Description

PRINCIPAL DUTIES & RESPONSIBILITIES

• Perform annual performance reviews, quarterly conversations, develop budgets, and provide daily guidance and coaching of the Sales Team.
• Train and coach the Sales team to improve their sales and negotiation skills.
• Recommend required resources, staff changes (hiring and firing).
• Assist in preparation and coordination of on-boarding and training of direct reports.
• Responsible for growing the company’s sales and gross profit annually.
• Responsible for overall success of sales pipelines/reports for the company.

Responsible for developing and managing key supplier relationships.

• Develop and execute a detailed sales strategy plan, with input from the Regional Vice Presidents, to meet company’s financial goals. The plan should be aligned with the company growth strategy and based on knowledge and understanding of the regional market served.
• Prepare and submit monthly management reports and quarterly Board reports.

Sales Goals & Objectives

• Develop a thorough understanding of major customers’ business plans and operations.
• Develop major customer presentations and perform key customer annual business reviews.
• Coordinate major customer bids.
• Assist in preparation and coordination of supplier meetings and sales meetings.
• Work internally to build strong business relationships within all Essex departments.
• Stay on point with all trends related to goals and objectives.
• Other duties as assigned.

Supplier and Marketing Activities

• Responsible for building and maintaining Key Supplier relationships.
• Responsible for meeting and exceeding supplier sales and profit expectations.
• Have quarterly or semi-annual business reviews with top 15 suppliers.
• Work within Essex departments to help resolve issues while supporting overall Essex and Supplier objectives.
• Assist in contract performance with suppliers as needed.
• Assist in the search and evaluation of new suppliers adhering to New Supplier Requirements.
• Investigate and initiate cross selling of opportunities within the Skidmore Enterprise.
• Work with Marketing Manager to develop annual marketing plan and to keep all customer/supplier presentations up to date and on point.
• Provide constructive input to Marketing Manager on monthly newsletter including subjects to be included in such.
• Sales Communications
• Coordinate and conduct quarterly sales meeting with support of RVP’s.
• Keep tentative meetings and travel plans in shared outlook calendars at least three weeks out.
• Prepare meeting agenda for supplier meetings with expectations.
• Manage the price changes from suppliers taking into consideration all internal cost changes.
• Work with Marketing to promote Essex’s brand and image in the market.
• Clerical/General Administrative
• Respond to routine emails, phone calls, etc
• Make copies, print documents, mail delivery, etc
• Submit expense reports on a weekly basis.

Sales Communications

• Coordinate and conduct quarterly sales meeting with support of RVP’s.
• Keep tentative meetings and travel plans in shared outlook calendars at least three weeks out.
• Prepare meeting agenda for supplier meetings with expectations.
• Manage the price changes from suppliers taking into consideration all internal cost changes.
• Work with Marketing to promote Essex’s brand and image in the market.

Clerical/General Administrative

• Respond to routine emails, phone calls, etc
• Make copies, print documents, mail delivery, etc
• Submit expense reports on a weekly basis.

This job description is not intended to be all inclusive and the employee will also perform other reasonably related business duties as assigned by the immediate supervisor and other management as required.

Qualifications

Education/Experience

• Bachelor’s degree in Business, Food Science or a related discipline required. MBA preferred.
• A minimum of 5 years of technical sales experience, with demonstrated sales growth, as well as 5-10 years of proven sales management experience.
• Experience with the following industries preferred: meat, poultry, dairy, baking, flavor, confections, snack foods, nutraceuticals, beverage, and pet.

Specialized Knowledge/Skills/Abilities

• Organized, detail-oriented, and able to effectively manage multiple tasks and meet deadlines.
• Superior verbal and written communication skills.
• An enthusiastic team player with a strong drive to create a positive work environment.
• Ability to connect with and interact effectively within all levels of the business.
• Demonstrate an ability to collaborate effectively with Sales Managers from adjacent companies, fostering a unified approach within Skidmore Enterprises
• Ability to handle sensitive information and maintain the highest level of confidentiality.
• Maintains and effective level of business literacy. Able to understand business unit operation plans and relevant sales metrics.
• Ability to gather and analyze data and present sound alternatives and recommendations.
• Sage X3 experience a plus as well as SalesForce.
• Strong computer skills, including Microsoft Office, particularly proficient in Outlook and Excel.

Working Hours/Environment

• Hours are 40-50 per week – Monday – Friday; may require additional hours periodically, including evenings and weekends, depending on business needs.
• Work typically performed in an indoor office setting with extensive automobile driving required.
• Visit suppliers and customers as needed.

Tools and Equipment Used

• Personal computer, copier, fax/scanner, phone, and other typical office equipment

Travel

• On average 40- 60% travel is required. Weekly travel is expected with only periodic full weeks of non-travel.

Physical & Mental Demands

• Position requires prolonged driving.
• Frequently required to sit at a desk/workstation for long period of time.
• Ability to work at a computer terminal for extended periods of time.
• Digital dexterity and hand/eye coordination in operation of office equipment
• Light lifting and carrying of supplies, files, etc.
• Ability to speak to and hear employees/clients via phone or in person.
• Body motor skills sufficient to enable incumbent to move around the office environment.