COMPANY: A well-respected CPG company, a leader in their category and known for quality products and a stable workplace, competitive compensation and excellent benefits.
GENERAL PURPOSE: The Regional Sales Manager (RSM) is responsible for achieving sales objectives consistent with company volume projections, market share, and profit targets. The RSM manages and executes quarterly and fiscal sales plans, which includes volume and gross sales forecasts, core distribution and new item innovation gains, pricing management, merchandising execution, trade spend budget and retail objectives within the West Region. The RSM is the primary communication link between our customers and the company, responsible for creating and maintaining superior relationships with each customer in the region.
KEY RESPONSIBILITIES:
- Strategic Planning - review/set quarterly & annual volume and trade spend goals/forecasts to meet overall company directives around topline and bottom-line growth.
- Market/Customer Planning - Establish regional market priorities, objectives and strategies to guide broker development of market/account plans that deliver on overall company growth forecasts.
- Sales Execution - Direct and monitor broker execution of account plans to achieve volume objectives and key sales priorities (distribution, pricing, shelving and merchandising).
- Trade Spending - Manage account level spending budgets including traditional trade, slotting and unsaleables.
- Customer Development - actively cultivate relationships with each customer in the region.
- Broker Manage and Evaluation - The Regional Sales Manager is responsible to manage assigned brokers. Specific responsibilities include selection and retention of qualified business managers and ensuring company objectives are clearly communicated and delivered for each customer. The RSM should penetrate all levels of the broker operation to ensure the appropriate level of qualified resources are being deployed.
- Administration - Effectively manage administrative responsibilities including information and sample requests, competitive intelligence, results tracking and analysis, expense reports, forecasts, deduction management, etc.
- Personnel Development - The West RSM will need to identify opportunities proactively with each customer in several key markets with the ultimate goal of becoming the brand in their category.
- Review post promotional analysis to create more efficiencies and positive ROIs with approved budgeted trade dollars for the region.
- Category Management - review and analyze on a monthly basis topline category, sub-category and brand trends to identify opportunities for our brands within the region.
- Private Label - assist and work directly with the Director of Private Label on maintaining and growing our Private Label business at strategic accounts.
- Achieve Volume, Merchandising, Assortment, Pricing and Shelving goals through effective management of Brokers and Customers.
QUALIFICATIONS:
- 10+ years of overall professional experience in CPG Sales
- 5+ years of RSM or Account Management experience in the West Region (Experience with distributors and retailers large and small)
- Resides in the Western Region of the US (Preferably near a major airport)
- BA in Business Administration preferred
- Broad knowledge and experience in the Grocery (Food & Beverage) Industry
- Willing to travel up to 50%
- Demonstrated prior success in achieving results.
- Self-Starter and highly motivated; can work in different environments
- Proficient in PowerPoint and Excel (Ability to create presentations and spreadsheets).