SUMMARY

Experience calling on retail customers such as Ahold (Stop & Shop, The Giant Companies, Giant Martins), Market Basket, Shaw’s, Price Chopper, Bozzuto’s, C&S Wholesale is required for the Sales Territory Manager position in Boston, MA.

The Regional Sales Manager is responsible for achieving top-line volume within the authorized trade budget. They will lead a third-party Broker Sales Organization (Acosta) and collaborate with Acosta and our customers to meet targeted volume goals in alignment with company brand strategies.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Job Complexity:

The Sales Territory Manager will be responsible for customer sales management.

• Create and implement a sales plan to achieve the customer's goals and consistently deliver top-line volume within the authorized trade budget.
• Develop and maintain productive relationships with key decision makers at the Director and Vice President levels within the customer's organization.
• Handle a large number of customers or touch points.
• Penetrate the indirect market to drive wholesaler volume.
• Manage all categories within the company's product portfolio.

Principal Accountabilities:

1. 1. Achieve Annual Operating Plan

• Meet annual operating plan objectives in terms of dollars and cases.
• Optimize trade spending within the authorized budget.

2. 2. Establish Alignment with Acosta

• Give direction and set expectations for Acosta regarding distribution, shelving, merchandising, and pricing standards, as well as company strategic platforms.
  • Distribution: Ensure new item execution with net gain goals and eliminate retail voids.
  • Shelving: Improve overall positioning and brand blocks according to company standards.
  • Merchandising: Execute plans to deliver volume within promotional guidelines.
  • Pricing: Manage price by maintaining threshold price points and price gaps relative to competition.
• Provide clear direction, prioritize initiatives, and evaluate results in a timely manner.
• Ensure all customer business plans align with brand guidelines.
• Establish mutual financial goals, trade spending, and deductions.
• Build relationships with Acosta at all levels of the organization.
• Facilitate and lead communication with Acosta retail operations by collaborating closely with Retail Managers across Acosta to maximize coverage.

3. Customer Management

• Ensure customer plans align with corporate objectives to achieve the team's volume and share goals for each brand/category.
• Evaluate customer's competitive position, behaviors, and strategies and their alignment with company goals.
• Monitor industry trends, identify opportunities, and track competitive products.
• Establish and maintain customer relationships by personally calling on decision makers at the account.
• Provide market and customer expertise to company headquarters on all customer-related issues.

4. Financial Management

• Manage promotional trade funding within corporate-approved boundaries to drive necessary volume growth.
• Implement and enforce company policies, ensure customer compliance with contractual commitments, and establish relationships that address deductions and control unauthorized chargebacks.

5. Technical Skills

• Maintain a high level of proficiency in systems such as the Planning System, IRI/AC Nielsen, and all available Acosta systems.
• Demonstrate proficiency in Microsoft Office platforms, including Excel, PowerPoint, and Word.
• Build and deliver effective presentations.

SUPERVISORY RESPONSIBILITIES

This role does not have any supervisory responsibilities.

Education and/or Experience

• Required: Bachelor's degree (B. A.) in Business Administration, Marketing, or a related field from a four-year college or university.
• Required: 10+5 years of relevant experience within the CPG industry.

SKILLS AND ABILITIES

• Demonstrate strong communication, problem-solving, and leadership skills.
• Excellent sales skills with a proven ability to consistently achieve sales quotas within an authorized budget.
• Experience in customer management and broker management.
• Possess strong technical, business, and financial acumen.
• Travel Requirements: Up to 50%