Summary of Responsibilities Responsible for driving sales growth within an assigned territory with National Retail channel customers. Build relationships with in-store customer personnel and management to maximize Kellogg brand position and visibility within store. Provide input to Sales Leadership & Marketing regarding competitive market intelligence, customer trends, and perceived opportunities. Lead in-store execution both through personal efforts, as well as through each territory's team of Advocates and Merchandisers during the season.
Essential Duties Include, but are not Limited to: - Grow overall territory sales by increasing POS in a manner consistent with the Kellogg culture and values.
- Maintain store presentation standards through building, maintaining, cleaning, and stocking displays and home locations.
- Accountable for Key Results as assigned by Director of Field Sales.
- Represent Kellogg to customer base within territory, furthering corporate relationships in accordance with Kellogg culture.
- Through use of POS and other daily inventory reports, monitor inventory levels and communicate discrepancies to Regional Manager, Account Manager, and Director of Field Sales in a timely manner.
- Work in collaboration with store management and Kellogg account manager to submit approved orders for stores with low inventory levels. All orders must comply with company shipment and customer inventory polices.
- Work closely with store management to ensure accuracy of physical on hand inventory. Inventory counts must be conducted at every store visit.
- At minimum, meet quarterly with key decision makers in your territory to establish solid relationships including but not limited to "District Managers, Garden Captains, and Regional Managers."
- Train and manage customer service groups to ensure Kellogg servicing expectations are being met. Immediately communicate issues with Regional Manager.
- Execute with excellence:
- Ensure customer planograms are set to established standards by utilizing customer systems and tools and focusing on products of all brands supplied by Kellogg.
- With store personnel, collaboratively pursue additional display opportunities based on rate of sale and location relevance that make sense for the customer, consumer, and Kellogg.
- Prioritize store weekly and monthly visits based on effective route management as assigned by Regional Manager.
- Pro-active and holistic customer inventory management at levels and in a manner that is a win for the customer, consumer, and Kellogg.
- Execute corporately negotiated product promotions at store level, driving incremental visibility at store level and making sure all products pricing and merchandising is accurate.
- Pro-actively pursue product knowledge training with store associates of all levels to ensure a high level of understanding and ability to accurately sell company's products.
- Lead the annual hiring, training, & managing of the territory's Advocates & Merchandisers in season and within budget.
- Lead resolution of any customer or consumer issues with Regional Manager.
- Work with other AM's collaboratively to improve key customer relationships and achieve overall objectives set by the Regional Manager.
- Professionally represent Kellogg at consumer and industry trade shows as requested.
- Provide guidance to company Marketing efforts in the development of Merchandising Tools, Promotions, and Product portfolio by providing marketplace-focused input to Marketing and Sr. Management.
- Provide weekly marketplace insights regarding territory achievements and challenges, competitive activities, key customer events, and product trends via weekly recaps.
- Contribute to the creation and execution of the company's sustainability initiatives and policies.
- Serve as a representative of Kellogg in the community, participating in industry-related and sustainability events to help shape consumer and customer perceptions of the company.
- Full compliance and enforcement of company sponsored retail tracking software for the following positions: Area Managers, Advocates and Merchandisers
Non-essential duties - Performs other duties as requested.
Position Qualifications - 2+ Years within Lawn and Garden or home improvement industry, with strong understanding of Home Depot and Lowe's at store level
- Up to 50% overnight travel that includes:
- Customer or industry events
- Mandatory semi-annual attendance and participation in Corporate Sales Meetings
- Territories in other markets outside of assigned territory
- Must be proficient in Excel using pivot tables
- Must be able to lift and stock heavy objects weighing 50lbs or more and use pallet jacks moving pallets weighing 3000lbs or more.
- Strong fit with core Kellogg corporate values
- This is a virtual position, located within the assigned territory
Required Skills
Required Experience