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Retail Sales Leader - East

Company: California Olive Ranch
Location: Stratford
Posted on: January 16, 2022

Job Description:

The Retail Sales Leader (RSL) is accountable for the achievement of retail and Food Service account-specific goals including volume objectives (gross & net sales), forecast accuracy, promotional execution, distribution targets, new item speed to shelf, SRP management, and retail execution. In the RSL position you are responsible to deliver creative, fact-based solutions and thought leadership for the Region. As the RSL, you are responsible for divisional customer headquarter calls and managing the business flow through distributors and working with the broker networks on the business.
Essential Functions - - - - - - - - -Achievement of sales objectives (gross & net) through execution of account plans and brand strategies. - - - - - - - - -Focus on achievement of optimal AMPPS (assortment, merchandising, price, promotion and shelving) by account. - - - - - - - - -Develop and deliver customer plans to achieve objectives within budget, and short & long term solutions through best practice thought leadership. - - - - - - - - -Present annual marketing plans to customers and execute plans. - - - - - - - - -Manage trade funds to support marketing and promotional plans, determining pricing and distribution and negotiating with accounts in a direct and in-direct sales environment. - - - - - - - - -Work closely with Category Management, Finance, Operations and marketing to produce timely business updates for senior leadership. - - - - - - - - -Collaborate with Customer Service, Demand Planning, and COR internal teams to manage supply chain both directly and indirectly to deliver goods in timely and efficient manner. - - - - - - - - -Provide strategic direction and guidance to broker team to support AAMPS planning and customer meetings. - - - - - - - - -Manage broker partners through meetings (in person and virtual), scorecard creation and clear communication and follow-up to ensure execution excellence. - - - - - - - - -Shall be well versed and agree to the business continuity Commitment to Food Safety and Quality. Shall report anything that may compromise food safety and quality to appropriate personnel, including the SQF Practitioner. - - - - - - - - -Shall comply with the regulations as outlined in the corporate Document Control Policy. - - - - - - - - -Shall dress and behave in compliance with Good Manufacturing Practices (GMP's), Good Agricultural Practices (GAP's), and Good Laboratory Practices (GLP's), when applicable. - - - - - - - - -In the event that the Eastern Regional Sales Manager is absent or unavailable, the back-up for their duties is the Exec. VP & GM Packaged Goods, unless otherwise described. - - - - - - - - -Manage and ensure site security. - - - - - - - - -Communicate a positive image of the company to the entire staff and customers. - - - - - - - - -Apply all safety rules and regulations and prevent work hazards. -Job specific duties include:

  • Develop annual sales plans, including sales by sku by customer as well as trade and promotional plans
  • Manage relationships with customers in territory including problem resolution, new item presentation, and promotional program presentation
  • Manage broker network within assigned territory and provide recommendations on brokers when needed
  • Monitor progress towards sales goals, and provide corrective action when needed
  • Attend trade shows to promote company products
  • Work internally with finance team to resolve trade / payment issues, in conjunction with sales assistant
    Knowledge & Skills
    • Retail customer broker management experience and success is required as a pre-requisite
    • Direct customer experience - Retail customers is a pre-requisite
    • Working knowledge of retail trade promotion management and customer and business impacts preferred.
    • Expert understanding of CPG retail industry sector and competitive landscape
    • The ability to apply financial data to make decisions and influence outcomes. This includes margins, retail math, forecast/projections, velocities, and other analytical skills not mentioned.
    • Strong knowledge and understanding of forecasting tools and any customer specific reporting tools.
    • Bachelor's Degree required, or equivalent work experience
    • CPG industry experience
    • Minimum of 5-7 years of CPG experience in Sales & Account Management
    • Expert knowledge of concepts within the sales function and basic knowledge in other areas, such as sales operations, supply chain, and marketing
    • Excellent verbal and written communication skills
    • Proficiency in Microsoft office, including PowerPoint and Excel, required.
    • The ability to tell a holistic story verses taking a transactional approach.
    • The ability to portray a confident and winning attitude in challenging business interactions.
    • The ability to lay out practical and logical assortment plans based on retail space, inventory turn, and sell through
    • Demonstrated ability to negotiate and influence outcomes with both internal and external contacts.
    • Proven experience that reflects being results-oriented
    • Team-player and strong presentation skills are a must
    • Willing to quickly learn and take increasing levels of responsibilities within the company as we grow.

Keywords: California Olive Ranch, Visalia , Retail Sales Leader - East, Hospitality & Tourism , Stratford, California

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