Regional Sales Mgr - Skidmore

Description

JOB SUMMARY 

This Regional Sales Manager is responsible for selling directly to customers in the Southeast US region.  Account sizes can range from small to very large within any sector in the food, beverage, pet food and other related industries.  Responsible for growing sales by working with and building business relationships with R & D, New Product Development, Purchasing and Supply Chain groups.  The Regional Sales Manager must be able to develop a thorough understanding of the customer’s business plan and operation, and to utilize our supplier’s expertise to continually bring new solutions to our customers to help them develop new products and solve problems.

PRINCIPAL DUTIES & RESPONSIBILITIES

Key Roles & Responsibilities

• Meet divisional sales goals, usually 10% gross profit growth annually.
• Build, retain and expand strong multi-level and cross functional relationships with key decision makers within the customer base including Purchasing, R&D, Marketing, Operations, and Quality, etc. 
• Develop a thorough understanding of customers’ business plan and operation.
• Bring together needs of various departments or functions in the customer organization to create a strong compelling reason to take action and formulate the unique value Skidmore can provide.
• Plan for prospecting new customers by effectively obtaining and using referrals, networking and cold calls.
• Negotiate in a cooperative atmosphere, making absolutely sure all sides have an understanding of what is agreed upon and test for understanding.
• Utilize suppliers and their expertise to continually bring new ideas to and solve problems for the customer.
• Communicate results of customer visits via weekly reports to division management
• Work internally to build strong business relationships within all Skidmore departments.
   

Sales Goals & Objectives

• Develop and execute a detailed sales strategy plan, with input from the VP, Sales and Marketing, to meet divisional financial goals. The plan should be based on assigned accounts/geography based on understanding of market, first hand customer information, and alignment with Skidmore strategy.
• Ensure that sales revenues, volume, growth and contribution margin are achieved or exceeded.
• Update project pipeline monthly. Identify where opportunities lie in the pipeline and takes effective action to move opportunities through the pipeline.
• Meet measurable personal objectives developed around annual divisional goals.

Market Sales Activities

• Conduct customer calls, in person and over the phone, in a customer friendly manner that reflects knowledge of the customer and industry.
• Uncover customer’s need for offerings Skidmore can provide.
• Fully investigate all sales leads with feedback provided through weekly reports.
• Communicate to customer any pricing schedules and changes.
• Use the full capabilities of Skidmore which are valued by the customer (i.e., products and services from multiple functions and business units) to differentiate an offering from the competition.
• Manage contract performance, as required.
• Investigate and initiate cross selling opportunities within the Skidmore Group of companies.
• Develop and lead customer specific technical and marketing projects, leading them to productive completion.
• Develop presentations using best practices to address customer needs, including appropriate next steps, setting audience expectations, and using variety and emphasis through intonation.
• Move new opportunities forward by linking Skidmore’s capabilities to customers’ current business issues and ask questions to make customers think about or struggle with answers.

Sales Communications

• Keep tentative travel plans in shared Outlook Calendars at least three weeks out.
• Prepare meeting agendas for all customer visits.
• Submit sales call report within Weekly Reports including, at least contact & titles, overall customer business review, pertinent opportunities with impact on gross profit dollar & any competitive information.

Clerical/General Administrative

• Respond to routine emails, phone calls, etc
• Make copies, print documents, mail delivery, etc
• File paperwork

This job description is not intended to be all inclusive and the employee will also perform other reasonably related business duties as assigned by the immediate supervisor and other management as required.

Qualifications

QUALIFICATIONS:

Education/Experience

• Bachelor’s degree in Food Science or a related discipline required.
• At least 5 years of experience and demonstrated new product development success with food ingredients sales.
• Experience with the following industries preferred: meat, poultry, dairy, baking, flavor companies, confections, snack foods, nutraceuticals, beverage.

Licenses/Credentials/Certifications

• N/A

Specialized Knowledge/Skills/Abilities 

• Organized, detail-oriented, and able to effectively manage multiple tasks and meet deadlines.
• Superior verbal and written communication skills.
• An enthusiastic team player with a strong drive to create a positive work environment.
• Ability to connect with and interact effectively within all levels of the business.
• Ability to handle sensitive information and maintain the highest level of confidentiality.
• Maintains and effective level of business literacy.  Able to understand business unit operation plans and relevant sales metrics.
• Ability to gather and analyze data and present sound alternatives and recommendations.
• Sage X3 experience a plus.
• Strong computer skills, including Microsoft Office, particularly proficient in Outlook and Excel.

WORKING CONDITIONS:

Working Hours/Environment

• Hours are 40-50 per week – Monday – Friday; may require additional hours periodically, including evening and weekends depending on business needs.
• Work typically performed in an indoor office setting with extensive automobile driving required.

Tools and Equipment Used

• Personal computer, copier, fax/scanner, phone, and other typical office equipment

Travel

• High – more than 60% of the time. Weekly travel is expected with only periodic full weeks of non-travel.  Some overnight travel is required.

Physical & Mental Demands

• Position requires prolonged driving.
• Frequently required to sit at a desk/workstation for long period of time
• Ability to work at a computer terminal for extended periods of time
• Digital dexterity and hand/eye coordination in operation of office equipment
• Light lifting and carrying of supplies, files, etc.
• Ability to speak to and hear employees/clients via phone or in person
• Body motor skills sufficient to enable incumbent to move around the office environment

This job description does not constitute a written or implied contract of employment.  This job description is not intended and should not be construed, to be an exhaustive list of all responsibilities, skills, efforts, or work conditions associated with the job.  Furthermore, the employer reserves the right to revise or change job duties and responsibilities as the need arises.