train the sales team in utilization syndicated data, providing business insights and actionable plans operator customers. This position will also activate financial levers such as pricing. The role will work closely with a cross functional Lamb Weston sales team.
Job Description
Primary Duties & Responsibilities:
Leading and driving work through others.
Team development in creating, leveraging, and/or delivering:
Creating and achieving goals using the cost drivers within their sphere of influence, balancing volume and profit goals to achieve results.
Develop ambitious, articulate, consultative, and fact-based selling proposals and presentations while leveraging key insights with poise and confidence.
Creating business plans to drive profitable value added growth while building strong relationships with current and developing customers.
Utilizing/pulling sales data to create scorecards with key business partners to measure plan success.
Methods on ways to manage/document customer and sales activity in the sales system assigned by the business unit.
Interact with cross-functional teams within Lamb Weston to ensure sales team is delivering results to meet sales plan.
Analyze sales metrics and coach team on best practices and improvement opportunities.
Lead team in preparation of monthly, quarterly and annual sales forecasts.
Coach team on ways to seek and action against customer feedback to generate ideas about new features or products.
Plan and participate in training to include, but not limited to: manager training and on-boarding, sales training, sales skills and tools training, and team training.
Core Capabilities:
Financial Management: Is the ability to understand and apply internal and external business drivers, strategies, metrics, and budgeting to produce profitable business results. It is expected for an individual in this role to have an advanced understanding of financial management. A manager of sales applies company and customer business drivers to contracts and pricing to produce agreed upon results.
Relationship Management: Is the ability to foster and maintain collaborative relationships with customers to identify opportunities and promote business growth, through a shared understanding of success criteria to achieve current and future business goals. It is expected for an individual in this role to have an advanced to mastery understanding of relationship management. A manager of sales will need to establish cross-functional partnerships to capitalize on business opportunities as well as develop and achieve long-term strategic vision based on high-level collaboration.
Selling with Insights: Is the ability to identify, acquire, and communicate insights, both specific customer and marketplace, which can serve as the basis for selling strategy creation and initiatives/solutions. It is expected for an individual in this role to have an advanced understanding of selling with insights. A manager of sales gathers and applies insights to deliver proposals and presentations to achieve objectives.
Business Planning: Is the ability to facilitate, develop, and implement comprehensive internal/external plans that deliver objectives. It is expected for an individual in this role to have an advanced understanding of business planning. A manager of sales collaborates with customers to develop and execute business plans to achieve mutual goals.
Negotiation Skills: Is the ability to gain alignment between parties while achieving business results and maintaining positive relationships. It is expected for an individual in this role to have an advanced understanding of negotiation skills. A manager of sales recognizes and adapts to changing situations and provides creative solutions to achieve desired results
Market Segment & Product Optimization: Is the ability to have a clear understanding of strategic direction and to identify and/or implement assortment & new item initiatives and “segment-based” solutions for the unique needs of individual segments. It is expected for an individual in this role to have an advanced understanding of market segment & product optimization. A manager of sales activates strategies and tactics recognizing the unique considerations for specific segments.
Execution Excellence: Is the ability to execute Lamb Weston strategies, initiatives and programs with customers at all levels using engagement and training of customer resources. It is expected for an individual in this role to have an advanced understanding of execution excellence. A manager of sales consistently implements plans and agreements reliably to customer’s & Lamb Weston’s satisfaction.
Cross-Functional Resourcing: Is the ability to understand, apply, and integrate knowledge of Lamb Weston, its customers, and the industry as a whole across functional areas, including supply chain, to optimize performance. It is expected for an individual in this role to have an advanced understanding of cross-functional resourcing. A manager of sales applies organizational knowledge to develop actionable solutions in dealing with customer situations.
Supervision:
Supervision Received: Manager of Sales works independently with guidance from a Sr. Sales Director or Sales Director.
Supervision Given: Oversee the work of sales representatives by setting objectives and priorities, assigning and evaluating work and providing business development.
Basic & Preferred Qualifications
Qualifications:
Education: Bachelor’s degree in similar field preferred.
Experience: 5+ years of sales experience, management experience preferred.
Computer Skills: Ability to use a variety of computer technologies and tools including, Microsoft Suite, CRM (Salesforce.com preferable) use, and other sales tools (Tibersoft, PROs, DOMO).
Communication: Strong written and verbal skills and ability to negotiate. Ability to read, write and speak in English required. Bilingual/Multilingual skills desirable.
Strong business management skills, including financial management skills and a strategic mindset.
The ability to travel independently, valid U.S. drivers’ license, and ability to meet Company driving standards.
Travel up to 50% of the time including local and overnight.
Industry-Competitive Benefits
Coupled with our compensation and bonus incentive programs, our benefits deliver rewards that are market competitive. Some of the most attractive elements of our benefit programs include:
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