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Brief Description
Achieve sales results expected by selling to and managing distributors as well as selling to end user operators in the assigned geographic region. The sales approach will be based on understanding the customer’s business needs and identifying product solutions that provide superior value to the customer and to Sabert
Essential Duties And Responsibilities
• Distribution Management:
• Manage select distribution partners in the geographic region; develop positive working relationships; oversee and manage local marketing programs, trade spend, rebates, etc.; support brand SKU enhancement and development
• Identify tier 1 distribution targets for growth
• Develop and implement an annual sales and marketing plan in conjunction with each distribution partner to expand sales opportunities for Sabert products and achieve profitable revenue growth
• Conduct sales meetings and DSR training
• Ensure new products are effectively introduced to distribution partners to achieve the desired revenue goals within the geographic region
• Organize and support marketing events and activities as needed to support the attainment of business goals in the geographic region
• Work with distribution partners to resolve open issues and concerns
• Develop distributor and operator pipeline reports in the geographic region to support sales activities to the end user customers
• Manage local and national distribution programs and ensure they are structured and achieve the expected outcomes and results consistent with a “Pay for Performance” philosophy
• Sales Activities:
• Continually develop and pursue a list of qualified new end user customer leads and prospects
• Meet with current and potential customers; understand customer needs and identify/propose product solutions
• Follow-up with potential or current customers to develop new business opportunities via value-added selling
• Work with customers and internal staff to accomplish the work needed to “close” sales
• Manage current customer accounts and relationships; work to resolve open issues and concerns
• Participate in marketing events and activities as needed to support the attainment of business goals in the territory
• Administrative Activities:
• Provide accurate forecasts related to case/volume and revenue
• Maintain and update appropriate databases and sales support systems relative to account activity, pricing, etc.
• Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
• Provide written and verbal updates on sales activity and competitive activity in the territory to management
• Broker Management:
• Develop proactive plans to establish clear growth and sales objectives.
• Utilize Broker Scorecard to create and share individual distributor plans with brokers and management.
• Define and communicate broker roles in achieving success. Oversee Broker end-user target pipeline, integrating with BoB targets; delegate responsibilities and ensure accountability for results.
• Conduct training sessions for both inside and outside broker representatives.
• Formulate distributor penetration strategies.
• Efficiently orchestrate new product launches through broker networks.
• General:
• Handle other projects and/or initiatives as needed
Required Knowledge, Skill, And Abilities
• Ability to build rapport quickly
• Excellent communication skills, especially listening, probing/questioning and presentation skills
• Demonstrated ability in using consultative selling skills; persuasive skills
• Analytical skills; able to evaluate a situation and outline a course of action; proven ability to understand the financial impact of options and decisions
• Ability to work under pressure in a dynamic environment
• Sense of urgency; proven ability to “close” a sale
• Demonstrated negotiation skills
• Project management skills; proven organizational and planning skills
• Computer Literate-Word, Excel & PowerPoint
• Results orientation
• High level of personal initiative, energy and ownership for success; a self-starter
Required Education & Experience
• Bachelors degree in an appropriate field – business, marketing, culinary school, foodservice management or packaging
• A minimum of 5+ years of Sales experience, mostly in the Foodservice industry
• Experience in managing Distributors
• Experience in working with end user operators
• Experience and understanding of the Packaging and/or Plastic Packaging business preferable
• Valid Driver’s License
