Regional Sales Manager - West

Requisition ID 47525
Position Type (US)Full Time
Career Function Sales 
Recruiter
Posting Type DNI

Leading to better encompasses all we do at Kerry, it's how we've become the worlds leading taste and nutrition company. Whether it's building and manufacturing sustainable solutions for food, beverage or pharmaceutical consumers, our commitment to lead the world to better nutrition drives us forward. With 24,000+ colleagues across the globe and 15,000+ Kerry products, your opportunities are limitless.

About the role

The Regional Sales Manager, Food Service Brands, is responsible for achievement of volume and profit objectives within their assigned area of responsibility. Reporting to the Sr. Director Sales, Street, the individual will be responsible for developing and executing strategic sales plans against the core Food and Beverage brands. The individual will lead, coach, and manage a team of Regional Business Managers – Distribution and Territory Managers to deliver incremental volume growth through targeted distributor and operator channels across the region.

Key responsibilities

• Develop and oversee regional strategy execution for both direct and indirect sales (pull) and distribution (push) strategies and initiatives.
• C-Suite relationships with key regional operators, along with Sales Team Members (Territory Manager, Regional Chain Manager or Regional Business Manager).
• C-Suite relationships with top specialty distributor customers along with aligned Sales Team members (Territory Manager, Regional Chain Manager or Regional Business Manager).
• Oversee account planning, call planning, pipeline development, opportunity development and sales lifecycle for all personnel in assigned region.
• Personnel performance management and associated personnel decisions for region.
• Growth, development, and mentorship support (in role and career) for all personnel in assigned region.
• Collaborate with personnel on the creation of development plans. Provide on-going feedback and coaching to elevate professional and personal skills required for future advancement.
• Relationships with area leadership in merchandising and category management, where applicable, with key foodservice distributor personnel and partners.
• Approval and management of all financial impact decisions including in region promotions, deviations/pricing, trade spend, equipment placements and write offs.
• Alignment and collaboration with Distributor Development Team to ensure proper execution of corporate distributor and GPO initiatives and campaigns.
• Collaboration on monthly forecasting meetings with Demand Planning team to ensure adequate OTIF achievement for new and existing volume.
• Collaboration with Customer Effective and Marketing team to ensure alignment of brand strategies, channel plans, and go-to-market execution to achieve brand level Annual Operating Plan growth targets.
• Collaborate with Finance leadership and team to ensure strong alignment towards achievement of trade spend budgets and profitability improvement targets aligned to Annual Operating Plan. Work with commercial finance and sales director to gain approval on high impact decisions.
• Collaborate with Equipment Customer Care team to improve asset management processes and procedures to support the ongoing reduction of underperforming accounts.
• Conduit for region with Customer Care team.

Qualifications and skills

• Bachelor’s degree required.
• Minimum 7 years or equivalent experience leading, managing, and coaching direct sales teams with a proven track record of exceeding annual sales and profit targets.
• Results orientation to top line volume and profit growth combined with the ability to execute strategic and tactical plans.
• History and commitment of coaching and developing personnel to ready them for future career advancement.
• Proven track record of success with selling value-added food and beverage products through various distribution channels and operator segments.
• Strong foundational understanding of the Food Service industry and track record of driving results through various customer segments and distribution channels.
• Proven methodology of elevating team performance through proper management and coaching of key initiative execution, pipeline development, sales process improvement, and quota attainment.
• Collaborative team player with a strong passion to win.
• Creation and execution of quarterly and annual business plans.
• Strong organizational, time management, and multi-tasking skills.
• Strong analytical and business analysis skills.
• Strong negotiation, creative thinking, and problem-solving skills.
• Experience within Salesforce or other Customer Relations