Regional Ethnic Sales Manager, Texas

Job Title: Regional Ethnic Sales Manager

Classification: Exempt full-time

Reports To: Director of Retail Sales, West

Position Backup: Director of Retail Sales, West

Objective:

The Regional Ethnic Sales Manager will lead the strategy and execution of Del Real throughout the Hispanic retailers and distributors in the Texas. The Regional Ethnic Sales Manager will be a brand ambassador to be the most loved ambassador of Hispanic fresh foods & flavors in the US. The Regional Ethnic Sales Manager will have both brand and private label customer responsibility for plans and execution for growth for the ethnic channel. 

A.        PURPOSE

Under minimal supervision, the Regional Ethnic Sales Manager performs a full range of duties and is responsible for the initiation, development, and maintenance of significant, sustainable, and profitable business relationships with ethnic retail chain accounts and distributors primarily headquartered in the Texas United States.   This position reports directly to the Director of Retail Sales West.

B.        DUTIES

General Overall Duties (1-10 listed below)

• Drive Profitable Retail Growth 

• Responsible for developing and executing strategies to grow profitable growth

• Responsible for overall performance of Del Real’s Sales & Execution in the Ethnic Channel.
• Execute national and regional retail programs designed to achieve incremental volume, merchandising impact, and optimize distribution in target region
• Identify and analyze business within market using syndicated data and account data information to capitalize on potential opportunities
• Perform direct sales activities to drive Del Real’s presence within ethnic channel
• Provide strategic input, reflecting marketplace and customer requirements; The input should focus on trade marketing strategy/tactics and result in a final plan that can be executed with customers to achieve company objectives.
• Customer and Category Planning: Leads Customer Business planning with Retail Customer. Leverages Category/Consumer understanding and Insights to drive Category strategies/initiatives with the customer.
• Consistently deliver key results driven by established objectives in Retail Account sales by securing and developing meaningful volume and long-term supply agreements.
• Develop and implement pricing strategy with assigned accounts in order to optimize volume and revenue while maximizing the operating profit associated with the assigned accounts.
• Work closely with internal departments (Sales, Finance, Operations, Marketing, QA, and R&D) to optimize profitability and reduce disruptions due to swings in demand or other business fluctuations.  
• Supply-related forecasting of demand, the development of long-term supply agreements and the achievement of strategic objectives associated with securing incremental distribution as a foundation for growth.  
• Develop effective plans to increase market penetration within the channel. 
• Direct and monitor broker execution of account plans to achieve volume objectives and key sales priorities (distribution, pricing, shelving, and merchandising). Manage broker channel execution to ensure shelf presence is maximized Del Real Market conditions are at acceptable levels versus standards.
• Facilitate appropriate levels of internal and external resources to be prioritized and deployed against key accounts to achieve business objectives. Coordinate the availability of information (including consumer data) and utilization of multi-functional resources as needed at assigned accounts. 
• Representing company at trade association meetings, food shows, tradeshows, etc. to promote production capability and delivery based on company’s manufacturing capacity.
• Effectively manage administrative responsibilities including information requests, competitive intelligence, results tracking and analysis, expense reports, forecasts, deduction management, etc.
• Work with the Director of Sales East to assess personal development needs and develop the appropriate development/training plans to facilitate personal and professional growth.

            Some of the duties of this position are those described below.  This job description does not state or imply that the duties listed are the only duties and responsibilities assigned to this position.  Employees holding this position will be required to perform any other job-related duties as requested by management.

Position Area Duties (1-6 listed below)

1. New Product Development 
2. Follow the PIF stages for products designed to fill demonstrated needs for specific Retail Accounts. 
3. Identify opportunities for significant incremental volume with existing and new customers based on a clear understanding of their needs and the Company’s core competencies in terms of manufacturing, brand, and technical capabilities.  
4. Communicate those needs internally via a concise professional business proposition that includes: size of the opportunity, customer requirements for price and product characteristics, timing and duration of the opportunity, distribution requirements and other elements necessary to properly assess the impact and resources required for success.
5. Participate in the New Product Development process with respect to Retail Accounts in conjunction with Research & Development and Marketing.
6. Perform administrative activities as necessary for the effective management of the function, including budgeting, planning, organizing, integrating, and measuring the work performed within the functions.

Specific Skills and Abilities Required 

• Dig in and understand the business; Stay focused on priorities and drive for results; Pursue goals with purpose and persevere through challenges.
• Hunter type salesperson. Someone who can not only manage existing business, but also aggressively pursue and close new business opportunities to drive growth across the region.
• Cultivate Solutions; take calculated risks to develop effective solutions; use data and insight to guide decision making.
• Grow Success Together; grow within an inclusive environment; collaborate and promote teamwork; maintain an ownership mentality
• Excellent communication skills: the ability to send and receive information clearly and concisely in written and oral platforms.
• Proficiency in MS Word, Excel, Power Point as well as Internet research
• Must be assertive, ability to work independently, solve problems, and highly self-motivated; enjoy being a member of a fast-paced environment  
• Position requires travel depending on the needs of the marketplace and the specified customer targets 
• Superior presentation skills, both in the development of compelling stories and in presenting them at all levels within customer and internal organization.
• Must be fluent in Spanish and English
• Position is home office based with the requirement of living in Dallas, Texas area. (can be Houston, San Antonio)
• Traveling required is up to 50%

C.           EDUCATION/EXPERIENCE 

1. Bachelor’s Degree (B.S. or B.A.) from an accredited four-year college/university preferred
2. Minimum 4  years Retail account management
3. A minimum of 4 years of fact-based direct selling experience at key ethnic retailers in Texas.

D         Tools

1. Computer

E. Physical Requirements (All requirements are subject to possible modification to reasonably accommodate individuals with a disability.)

              1.           Physical activities of this position.  

              □ Climbing:  Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like, using feet and legs and/or hands and arms.  Body agility is emphasized.  This factor is important if the amount and kind of climbing required exceeds that required for ordinary locomotion.

              □ Balancing:  Maintaining body equilibrium to prevent falling when walking, standing or crouching on narrow, slippery or erratically moving surfaces.  This factor is important if the amount and kind of balancing exceeds that needed for ordinary locomotion and maintenance of body equilibrium.

              □ Stooping:  Bending body downward and forward bending spine at the waist.  This factor is important if it occurs to a considerable degree and requires full use of the lower extremities and back muscles.

              □ Kneeling:  Bending legs at knee to come to a rest on knee or knees.

              □ Crouching:  Bending the body downward and forward by bending leg and spine.

              □ Crawling:  Moving about on hands and knees or hands and feet.

              X Reaching: Extending hand(s) and arm(s) in any direction.

              X Standing: Particularly for sustained periods of time.

              X Walking: Moving about on foot to accomplish tasks, particularly for long distances.

              □ Pushing:  Using upper extremities to press against something with steady force in order to thrust forward, downward or outward.

              □ Pulling:  Using upper extremities to exert force in order to draw, drag, haul or tug objects in a sustained motion.

              □ Lifting:  Raising objects from a lower to a higher position or moving objects horizontally from position to position.  This factor is important if it occurs to a considerable degree and requires substantial use of the upper extremities and back muscles.

              X Finger Dexterity: Picking, pinching, typing or otherwise working, primarily with fingers rather than with the whole arm as in handling.

              □ Grasping:  Applying pressure to an object with the fingers and palm.

              □ Feeling:  Perceiving attributes of objects, such as size, shape, temperature or texture by touching with skin, particularly that of fingertips.

              X Talking: Expressing or exchanging ideas by means of the spoken word.  Those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly or quickly.

              □ Hearing:  Noisy environment.

              X Vision: Close work.

              X Repetitive motions:  Substantial movements (motions) of the wrists, hands and/or fingers.

1.               Degree of physical exertion required for the position.  

o      Sedentary Work:  Exerting up to 10 lbs of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body.  Sedentary Work involves sitting most of the time.  Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.

ý Light Work:  Exerting up to 20 lbs. of force occasionally and/or up to 10 lbs. of force frequently, and/or a negligible amount of force constantly to move objects.  If the use of arm and/or leg controls requires exertion of forces greater than that for Sedentary Work and the worker sits most of the time, the job is rated for Light Work.

              □ Medium Work:  Exerting up to 50 lbs. of force occasionally and/or up to 20 lbs. of force frequently, and/or up to 10 lbs. of force constantly to move objects

Heavy Work:  Exerting up to 100 lbs. of force occasionally and/or up to 50 lbs. of force frequently, and/or up to 20 lbs. of force constantly to move objects

Very Heavy Work:  Heavy Work:   Exerting in excess of 100 lbs. of force occasionally and/or in excess of 50 lbs. of force frequently, and/or in excess of 20 lbs. of force constantly to move objects

1. Environmental conditions the employee will be subject to in this position.

              □ Inside environmental conditions:  Protection from weather conditions, but not necessarily from temperature changes.

              □ Outside environmental conditions:  No effective protection from weather.

              x Both environmental conditions:  Activities occur inside and outside.

              □ Extreme cold:  Temperatures below 32 degrees for periods of more than one hour.

              □ Extreme heat:  Temperatures above 100 degrees for periods of more than one hour.

              □ Noise:   There is sufficient noise to cause the worker to shout in order to be heard above the ambient noise level.

              □ Vibration:  Exposure to oscillating movements of the extremities or the whole body.

              □ Hazard:   Includes a variety of physical conditions, such as proximity to moving mechanical parts, electrical current, working on scaffolding and high places, exposure to high heat or exposure to chemicals.

              □ Atmospheric conditions:  One or more of the following conditions that affect the respiratory system or the skin:   Fumes, odors, dusts, mists, gases or poor ventilation.

              □ Oils:   There is air and/or skin exposure to oils and other cutting fluids.

              □ Humidity:  Exposure to humid conditions ranging from 70 to 92 percents.

Respirator:  Use is required.

o None:  No substantial exposure to adverse environmental conditions (such as in typical office or administrative work).  

4. PRIMARY CONTACTS

A. CONTACTS

1. Inside the Company:        

                               A.) Company Employees

                                            B.)  Administration 

                                            C.)  Sales & Marketing Team

     2.       Out of the Company:      

                                            A.) Customers

B. SUPERVISION

1. Directly Supervises: None 
2. Indirectly Supervises: None

Addendum A

Account Responsibilities include but not limited to:

Hispanic Retailers in Texas

1. Fiesta
2. El Rancho
3. La Michoacana Market 
4. El Rio

Salary : $120,000 - $140,000