The Sales Manager of Away From Home (AFH) will play a critical role in expanding Suja's presence strategically within the Western U.S. The role will report into the Director of AFH, and work closely with this leader to partner on business development and maximize results across the network. This role will be responsible for managing Western channel customers, route to market partners, and broker organizations. And will be required to work across Suja cross-functional support teams such as finance, marketing, category management, supply chain and sales & planning functions to drive profitable volume growth. He/she will utilize their experience to optimize existing business relationships, develop new business and educate/influence internally on needs to accelerate Suja’s growth goals.
Overall, we are looking for someone who has in-depth knowledge and experience in Away From Home areas of business, and the distribution network that supplies it. Business areas such as C-Store, Food Service, College and University, Business Campus, Vending and Travel. These are largely white space channels for Suja, with exciting momentum and opportunity to take things to the next level. The ideal candidate will be a self-starter, flexible thinker and have proven success and strong relationships in these channels.
Areas of Focus Within Assigned Territory
- Attainment of assigned Net Sales and profitability targets for the assigned western AFH business
- Effective management of a network of brokers and selling partners
- Application of Suja Company and customer specific sales strategies and initiatives
- AFH Portfolio management, including new item launch execution and assortment initiatives
- Territory and customer trade and marketing program management and optimization
- Development and maintainenance of business relationships across 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
Essential Duties and Responsibilities
- Sales & Business Development: lead and build key customer relationships while fostering existing ones across channels, prioritizing direct relationships with key regional partners.
- Existing partnerships – present expansion opportunities to key accounts using fact-based selling and category stories
- New partnerships – identify and create a strategy for building new business, gaining alignment on priorities, needs and objectives with AFH lead and cross functional partners
- Distributor partnerships – leverage existing distributor relationship with DOT Foods, build plan for success with broad liners
- Broker partnerships – closely manage current brokers, evaluate need for new broker partners as appropriate
- Manage and Achieve Budgeted Goals: with annual business growth, sales and margin plans in line with Suja’s strategic goals
- Work with finance and sales & planning to develop plans for profitable volume growth
- Manage customer, operator and distributor P&L’s
- Work with team to model out revenue and spend needs across channels. Measure performance against plan throughout year
- Toolkit Leveraged: full utilization, refinement and future development of existing Suja AFH Sales Toolkit
- Optimize toolkit to arm yourself and selling partners (brokers and distributors) with right tools for smart business development
- Work closely with marketing and category insights on development and refinement of tool needs
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- Bachelor's degree required
- 7+ years of relevant experience preferred
- Must have sales management experience and demonstrated sales achievement within small format
- Broker and distributor management experience preferred
- Experience in sales planning, forecasting and trade spend management
- Proficient in MS Office (PowerPoint, Excel, Work)
- Understanding of syndicated data (Nielsen, IRI, SPINS) and how to use it as a customer management tool
- Excellent communication and presentation skills (written and verbal)
- Demonstrated alignment to the Suja Company Value and Mission
- Have an entrepreneurial spirit, intellectual curiosity, and a passion to drive success in a team environment
- Ability to travel up to 50% of time
- Ability to prioritize and meet deadlines within specified time constraints
- Thrives in a team environment
A competitive compensation and benefits package is offered. We offer the following:
Medical
Dental
Vision
Life insurance
401K plan with matching
Paid vacation and sick days
Suja offers a fun working environment that promotes teamwork, creativity, and supports individual growth. If you are interested please submit your resume and application.
Suja Life, LLC is an Equal Opportunity Employer
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