Purpose and Scope:
This individual will develop, execute, administer and coordinate strategic tactical initiatives for the regional trade within the assigned geography. The objective is to meet the strategic goals set forth by the Senior Management team. This will include managing a network of Broker representatives to capitalize on their regional strength, in addition to developing the specialty cheese distributor channel along with key account penetration to deliver the objectives and efficiencies outlined by the Annual Goal Plan.
Guiding Principles-Culture- Service:
- Responsible for driving the Litehouse culture through company guiding principles
- Accountable for outstanding customer service to all internal and external customers
- Develop and maintain effective relationships through collaboration and consistent timely communication
- Help uphold a “Team Member” environment supporting others with positive behavior
Essential Functions & Responsibilities:
- The primary functions of this position are to create and manage the implementation of selling strategies that will promote the sale and growth of company-branded Artisan Deli Cheese products to retailers within the Eastern region. This would include achieving maximum market penetration through data analysis, market reviews and the evaluation of the Broker organization. The East Regional Manager is also responsible for delivering and forecasting sales objectives put forth by the (Vice President/National Director of Deli) to meet company growth objectives. These objectives are tied to a P&L analysis of the overall retail channel and must meet the profit criteria set forth by the VP/NDS.
- The Eastern Regional Sales Manager will be responsible to develop strong customer business relationships at select key accounts and lead sales engagement with key account customers in annual planning, innovation, promotion/price negotiations and category management.
- The Eastern Regional Sales Manager will be responsible to develop a cohesive working relationship with various departments within the organization including Marketing, Customer Service and Sales Support to insure the overall success of the region.
- The Eastern Regional Sales Manager has the responsibility to the NDS to provide current and accurate information concerning market conditions, competitive situations, industry and customer updates, sales tracking and guidance on other related topics.
- The Eastern Regional Manager spends approximately 70% of his or her time traveling to the markets within the region to work with brokers, distributors and retail accounts. All activities should be designed around building business plans and relationships that will deliver the assigned goals and meet the needs of our customers. This includes business reviews, promotional planning and forecasting, securing new distribution in targeted accounts, efficient tracking of trade spending, selling methods, techniques and merchandising objectives. In addition, he or she will travel to and participate in key industry trade shows.
- The Eastern Regional Manager spends approximately 30% of his or her time forecasting, promotional planning, analyzing business trends, identifying business opportunities and providing recaps of the region performance addressing the status of goal achievement and performing individual audits of the markets. These updates and audit findings are to be reported on a monthly basis to the NDS and will be used to define direction needed to improve the region performance.
- Assist with input of the development of new products and suggestions of improved “go to market” strategies that will deliver “value added” proposition for the category, consumer and the trade within the region.
- Assist in developing marketing activities and merchandising vehicles that extend “brand reach” beyond the current applications and usage of the existing product dynamics.
Minimum Qualifications Required to Perform Work:
- 10 years retail sales management experience with Food/CPG organization
- Prior sales/broker management experience, preferably with a manufacturer of Specialty Cheeses in Deli
- Promotional optimization and the ability to execute programs to achieve volume, revenue, profit, market share and brand equity objectives.
- Direct headquarter/distributor experience at multi Eastern US retail accounts
- Strong analytical skills including category management and trade promotion efficiency experience
- Proficient with Microsoft office, including Outlook, PowerPoint and Excel
- Self -motivated, forward thinking, results driven with proven leadership qualities
- Strong execution, negotiation, organization, interpersonal and communications skills
- Proven sales management experience leading cross-functional resources
Knowledge, Skills & Abilities:
- Communication skills
- Leadership sills & managing others
- Analytical thinking skills
- Decision making and judgment skills
- Organizational skills
- Computer skills
Physical Demands/Work Environment:
The physical demands and work environment described here are representative of those that an employee encounters while performing the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Day to day work includes:
The duties listed in this job description are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.
