Regional Sales Manager

This Regional Sales Manager is responsible for selling directly to customers in the North Midwest Region. Account sizes can range from small to very large within any sector in the food, beverage, pet food, and other related industries. Responsible for growing sales by working with and building business relationships with R & D, New Product Development, Purchasing, and Supply Chain groups. The Regional Sales Manager must be able to develop a thorough understanding of the customer’s business plan and operation, and to utilize our supplier’s expertise to continually bring new solutions to our customers to help them develop new products and solve problems. The ideal candidate is located near northeast Indiana, northwest Ohio, or southern Michigan.

Primary Duties and Responsibilities

• Meet divisional sales goals, usually 10% gross profit growth annually.
• Build, retain and expand strong multi-level and cross functional relationships with key decision makers within the customer base including Purchasing, R&D, Marketing, Operations, and Quality, etc.
• Develop a thorough understanding of customers’ business plan and operation.
• Bring together needs of various departments or functions in the customer organization to create a strong compelling reason to take action and formulate the unique value Skidmore can provide.
• Plan for prospecting new customers by effectively obtaining and using referrals, networking and cold calls.
• Negotiate in a cooperative atmosphere, making sure all sides have an understanding of what is agreed upon and test for understanding.
• Utilize suppliers and their expertise to continually bring new ideas to and solve problems for the customer.
• Communicate results of customer visits via weekly reports to division management
• Work internally to build strong business relationships within all Skidmore departments.

Sales Goals and Objectives

• Develop and execute a detailed sales strategy plan, with input from the VP/RVP, Sales and Marketing, to meet divisional financial goals. The plan should be based on assigned accounts/geography based on understanding of market, firsthand customer information, and alignment with Skidmore’s strategy.
• Ensure that sales revenues, volume, growth, and contribution margin are achieved or exceeded.
• Update project pipeline monthly. Identify where opportunities lie in the pipeline and takes effective action to move opportunities through the pipeline.
• Meet measurable personal objectives developed around annual divisional goals.

Market Sales Activities

• Conduct customer calls, in person and over the phone, in a customer friendly manner that reflects knowledge of the customer and industry.
• Uncover customer’s need for offerings Skidmore can provide.
• Fully investigate all sales leads with feedback provided through weekly reports.
• Communicate to customer any pricing schedules and changes.
• Use the full capabilities of Skidmore which are valued by the customer (i.e., products and services from multiple functions and business units) to differentiate an offering from the competition.
• Manage contract performance, as required.
• Investigate and initiate cross selling opportunities within the Skidmore Enterprise.
• Develop and lead customer specific technical and marketing projects, leading them to productive completion.
• Develop presentations using best practices to address customer needs, including appropriate next steps, setting audience expectations, and using variety and emphasis through intonation.
• Move new opportunities forward by linking Skidmore’s capabilities to customers’ current business issues and ask questions to make customers think about or struggle with answers.

Sales Communications

• Keep tentative travel plans in shared Outlook Calendars at least three weeks out.
• Prepare meeting agendas for all customer visits.
• Submit sales call report within Weekly Reports including, at least contact & titles, overall customer business review, pertinent opportunities with impact on gross profit dollar & any competitive information.

Education/Experience

• Bachelor’s degree in food science or a related discipline required.
• At least 5 years of experience and demonstrated new product development success with food ingredients sales.
• Experience with the following industries preferred: meat, poultry, dairy, baking, flavor companies, confections, snack foods, nutraceuticals, beverage.

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.
• 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.
• Strong computer skills, including Microsoft Office, particularly proficient in Outlook and Excel.

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.