What are the responsibilities and job description for the National Sales Manager - Convenience position at Moon Pie - Chattanooga Bakery?
Understands and aspires to live by the Company’s Core Values:
1. Lives by the Golden Rule
2. Gets the Job Done Right
3. Is a Team Player
4. Understands, or Asks
Accomplishes annual Sales and Gross Profit objectives by developing and implementing annual Sales Plan for the channel and its key accounts.
- Collaborates with internal teammates (V.P. Sales and Marketing, Sales Support, Finance, other functional areas as needed) in development of Annual Sales Plan.
- Annual Sales Plan to include channel and key account sales forecasts as well as product and promotion / marketing plan elements needed to generate forecast.
- Annual Sales Plan to also include new business objectives with strategies to expand brand’s geographic footprint and/or expand or strengthen SKU assortment within current accounts.
- Reports on results and needed changes / corrective action regularly and/or as requested.
I. Essential Functions
- Develops and maintains a professional, trained, and motivated broker sales network. Monitors, directs and leads broker network with assistance from Sales Support to implement Sales Plan
- Maintains direct sales relationships and responsibilities with the top 10 Convenience accounts with broker support as deemed necessary
- Negotiates and reviews annual funding programs with retailers and broadline distributors
- Partners closely with brokers ensuring all authorized MoonPie products are in all authorized broadline distributors such as McLane, Core-Mark, H.T. Hackney, Imperial, etc.
- Attends 10 -15 national and regional tradeshows hosted by industry associations or broadline distributors
- Manages all channel related rebate check requests, sample requests, loyalty program and petty cash bookkeeping
- Receives and responds to customer and broker inquiries and requests regarding accounts, products, pricing, specs, marketing assets and related topics. As requested, engages with broker and/or customers to address internal questions or needs.
-
Initiates and directs new-business proposals / regular business review presentations with V.P. Sales and Marketing and/or Sales Support.
- Performs as the “channel expert” for assigned trade channels, tracking and communicating marketplace developments and trends, competitive brand activity, and the resulting opportunities / threats / needs for CBI to achieve its Plans and to remain competitive.
- Identifies needs and makes recommendations regarding revisions to CBI policy and procedure.
- Assumes all other duties as assigned by Supervisor.
II. Other Functions
- Participates in all regularly-scheduled “Level 10” team meetings, remote or in-person as scheduled.
- Prepares routine reports (ex: customer rebate program recap) and assists with Special Projects as requested.
- Participates in creation of updated price lists and notifies brokers and customers of price changes.
- Distributes information regarding new and discontinued items, spec changes, promotions and related sales and marketing communications to brokers and customers.
- Regularly reviews Daily Order Report to insure accuracy.
- Notifies CBI in advance of large PO’s that may require additional planning.
- Works with brokers and customers as needed to manage orders with short lead times
III. Job Specifications
A. Experience
- Five to seven years of proven Sales / Broker management experience in the snack food industry preferred, as measured by growing sales.
- Channel-specific experience preferred.
- Success utilizing syndicated / 3rd party sales data preferred.
B. Education
- High school diploma or GED required.
- 4 year college degree preferred.
- Proficiency with Office software (Word, Excel, PowerPoint), CRM tools and Video Conferencing tools preferred.
C. Responsibility
- Responsible for performing job in the most safe and efficient manner possible.
- Responsible for maintaining a safe driving record.
- Via auto allowance, responsible for maintaining auto in good condition.
- Responsible for cost-efficient travel decisions and for timely and accurate submission of expense reports
D. Complexity of Duties
- Must be able to perform duties independently, using sound judgement.
- Must be self-motivated and demonstrate an ability to coordinate a high level of activity / effectively manage multiple tasks at once.
E. Supervision Received
- Works primarily independent of supervision. Seeks supervision when necessary.
F. Supervision Exercised
- Not directly responsible for supervising employees. However, due to level of responsibility, employee is available to work together with other employees as needed.
G. Consequences of Error
- Opportunities exist for error. Example, if prices are misquoted or if a customer contact is not maintained, the consequences could be a loss of sales and profit for the company, which can also impact income for the Sales Manager.
H. Working Conditions
- Must be willing to travel extensively by car and/or by air.
- Must be willing to work flexible hours.
- Overnight travel required.
I. Mental, Physical, and Visual Demands
- Must represent the company from a consistent moral, legal, and ethical standpoint.
- Must have excellent telephone etiquette skills.
- Must have strong communication, writing, presentation, interpersonal and negotiation skills.
- Must work proficiently with electronic tools (ex: smart phones).
- Must be able to communicate and work effectively with all levels of the organization, internally and externally.
- Position involves sitting and driving and extensive telephone usage.
- Must be alert and focused to the needs of brokers and customers.
J. Confidential Data
- Position requires an individual with a high degree of integrity and one who uses discretion with the knowledge they possess regarding product, i.e., product price, customer base, new product innovation, etc.