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