Regional Sales Manager, Mid-West Region

Achievement of pre-determined Sales and Spend Budget by:

• Developing customer relationships in regional market to penetrate buyer, category and marketing teams within each account for long term collaborative relationship with Nature’s Path
• Leading the development of the annual budget and trade spend strategy for key accounts
• Proactively identifying gaps or opportunities on a periodic basis and reports any risk or upside to the channel AVP, with specific action plans to address
• Managing monthly, quarterly, bi-annual meetings with each customer to review the state of the business, present new items, conduct line reviews and customized promotional calendars for each account
• Developing a business plan and sales strategy for a specific regional market to ensure attainment of company sales goals and objectives
• Providing excellent merchandising and category recommendations to support sales growth.
• Assisting in the development and implementation of marketing plans as needed
• Creating and understanding promotional budgets and activities for the region by the distributor and/or account
• Assisting customers in resolution of complaints to facilitate the continuation of re-orders for the Company’s products
• Formulating a long term plan to grow HEB to desired levels

Managing trade spend and forecasting using spend management system: 

• Inputting forecasted base and incremental sales volume by SKU for direct accounts 
• Maintaining annual sales volumes monthly, adhering to required progress reports 
• Managing trade spend through spend management system and following-up with retailer to hold them accountable 
• Authorizing and closing off trade spend invoices from customers 
• Providing solutions to trade spend strategies within direct customer base

Achievement of broker and distributor management by:

• Leading the strategic priorities for our broker support businesses-budget, trade and promotional activity
• Weekly communication of sales versus budget (period, quarter and year end estimates)
• Setting promotional planners and goals for each of the assigned distributors
• Setting sales and spend goals for each broker network
• Reviewing these goals quarterly along with setting additional goals
• Facilitating and ensuring broker responsibilities are understood, performance measurement objectives are identified, reviewed and monitored on an on-going basis to provide feedback on accomplishments and immediate action is taken to remedy shortfalls
• Score carding broker for relevant accounts to ensure they are meeting expectations

Experience

• At least+5 years’ experience in sales in the Conventional Grocery Trade or equivalent experience
• Experience in grocery channel, managing brokers, as well as distributors
• Account Management with focus on HEB (required) and other MW conventional customers (a plus, but not required)
• Working knowledge of using / leveraging data analysis tools (SPINS/IRI/NIELSEN)
• Proven track record in a retail environment
• Thorough knowledge and ongoing awareness of current sales and business development concepts and practices
• Demonstrated ability working with key software applications, such as Microsoft Excel, Power Point and Word
• Valid driver’s license and vehicle
• As HEB is a customer based in San Antonio, TX our preference is to have a candidate in the Texas area