Postion Overview: Regional Sales Director-East is responsible for the successful management of total sales and expense objectives for a specified geographical area, and assigned accounts. Accounts will include grocery, specialty and natural Eastern HQ based customers as assigned. From an expense perspective, is accountable for all sales related expense management including travel, overhead, promotion/advertising, and broker commissions. This individual is responsible for managing a broker, distributor, DSD network along with the Regional Sales Manager East within the assigned territory. Areas of Focus Within Assigned Territory - Attainment of assigned Net Sales and profitability targets
- Application of Suja Company and customer specific sales strategies and initiatives
- Portfolio management, including new item launch execution and assortment initiatives
- Territory and customer trade and marketing program management and optimization
- Responsible for all aspects of successful territory broker management
- Development and maintainenance of business relationships within the entire selling network
- Business management and fact based selling using category strategy and data driven insights
- Leveraging Suja’s unique mission, high quality standards, and portfolio strengths daily
- Effective management of the Regional Sales Manager East, with consisitent goal setting, monitoring and development plan work done
Essential Duties and Responsibilities To perform this job successfully, an individual must be able to perform each essential duty satisfactorily and excel with in the role: - Achieve sales and expense budgets developed for the respective area if responsibility
- Review, evaluate and report data driven results against specific objectives on a continuous basis
- Work closely with Channel VP to develop and execute strategic initiatives within area of responsibility (promotional programs, distribution initiatives, etc.)
- Provide ongoing sales and expense forecasting as requested
- Work closely with Channel VP and Finance team in the ongoing management and evaluation of trade spending efficiency
- Effectively utilize all available data driven resources and tools to drive smart business decisions (Nielsen, SPINS, Retailer/Distributor Portal Data, etc.)
- Evaluation and management of a broker and distributor network within the sales division on an ongoing basis
- Work in partnership with internal sales and marketing on the development of divisional marketing strategies as well as point-of-sale and related materials as appropriate
- Responsible for top trade customers located within sales division
- Participate in national and manage regional trade shows as appropriate for territory business
- Work in partnership with all channel team members as well as across the various teams within the greater organization
- Continually seek out professional development opportunities to refine skill set
- Perform other duties as assigned
Eastern Regional Responsibilities: - Assigned Grocery and Specialty Grocery retailers
- Responsible for all Eastern Natural & Specialty regional customer development
- Eastern Whole Foods Market Regional HQ and store level management (NE, NA, MA, FL, and South)
- New York City DSD Network management
- Actively working within the field, maintaining regular market tours and account meeting/review process
- Management and development of Eastern broker network, providing focus for all assigned HQ and Field level broker team members
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- Minimum of 8 years of sales and sales management experience within the food industry
- Solid background in managing multi-channel driven businesses
- Experience in natural, specialty and grocery channels, with existing network
- Experience in both direct sales and broker/distributor management a plus
- Proven track record of developing territory and specific key account businesses
- Solid working knowledge of computer systems/programs, specifically Micorsoft Excel, Powerpoint and Outlook
- Experience with data platforms and portals key to managing customer businesses (SPINS, WFM Portal, and Nielsen/IRI)
- Strong mix of personal and fact based selling skills
- Excellent communication skills, both verbal and written
- High degree of self-initiative and the potential for continued growth and development preferred
- Experience in an entrepreneurial company will be considered an asset
- Ability to prioritize and meet deadlines within specified time constraints
- Thrives in a team environment
- Adapts well in a changing work environment
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