Regional Sales Manager-Away from Home Sales (Mid Atlantic Region)

Position Overview

• Location Type: Remote (with up to 60% travel within the Mid Atlantic region)
• Employment Type: Full Time
• Salary: Not specified
• Region: Mid Atlantic (East Division) - States include Washington DC, Maryland, Virginia, North Carolina, Delaware, New Jersey, Eastern PA, NYC
• Reports To: Not specified
• Team Lead: 5 Direct Reports (Territory Sales Managers)

This role is the Regional Sales Manager (RSM) for Away from Home/Foodservice business within the Mid Atlantic Region. The ideal candidate will be responsible for leading a team of 5 direct reports and driving sales growth within the AFH market. The role requires a strong understanding of the foodservice industry and the ability to build and maintain relationships with both internal teams and external partners.

Requirements

• Experience in sales, preferably within the foodservice or Away from Home industry.
• Proven leadership skills and experience managing and motivating a team.
• Strong understanding of sales strategies and techniques.
• Proficiency in CRM systems (Salesforce, Spotfire, AWS, SONAR) is highly desirable.
• Ability to travel up to 60% of the time within the Mid Atlantic region.
• Must reside within the Mid Atlantic region and near a major airport.

Responsibilities

• Lead and direct a sales team of 5 Territory Sales Managers.
• Contribute to delivering division total plan & strategic category targets for both food and beverage.
• Drive utilization & adoption of Salesforce, Spotfire, AWS, SONAR, etc.
• Hold Territory Sales Managers accountable to selling food along with beverage.
• Develop, coordinate, and lead the region’s execution of Smucker AFH business (Food & Beverage).
• Enable the sales teams (direct and broker) to optimize region business opportunities.
• Monitor and track progress vs. plan, adjust to business outages/needs.
• Lead and direct the sales team to achieve goals and objectives.
• Establish a strong relationship with broker partners representing food in the region.
• Lead the sales team to execute solid, measurable initiatives in line with Smucker Go-To-Market strategy.
• Create & Execute Customer & Distributor Business Plans & Annual Reviews where applicable.
• Train broker food sales teams on Smucker branded product portfolio and applications on a regular basis.
• Conduct fiscal planning sessions in each broker market annually.
• Hold broker(s) in region accountable for hitting plan & targets established.
• Review sales vs plan targets, opportunities, red flags, gaps, etc. with Broker Account Executives on a regular basis.
• Prioritize Resources to Implement and Deliver Region’s and Divisions Annual Plan.
• Target and own 5-10 (mix of Retention & Acquisition) direct strategic customers and develop action/coverage plans.
• Lead the region team to accelerate volume and profit in line with the fiscal years Goals & Objectives of the SBAM.
• Measure and track progress against annual SG&A budgets and hold the team accountable to staying within budget.
• Ongoing measurement of customer and distributor volumes in the region and under the responsibility of the RSM and manage their progress.
• Develop and maintain top to top business relationships with all key and direct accounts.
• Maintain and optimize distribution of key Smucker products in conjunction with broker partners.
• Drive broker & Territory Sales Managers collaboration in selling food.
• Work cross functionally (Sales Productivity, Marketing, Finance, Logistics, Product Development).

Application Instructions

• Not specified in the provided text. (Contact HR for application details)

Company Information

• Company: Smucker
• Business: Away from Home (AFH) / Foodservice