Region Sales Manager

This role is remote eligible in the Eastern United States near an airport (i.e. Eastern Time Zone Preferred or Central)

OVERVIEW

The position is responsible for leading our Alternative Channels business in the Eastern U.S. Alternative Channels is made up of vending, micro markets, special retail markets and a collection of customers that often blur Foodservice, Convenience and Retail. Focus Categories are Snacks and Cereal, often relying on NAR skus. This individual will be responsible for developing multi-tiered relationships with distributors, such as Thayer, operator groups like USG (Unified Strategies Group) and special markets customers such as Chi Foods. They will collaborate with their AC teammate to influence cross-functionally and cross-boundary to meet the needs of the key customers across their region. In addition, they will be responsible for setting direction and driving execution with our broker teams in their region. They will partner with Non-Commercial team members to grow the Compass, Aramark and Sodexo vending and micro market business along with leading the negotiation of our next agreement with Canteen (Compass). One key factor in the success of this individual is their ability to leverage the internal GMI resources as well as industry partners on the right strategic opportunities.

KEY ACCOUNTABILITIES

• Deliver outstanding profitable  results – high single digit growth expected.
• Leverage all cross functional tools including CatMan, Consumer Insights, Marketing, Trade and Broker Sales activation to drive growth staying within contractual guidelines.
• Lead the AC business in the Eastern half of the United States. Cultivate multi-level relationships across distributors, operators, and operator groups such as USG (Unified Strategies Group).
• Outstanding understanding of the current business via data analytics and a keen understanding of the key levers that will drive the business moving forward.
• Serve as point person for negotiations with distributor accounts, USG, Chi Foods, and Compass/Canteen
• Lead or co-lead industry event plans including the National Automatic Merchandising Association annual trade show (NAMA).
• Lead the communication to the broker teams in the region (NE & SE).
• Work in concert with the West RM to ensure strong execution of business driving initiatives.

REQUIRED QUALIFICATIONS

• Education: Bachelor's Degree
• Related Experience: 5 years, Sales and Sales Operations preferred.

PREFERRED QUALIFICATIONS

• Ability to work independently and manage multiple key accounts and a broker
• Strong track record of customer communication – proactive, and reactive with follow up that exceeds customer expectations
• History of delivering strong differentiated results
• Proven ability to develop strategic plans, activate and deliver results
• Sales experience – operator/retailer and distributor
• Experience managing Trade and performing business analytics
• History of collaboration with cross-functional teams and external partners; ability to build strong relationships and influence
• Understanding of our capabilities and how to apply them at the customer corporate and local level
• Passion for the foodservice industry, the customer and winning – with and through others

DEVELOPMENT CANDIDATE WILL RECEIVE IN ROLE

• Multi-channel selling, including foodservice, convenience, and retail
• Accelerate the growth of micro markets and other disruptive technology in traditional channels
• Selling with category management to increase GM presence on POGs
• Collaborate cross-functionally and with external partners to craft marketing and merchandising plans for key accounts
• Strengthen negotiation and communication skills
• Strategic Business Development with key account
• Sharpening of business analytics skills
• Entrepreneurial management of a large region with critical decision making

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