POSITION SUMMARY :
Responsibilities include achieving Budgeted Sales, SG&A, Returns, Waste and overall Cost to Serve within assigned region.
Ensure Execution Excellence through effective resourcing, training, coaching and motivation of assigned Sales Associates and Network Operators.
The RSM is accountable for recruiting, development, and values cultivation and adherence by all members of the Region including;
Territory Sales Managers, Independent Operators, Company Route Operators.
POSITION REQUIREMENTS :
The ability to coach and lead Territory Sales Managers and Franchisees / Distributors in identifying and closing account development opportunities utilizing the critical activities, i.
e. selling, merchandising, ordering and delivery
Responsible for implementing multiple strategies in the region in order to achieve sales and profitability targets.
Meeting other specified objectives for assigned region in terms of market share, new accounts, etc.
Providing input and support toward marketing initiatives for the region.
Route optimization and engineering to ensure sufficient capacity for current and future business needs.
Sales / Costs / Profitability :
Meet or exceed sales targets / plans.
Meet or exceed returns targets / plans.
Meet or exceed branded targets / plans.
Manage Regional SG&A budget to plan.
Meet above targets while demonstrating role model level organizational values
PERSONNEL MANAGEMENT :
Develop an effective sales team through selection, leadership, coaching & motivation including recruiting, hiring, and termination.
Create a productive work environment through effective communication, listening, participation, organization and follow-up.
Participate in recruiting, training and development of Territory Managers & Franchise Dealers.
Lead GB Talent (Internal assessment) process for direct reports.
Develop and foster strong customer relationships with key customers through Matched Contact process.
Ability to adapt and communicate with varying personalities.
Position Description : Regional Sales Manager (continued)
Establish, monitor and maintain service frequency patterns for all assigned stores in a given territory
Participate in route re-engineering for region as required
Prepare volume forecasts for given region, i.e. long weekends and holidays
PERFORMANCE METRICS :
Sales versus plan.
Returns versus plan.
SG&A Budget versus plan.
Field market execution
Direct feedback from customer, dealers and others with whom they interact.
Strong leadership qualities.
Ability to align, motivate, and hold team accountable for results.
Ability to implement strategies
Strong Business Acumen and Business Analytics through BC provided tools and technology
Represent organization positively with high energy and enthusiasm
Provides other departments with feedback and counsel as required
Acts with a high level of integrity and treats people with respect.
Demonstrated understanding of a DSD system.
Strong communication skills (both oral and written); actively listens to needs of others.
Interpersonal : works well with others in a team environment.
Selling : ability to identify opportunities, set goals and execute plans to achieve goals.
Computer skills : proficient at Word, Power Point and Excel
Supervision : builds commitment and teamwork while maintaining a creative and positive work environment.
Flexible and adaptable : open to new ideas and approaches; can adjust priorities as conditions change.
Embracing change as a path to future opportunities.
Problem solving : proactive use of information and resources
Acts with a demonstrated sense of urgency.
University / Community College diploma / degree
3+ years’ experience in Sales Management role
5+ years consumer goods sales experience
DSD experience STRONGLY preferred