Regional Sales Manager

Your Opportunity as Regional Sales Manager-Away from Home Sales (Mid Atlantic Region)

In this role you will be the Regional Sales Manager (RSM) for Away from Home/Foodservice business within the Mid Atlantic Region.  You will be responsible for leading a team of 5 direct reports (Territory Sales Managers).

Location: Candidates must reside within the Mid Atlantic of the East Division and reside near a major airport.

Work Arrangements: Working from home office with up to 60% expected travel. This role is responsible for Away from Home (AFH) accounts in states including Washington DC, Maryland, Virginia, North Carolina, Delaware, New Jersey, Eastern PA, NYC.

In this role your primary responsibilities will include:

• 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 (TSMs) 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
• Recognize and adjust efforts to drive sales within a competitive industry and customer environment
• Monitor and track progress vs. plan, adjust to business outages/needs
• Lead and direct a sales team to achieve goals and objectives
• Establish a strong relationship with the 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 SBA
• 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, HR,) to deliver the business results
• Train and Coach Team Members
• Act as a role model, share successes/opportunities with team (coaches, collaboration and teamwork)
• Effectively managing company assets, Customer Trade Funds and other support material/samples
• Responsible for holding the team accountable to profitable qualified asset placements

The Right Place for You

We are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.

What we are looking for:

Minimum Requirements:

• A bachelor’s degree
• 5+ years of Foodservice Sales experience (including knowledge of the industry, customers, products, and competition)
• Proven experience selling nationally branded products and maintaining major customers (Top to Top Meetings)
• Experience in strategic decision making, team building, and negotiations
• Proficiency in data analysis and capable of navigating and learning new technical systems
• Must possess a basic level of business maturity and be able to follow a hierarchy sales structure
• Must be able to work and lead a team in an environment that enables and accepts changes
• Must be able to lead a team and possess a collaborative, cross functional spirit (other AFH Sales professionals) and penetrate that spirit to the team
• Understanding of Foodservice Supply Chain customer’s needs and opportunities
• Understanding of how to target, establish relationships, sell, and maintain Foodservice operators and distributors
• Strong and effective communication skills
• Must be willing to travel up to 60% of work schedule
• Must live within the Mid Atlantic region (states listed above) and live near a major airport

Additional skills and experience that we think would make someone successful in this role:

• Experience in Away from Home/foodservice food/beverage sales
• Experience managing people
• Broker Management experience

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