Market Development Leader I - Lebanon, TN

utzexternalcareer1; Lebanon (TN); On-site; USD 55,000 - 75,000; Full time

Job summary

Utz is seeking a Market Development Leader I to drive sales growth through IOs and master distributors in Lebanon, TN. You will partner with the Sales Operations Director to execute strategies, manage routes, and deliver promotional activities that maximize market share.

You will prepare weekly KPI reports, conduct store visits, and help introduce new products while maintaining strong relationships with retailer management and distributors.

Qualifications

• High School Diploma required; Bachelor's degree in business preferred.
• 1–3 years in sales operations or related field, preferably snacks/bev.
• Knowledge of Independent Operator/Distributor models and contracts.

Responsibilities

• Communicate sales strategies to IOs and distributors to grow market share.
• Prepare weekly volume and KPI reports and scorecards.
• Attend store visits, execute promotions, and support new product launches.
• Collaborate with IOs/distributors and SOD to optimize routes and coverage.
• Maintain compliant, professional relationships with customers and management.

Skills

Communication

Relationship building

Strategic thinking

Leadership

Multi-tasking

Sales fundamentals

Negotiation

Data interpretation

Education

HS Diploma required

Business degree preferred

Tools

Excel

PowerPoint

Word

Job description

Utz is seeking a Market Development Leader I to join our Sales team in Lebanon, TN. Under the direction of the Sales Operations Director (SOD), the Market Development Leader I partners with Independent Operators (IOs) and Master Distributors (distributors) to achieve maximum sales profitability and market penetration using selling strategies and proactive communications. This position in forms IOs and distributors of the Company’s initiatives for sales, service, merchandising standards, and product distribution.

What You’ll Do:

• Communicate the Company’s sales, service, and merchandising strategies to the IOs and distributors to ensure that proactive and professional relations with them are maintained and all are working toward the common interest of gaining market share.
• Ensure that the obligations and rights of both the Company IOs and Distributors are preserved.
• Prepare weekly volume and inventory reports and KPI scorecards.
• Provide a weekly Sales/IO Work-with planner to SOD.
• Spend time on the DC loading docks with the IOs to hear their concerns.
• Facilitate ways to improve results of IOs and distributors by providing information on suggestions to grow market share: executing promotional ad activity, following store level planogram, delivering successful new product introductions, securing additional space, obtaining new points of interruption and building relationships at store level.
• Assist the MDL I and SOD in planning regularly scheduled workshop meetings in collaboration with the Sales Operations Director and the rest of the MDL team to encourage IOs and distributors to use all tools and mediums available to realize the full sales potential of their business.
• Work to reinforce with retail store managers and store decision makers that Utz supports IOs and distributors and values their relationships with the Company.
• Conduct store visits in the assigned region to maintain open and proactive business relationships with the management teams of our customers and store decision makers, offering Company display concepts, seasonal planning tactics, and product promotions or introductions; and reinforcing that that the IOs and distributors, not the Company, invoice products to their stores.
• Use the Store Summary form to identify successes and opportunities to grow DSD sales as well as underperformance by the IOs. Working with the SOD, address IOs when they are not meeting the minimum service standards according to the contractual obligation that IOs owe Utz.
• Ensure that required resets are successful.
• Run an open route occasionally when the Company has bought a route back from an IO or distributor. Operate a motor vehicle, including a route box truck, safely.
• Provide route ride-a-longs, only at the request of the Independent Distributor, offering route optimization and skill sharing opportunities.
• Act as a key liaison between Independent Operators and Company Settlement Department to assist in resolving IO issues regarding Settlement Statements.
• Work proactively in a cross-functional team with diverse groups of people.
• Work with management and associates to ensure Food Safety programs are followed.
• Report food, office or operational safety problems to a supervisor or manager to initiate action.
• Adhere to all policies, guidelines, and procedures, such as Good Manufacturing Practices, GMPs; OSHA standards; FDA standards; and work and safety rules at all times.
• Adhere to all policies, guidelines, and procedures.
• Perform other duties as assigned that will impact and support the overall outcome of the Company’s objectives.

What You Bring:

Education:

• High School Diploma is required. Bachelor's degree in business is preferred.

Experience:

• 1-3 years of experience in sales operations, preferably in snacks, grocery, or beverage industry. DSD experience is preferred.

Skills:

• Knowledge and understanding of Independent Distribution models, including familiarity with Independent Operator/Distributor Agreements and the obligations and rights of both the Company and the Independent Distributor.
• Ability to multi-task and prioritize responsibilities while remaining flexible to meet the day’s objectives.
• Capability to build trust and rapport through persuasion and respect.
• Ethical selling and negotiation skills that can be shared with IOs and Distributors at their request.
• Proactive communication skills, both verbal and written.
• Ability to work independently and as part of a team in a fast-paced environment.
• Attention to detail. Must have excellent organization skills.
• Proficiency in Word, Excel, and PowerPoint programs.
• Ability to embrace technology to make informed business decisions.
• Effective leadership, presentation, and communication skills to effectively convey insights and recommendations to stakeholders.
• Effective problem-identification and problem-solving skills.
• Effective business acumen and a strategic mindset.

Certificates & Licenses:

• Valid driver’s license. Possess or have the ability to obtain a DOT medical card.

Continuously Pursuing Excellence!

Here at Utz, we have a passion for exciting and delighting consumers with delicious snack foods made from high quality ingredients. After over a century with a strong family heritage, our diverse portfolio of brands includes Utz, Zapp’s, Boulder Canyon, and On the Border. Our associates are the reason for the success of this company, so it is important we provide a supportive, caring and inclusive environment that offers opportunities for career growth and advancement. We also help take care of our associates by providing benefits, resources, and programs that ensure they live their healthiest lives. Our benefit package includes medical, dental, and vision plans, an employer match 401k, profit sharing plan, employee stock purchase plan and much more. Join our world class team and help us become the fastest growing pure-play U.S. snacking company of scale!

Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.