Regional Sales Manager - East

Description

Works strategically across Key Regional Accounts HQ and utilizes the Broker Network to drive LTF sales in retail grocery, wholesalers and distributors through effective broker and customer management. Builds relationships, drives brand awareness and maximizes sales/profitability.

Requirements

Regional Retail Sales Growth/Customer Management

• Identify customer opportunities to develop the LTF Brand with focus on adding value and facilitating the execution of strategic initiatives.
• Drive account/sales acquisition to meet individual and team productivity goals.
• Participate in customer meetings, create sales presentations and schedule product reviews.
• Review regional sales forecasts by SKU and retail chain and target customers for promotions, new product introductions, etc.
• Apply existing knowledge of CPG and retail customer management to drive success.
• Identify and pursue new business opportunities to expand the customer base.
• Analyze market trends, competitor activities, and customer needs to identify business opportunities and challenges.

Account Profitability/Trade Promotion Management

• Manage all aspects of trade spending to ensure LTF funds are effectively utilized and consistent with LTF promotional strategies to achieve merchandising objectives.
• Leverage post promotional analysis on a customer basis to assess the impact of LTF promotions.
• Monitor profitability, growth and volume to make informed recommendations to improve promotional efficiencies.
• Identify ways to leverage trade investments with creative in-store programs.
• Analyze data for portfolio and promotion efficiencies to drive base sales.
• Monitor and analyze sales performance metrics to assess the effectiveness of sales strategies.

Broker Management and Evaluation

• Work with regional sales brokers to develop KPIs, perform monthly store walks and conduct broker reviews. Work to remove roadblocks and resolve conflict as required in the region.

Cross Functional Partnership

• Work to resolve logistics concerns, customer and shipping challenges, quality or product issues.
• Collaborate with category and brand manager to monitor all customer needs and trends.
• Provide competitive information back to marketing and R&D teams to support the Head of Retail Sales.
• Participate in S&OP Process.

Build strong relationships across the food industry network through trade and industry events

• Track industry trends, brokers and retail chain activities.
• Attend key strategic trade/other industry events to develop business relations with all La Terra Fina customers and to enhance visibility of the brand.

Performs Other Duties As Required

Role-based Competencies

• Account Management
• Sales and Negotiation
• Relationship Building
• Presentation Skills
• Time Management
• Strategic Thinking
• Effective Internal Communication

Background Requirements

BA/BS preferred

• 4-5 years of experience in CPG Sales Account Management.
• Broad knowledge and experience in Grocery Channel gained at successive levels of responsibility, including experience working with Headquarter/Retail Levels inclusive of distributors/wholesalers.
• Demonstrated prior success in achieving results using team-driven philosophies.
• Experience partnering with distributor and broker networks to drive brand recognition and resolve issues is a big plus.
• Ability to work, prioritize and complete tasks in an unstructured environment is required.
• Must be able to build relationships with internal team, distributors, brokers and customers.
• Must have proven ability to proactively and independently drive issue resolution. Clear communication skills, both verbal and written including strong presentation skills, with a strong proficiency in Excel and PowerPoint.

Experience With Albertsons/Safeway Network Preferred But Not Required.

This description is not intended to be a complete list of duties or tasks, but instead is to provide a guideline of fundamental responsibilities, tasks and duties. La Terra Fina reserves the right to make edits and changes to this role description as business needs require and new tasks and duties may be periodically added or revised.

La Terra Fina is an equal opportunity employer.