Position Purpose:

Plan, lead and expand retail distribution and sales volume through account and broker management within assigned territory/accounts.

Essential Functions/Major Responsibilities:

• Direct, manage and support brokers in assigned territory to achieve planned and / or forecast sales objectives.  These activities include:
  • Establish sales dollar, product mix and distribution objectives for the assigned territories in support of business team objectives.
  • Conduct regular meetings and customer calls with brokers to assist in developing the business.
  • Develop and implement special sales drive or incentive programs (within budget) as required to achieve planned / forecast sales objectives.
  • Manage territory MDF program to insure compliance with company policy and budget and to maximize return.
  • Forecast distribution volume and display volume within appropriate lead times.
  • Manage broker performance and commissions.
• Develop good direct working relationship with key accounts in the assigned territory. This includes:
  • Conducting regular business planning and review meetings with the accounts.
  • Monitoring the progress of the accounts and modifying plans to maximize growth.
  • Responsible for all distribution, merchandising, shelving and pricing at key accounts.
  • Manage and resolve unauthorized deductions and other issues of concern with the accounts.
  • Understands key account strategy and is the customer expert for the company.
  • Lead customer cross-functional team and all communication to the account.
• Operate the territory within approved expense budget

Experience:

Minimum of 10 years sales experience with at least 3 years of sales management experience including managing independent (broker) and direct sales force selling consumer products to food, drug and/or mass retailers. 

Education:

Bachelors Degree in Business, Marketing or other related field.

Skills:

• Leadership skills - ability to set direction and lead cross-functional teams and brokers. 
• Self-starter /high energy /results driven  track record of achieving/exceeding sales volume targets, etc.
• Demonstrated strong strategic and critical thinking and decision makingskills.
• Strong hands-on orientation - ability to work independently or in cross-functional teams.
• Demonstrated ability to achieve results through highly effective selling skills and the use/knowledge of category management/data-based selling tools.
• Excellent organizational skills  demonstrated time management and follow-through skills.
• Strong collaborative and interpersonal skills  ability to maintain strong relations with customers, agencies, sales brokers, etc., proven ability to negotiate and influence desired outcomes.