Campbell Soup Company

Zone Sales Manager

Campbell Soup Company • $108K — $148K *
Washington, DC 20011In-Person
Retail & Consumer Goods
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree with 5 years of CPG/DSD sales experience or 10 years without degree
  • Minimum of 2 years in a sales team management role
  • Experience in DSD route to market or warehouse settings is a plus
  • Strong leadership and communication skills
  • Proven strategic thinking and business acumen
  • Willingness to travel locally and overnight as needed

Responsibilities

  • Manage and update the overall business plan for Campbell Snacks objectives
  • Create multi-timeframe business plans for retailer execution
  • Communicate and track distribution and sales targets with teams
  • Develop strong relationships with key retail decision-makers
  • Analyze competitive positions and recommend strategies
  • Design quarterly business plans to meet targets across product lines
  • Coach and develop the MDL team for improved execution

Benefits

  • Health and dental insurance starting on the first day
  • 401k and wellness benefits included
  • Comprehensive total rewards package available upon inquiry
Full Job Description


How you will make history here...

The Zone Sales Manager (ZSM) is responsible for leading a team of Market Development Leaders (MDLs) to achieve distribution, sales, merchandising and promotional targets through effective engagement with the Independent Distributor Partners (IDP) network and the local warehouse logistics organization. Zone Sales Managers are responsible for +$100MM in revenue. The ZSM must develop and implement the zone business strategy to drive growth across brands and increase dollar share, including marketplace deployment of resources to maximize volume and minimize operating cost. The ZSM provides sales leadership across the Zone, personal development to the respective MDLs.

What you will do...

Retail Development
  • Responsible for proactively managing, monitoring, evaluating and updating the overall business plan to meet Campbell Snacks objectives.
  • Develop business plans for 60-90-180 days out across all retailers and multiple geographies, to support executional excellence and share growth.
  • Communicate targets for distribution, merchandising, and promotional execution.
  • Secure retail space for new items and points of interruption with key retail decision makers through partnership with IDPs.
  • Forge and develop strong relationships with key retail decision makers.
  • Assess the retailer's competitive position, behaviors and strategies and understand how they align with Campbell Snacks strategic goals and identify opportunities to create win-win scenarios.
  • Track and evaluate competitive threats in the market and set strategic gap closure plans to win.
  • Design and forecast quarterly business plans to attain key metrics across the portfolio to deliver the quarterly lock retailer business plan.
  • Design go to market strategies through partnership with IDPs and utilize business analytics to recommend key business issues/plans related to base products and/or innovation and marketing activation.
  • Conduct retailer specific analysis across portfolio of brands to identify opportunities to the plan and make appropriate recommendations.
  • Provide insights, feedback and collaborate with internal retail customer teams with solution-oriented ideas and adjustments for continuous improvement and improved executional excellence.
  • Communicate retail execution goals and monitor performance of MDLs to achieve business strategies.
  • Lead retail development within assigned area with an emphasis on designing and maintaining a retail wiring plan for compression selling through partnership with IDPs.
  • Penetrate and establish retail relationships with elevated levels of management with focused compression selling through partnership with IDPs.


Independent Distributor Partner (IDP) Engagement
  • Cultivate, develop and implement optional quality joint business engagement.
  • Participate in optional quarterly IDP business meetings to collaborate on operational matters with the IDPs.
  • Offer syndicated and retailer supplied data to discuss the state of the snacks business, consumer trends, key business drivers, and discover incremental opportunities.
  • Develop growth strategy to support route infrastructure growth and align on priorities with local Business Development Managers.
  • Improve route viability by reengineering for growth and minimizing turnover of routes to support IDP engagement.
  • Recommend potential IDPs for open routes as potential future business partner.
  • Design and collaborate with internal sales operations team to create a route infrastructure strategy.
  • Collaborate with internal sales operations team to provide clear and concise communication regarding sales and distribution opportunities and other key information utilizing available applications and tools, which will assist them in engaging with IDPs.
  • Coach, lead and influence internal team to develop strong relationships and improve engagement with IDPs.
  • Clear understanding of IDP contracts and the independent distributor partner business model.


Team Development
  • Review weekly MDL deployment plans to improve execution, IDP engagement, retailer visibility and deliver on the Campbell Snacks objectives.
  • Collaborate with Sales Operations to improve the efficiency of the market and drive growth.
  • Seek out and provide support as needed to the different functions on assigned categories (e.g. new product development, process improvement, brand marketing).
  • Track monthly forecasts in order to maximize supply chain efficiencies and provide constructive feedback on shipments, consumption data and inventory changes. Proactively identify potential risks or threats to monthly forecasts.
  • Utilize performance management plans with MDLs to develop and enhance individual skills, capabilities and behaviors to build a team culture.
  • Conduct MDL team meetings as necessary to share best practices, role play and communicate deployment plans and other strategic initiatives.


Job Complexity / Scope:
  • Engage with a diverse set of outside stakeholders, including retailers and IDPs, while navigating complex route to market distribution model, distributor model and market trends
  • Able to assess market needs and deploy resources against business issues and demands
  • Utilize iPad business applications to provide up to date information regarding business trends
  • Train, coach and develop new MDLs on processes and best practices
  • Identify and implement growth strategies for infrastructure opportunities
  • Deliver gross revenue target, share growth and executional excellence metrics.
  • Deliver ACV display gains in key accounts and region geography
  • Establish strong selling relationships with key retailers and divisional leaders of top retail accounts within zone
  • Ensure MDL team is engaging IDPs in collaborative spirit to build relationships and maximize growth potential
  • Build, recruit & develop high performing MDL team that promotes positive IDP engagement & culture
  • Periodic strategy meetings with MDL team to align on goals and opportunities
  • Identify & mentor MDLs so that they can achieve personal development and career progress. Effectively manage the performance of those MDLs struggling to meet role expectations.
  • Requires cross functional interaction within the retailer, sales strategy, operations team, supply chain, plant operations, depot management, and IDPs


Who you will work with...

Key members of the DSD Snacks organization.

What you bring to the table... (Must have)
  • With Bachelor's degree, minimum 5 years' of Consumer Packaged Goods (CPG) or Direct Store Delivery (DSD) sales experience required
  • Without Bachelor's degree, minimum 10 years' of Consumer Packaged Goods (CPG) or Direct Store Delivery (DSD) sales experience required
  • Minimum 2 years managing and influencing sales teams
  • DSD route to market, warehouse experience is a plus
  • Excellent leadership and communication skills
  • Must be a strategic thinker, operational and retail knowledge and have strong business acumen
  • Ability to travel as needed, both local and overnight within district, to company meetings, company training and other regions as business needs demand.


It would be great if you have... (Nice to have)
  • Bachelor's degree preferred, but not required


Compensation and Benefits:

The target base salary range for this full-time, salaried position is between
$108,000-$148,500

Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training. Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.

About Campbell Soup Company

Campbell Soup Company (Campbell) together with its subsidiaries, is a manufacturer and marketer of branded convenience food products. The Company operates in five segments: U.S. Simple Meals; Global Baking and Snacking; International Simple Meals and Beverages; U.S. Beverages; and North America Foodservice. In June 2012, the Company purchased 1300 Admiral Wilson Boulevard in Camden. On August 6, 2012, the Company completed the acquisition of BF Bolthouse Holdco LLC (Bolthouse Farms). In September 2012, Vilmorin & Cie SA acquired the tomato and pepper breeding and sales business of the Company. In June 2013, Campbell Soup Co completed the acquisition of Plum Organics. In August 2013, Campbell Soup Company completed the acquisition of Kelsen Group A/S. In October 2013, it completed the sale of its European simple meals business to CVC Capital Partners.

Campbell Soup Company Careers

Join the vibrant team at Campbell Soup Company, a leader in the food industry, where your career growth and innovation meet exceptional opportunities. At Campbell, we are committed to fostering a diverse and inclusive workplace that offers numerous job opportunities across various fields. Work You’ll Do Embark on a fulfilling career journey with Campbell Soup Company and contribute to a legacy of quality and innovation. Our team is dedicated to excellence and pushing the boundaries of what is possible in the food industry. Lead with us at the forefront of the market, where your skills in leadership, teamwork, and professional development are highly valued. Campbell offers a unique position in the marketplace that combines industry expertise, culinary innovation, and a commitment to sustainability. Join a global team of professionals who are passionate about making a real impact in the company and the community. Collaborate with talented individuals who bring a wealth of knowledge and experience to the table. Campbell Soup Company Job Opportunities We are continuously expanding our team and looking for talented individuals who are eager to drive change and lead the industry. Explore a range of job opportunities, from entry-level positions to executive roles, each offering a path to personal and professional growth. Innovate with Us Be part of a company that thrives on innovation and is constantly seeking new ways to delight consumers and improve our products. At Campbell, you will have the chance to work on challenging projects that refine your skills and advance your career. Internship Programs Kickstart your career with a Campbell Soup Company internship. Our programs provide invaluable industry experience and a chance to develop essential skills in a real-world setting. Internships are a stepping stone to full-time employment and offer a comprehensive view of our company culture and operations. Benefits and Culture Campbell Soup Company is dedicated to supporting our team members' professional and personal growth. We offer competitive benefits, including health care, retirement plans, and continuous learning and diversity training opportunities. Our culture is one of collaboration, respect, and empowerment, making Campbell a great place to work. Leadership and Development Advance your career with leadership training and professional development programs designed to hone your skills and prepare you for future challenges. At Campbell, we believe in nurturing our team's potential and providing them with the tools they need to succeed. Stay Connected Join Our Team Search open positions that match your skills and interests. We are looking for passionate, innovative, and solution-driven team players. Explore the exciting and rewarding career opportunities waiting for you at Campbell Soup Company. Keep Up to Date Stay informed with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Job Alert Emails Customize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the dynamic and rewarding career paths available at Campbell Soup Company.
Learn more about Campbell Soup Company
Size
14,100 employees
Market Cap
$17 billion
Industry
Food & Beverages
Net Income
$808 million
Founded
1869
5 Year Trend
+8%
Revenue
$8.9 billion
NASDAQ
CPB
* Ladders Estimates

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