Regional Sales Manager – Midwest AFH (Food Service)

Sauer Brands, Inc.; Indiana; Sur place; USD 90 000 - 140 000; Plein temps

Résumé du poste

Sauer Brands, Inc. seeks a Regional Sales Manager to lead Away From Home (Food Service) sales in the assigned region. The role drives revenue, gross margin, and distributor development while delivering SBI brand visibility and strong customer solutions.

The RSM collaborates with the AFH Key Account Team and multiple support functions to maximize SBI’s AFH business and coordinates with Retail Sales on regional marketing opportunities. Reports to the Director, Away From Home Field Sales.

Responsabilités

• Development of Regional Annual Business Plan, and selected Account Plans to deliver expected results for SBI in the assigned region.
• Achievement of total Revenue and Gross Margin objectives through AFH Distributors.
• Achievement of branded sales and distribution objectives through effective personal and team selling and execution of company portfolio management programs.
• Achievement of Distributor Development Objectives, including Distributor engagement/NPS score and portfolio depth.
• Sales forecast development and accuracy (within 30% MAPE) and manage trade programs to deliver distributor and operator performance.
• Develop and leverage relationships at all levels of Distributors and Operators; provide insights and category expertise.
• Deliver solutions through best practice thought leadership and rigorous use of CRM reporting.

Description du poste

Overall Goal of Position:
To profitably expand SBI sales and distribution through Away from Home (Food Service) distributors and operators in the assigned region. The Regional Sales Manager (RSM) position is accountable for the achievement of regional revenue, gross margin, distribution, and distributor development objectives by providing passion, creative and fact-based insights, and well thought out customer solutions.

Overall Goal of Position:
To profitably expand SBI sales and distribution through Away from Home (Food Service) distributors and operators in the assigned region. The Regional Sales Manager (RSM) position is accountable for the achievement of regional revenue, gross margin, distribution, and distributor development objectives by providing passion, creative and fact-based insights, and well thought out customer solutions.
Job Summary:
The Regional Sales Manager (RSM) is responsible for proactively managing SBI’s AFH (Food Service) business in the assigned region, including revenue, gross margins, trade spending, distribution, operator and distributor engagement, TAM development (if applicable), SBI brand visibility and business management with AFH (Food Service) Distributors.

The RSM reports to the Director, Away From Home Field Sales and works collaboratively with the AFH Key Account Team, various corporate support departments (Sales Planning & Analysis, the Condiment and Spice BUs, Customer Service, Accounts Receivable, etc.) to fully develop SBI’s business in the Region. From time to time, the RSM will also work collaboratively with his/her Retail Sales counterpart on Regional marketing activities and best practice sharing opportunities.

Key Duties and Responsibilities:

• Development of Regional Annual Business Plan, and selected Account Plans to deliver expected results for SBI in the assigned region.
• Achievement of total Revenue and Gross Margin objectives through AFH Distributors.
• Achievement of branded sales and distribution objectives through effective personal and team selling and execution of company portfolio management programs.
• Achievement of Distributor Development Objectives, including but not limited to
• Distributor engagement/NPS score
• Depth and breadth of portfolio
• Distribution Objectives
• SBI Program Acceptance and Excellent Execution
• Sales Terms and Conditions Compliance (AR, Order lead times, MOQs, etc.)
• Sales forecast development, timely communication, and accuracy (within 30% MAPE)
• Manage assigned trade programs and associated funding to deliver strong distributor and operator performance, and excellent execution of SBI programs.
• Develop and leverage relationships at all levels of assigned Distributors and selected Operators.
• Leverage analytical resources to provide Distributors and Operators with blinding insights, must have category expertise that helps them improve their business and further develops the SBI portfolio.
• Utilize BU resources for consumer, brand, product and category insights, and Sales Analysis and Planning resources for channel, account and market insights that help to differentiate SBI as a supplier to Distributors and operators.
• Develop planning and tracking tools to assist accounts/operators and distributor sales personnel maximize effectiveness and success of SBI programs and overall business.
• Execute distributor product education, sales meetings, product cuttings, and other activities within the distributorship that promote SBI brands. Integrate TAM and Corporate departments as appropriate to increase effectiveness.
• Deliver short- & long-term solutions through best practice thought leadership
• Proficient use of the CRM tool, with accurate and detailed reporting and effective pipeline management.
• Routinely collect and report competitive activity in the condiment and spice categories to include new competitors, new products, new packages, pricing changes, discontinued items, etc.
• Work closely with SBI Customer Service to ensure timely deliveries and effective communication around exceptions.
• Work as an escalation path with Credit and Collections for past due accounts.
  

Performance Standards (the criteria that will be used to evaluate performance):

• Business Key Performance Indicators
• Volume/profitability of PL SKUs
• Brand Revenues & Gross Margins
• Distributor-Broadline distribution
• Assigned Accounts/Operators
• Sales Execution vs Portfolio
• Total Revenues & Gross Margins
• Gross Margins
• Priorities
• Brand Distribution/Penetration-Distributor
• Number of Distributor buying locations, and growth
• Distributor Penetration (Ship To) within assigned territory (Distributors buying SBI brands (Ship To) as a % of total distributors in market)
• Distributors buying SBI Brands among Active SBI Distributors
• Brand SKUs per Active Distributor
• Brand SK