About the job
The Regional Sales Manager is accountable for the management and development of the Nature’s Path Brands across the Mid-West region, particularly HEB. (HEB is a customer based in San Antonio, Texas) This will include a network of broker account coverage and/or direct retail accounts to build revenues and increase market share profitably.
Achievement of pre-determined Sales and Spend Budget by:
Developing customer relationships in regional market to penetrate buyer, category and marketing teams within each account for long term collaborative relationship with Nature’s Path
Leading the development of the annual budget and trade spend strategy for key accounts
Proactively identifying gaps or opportunities on a periodic basis and reports any risk or upside to the channel AVP, with specific action plans to address
Managing monthly, quarterly, bi-annual meetings with each customer to review the state of the business, present new items, conduct line reviews and customized promotional calendars for each account
Developing a business plan and sales strategy for a specific regional market to ensure attainment of company sales goals and objectives
Providing excellent merchandising and category recommendations to support sales growth.
Assisting in the development and implementation of marketing plans as needed
Creating and understanding promotional budgets and activities for the region by the distributor and/or account
Assisting customers in resolution of complaints to facilitate the continuation of re-orders for the Company’s products
Formulating a long term plan to grow HEB to desired levels
Managing trade spend and forecasting using spend management system:
Inputting forecasted base and incremental sales volume by SKU for direct accounts
Maintaining annual sales volumes monthly, adhering to required progress reports
Managing trade spend through spend management system and following-up with retailer to hold them accountable
Authorizing and closing off trade spend invoices from customers
Providing solutions to trade spend strategies within direct customer base
Achievement of broker and distributor management by:
Leading the strategic priorities for our broker support businesses-budget, trade and promotional activity
Weekly communication of sales versus budget (period, quarter and year end estimates)
Setting promotional planners and goals for each of the assigned distributors
Setting sales and spend goals for each broker network
Reviewing these goals quarterly along with setting additional goals
Facilitating and ensuring broker responsibilities are understood, performance measurement objectives are identified, reviewed and monitored on an on-going basis to provide feedback on accomplishments and immediate action is taken to remedy shortfalls
Score carding broker for relevant accounts to ensure they are meeting expectations
Experience
At least+5 years’ experience in sales in the Conventional Grocery Trade or equivalent experience
Experience in grocery channel, managing brokers, as well as distributors
Account Management with focus on HEB (required) and other MW conventional customers (a plus, but not required)
Working knowledge of using / leveraging data analysis tools (SPINS/IRI/NIELSEN)
Proven track record in a retail environment
Thorough knowledge and ongoing awareness of current sales and business development concepts and practices
Demonstrated ability working with key software applications, such as Microsoft Excel, Power Point and Word
Valid driver’s license and vehicle
As HEB is a customer based in San Antonio, Texas our preference is to have a candidate based in Texas