Smucker Foodservice, Inc. is looking for a Regional Sales Manager for our Northeast C-Store Sales Team. You will be responsible for delivering sales revenue and market share targets for the Convenience Channel by executing sales, marketing, category management, and trade spend plans. This role directs a broker team and manages convenience chains, independents, and distributors within the assigned Northeast market to deliver growth targets for all defined J.M. Smucker product categories.
What You'll Do
- Achieve assigned volume and margin business plan objectives for categories supporting SBA plan targets.
- Support the cross-functional development of sales plans, strategies, objectives, policies, and procedures for Smucker business with customers.
- Identify and make recommendations concerning changes in market, industry, and/or competitive situations that offer opportunity for profitable growth.
- Manage Trade and departmental spend budgets.
- Manage financial business aspects to include P&L statements and margin targets for assigned accounts.
- Manage Broker management within Market Area to include Business Development, Customer Development and Field Sales execution with the Broker Team.
- Maintain existing business (retention) and develop new business across current and new customer base (acquisition).
- Create and execute defined annual customer business plans with specific growth objectives tied to strategic categories and SBA objectives.
- Handle contract development, negotiation, and management for renewals of current business and new business.
- Plan and execute quarterly business reviews with assigned accounts to drive business and build relationships at various levels.
- Manage promotional activities to insure effective execution of sales plans.
- Build broad and strong layered relationships between the account and the JMS organization so the relationships are institutional rather than individual.
- Travel 2 nights per week or 60% of time managing face to face customer and broker relationships.
- Work cross functionally within Smucker and customer (Legal, QA, Customer Marketing, Channel Commercialization, Accounting and Revenue Growth Management).
- Deal with all management levels at the assigned customer to optimize customer relationships and sales results.
- Achieve established growth and profitability targets for this customer portfolio including P&L input and review.
- Analyze business to discover new ways to penetrate existing and acquire new Convenience business.
- Work cross-functionally internally to gain marketing & finance support to achieve goals.
- Own Ad-hoc financial and data analysis, including pre/post event analysis.
- Own Annual JBP, Quarterly Business Reviews and other meetings.
What We're Looking For
- Bachelor's degree
- 3+ years of sales experience managing Convenience Chains and Warehouse Distributors
- 3+ years of experience with Broker Management
- Strong Negotiation skills
- Ability to apply strategic thinking and problem solving
Team & Environment
You will direct a broker team. Our culture is bold, kind, and strives to do the right thing. We play to win and believe in a strong community that thrives together. This culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.
Work Mode
This is a remote position serving the Northeast Region of the USA. Preferred locations are OH, PA, NJ, NY.
