What are the responsibilities and job description for the Regional Sales Manager - West position at StarKist Co.?
PURPOSE -
- The Regional Sales Manager (RSM) is responsible for achieving sales objectives consistent with corporate volume, market share, and profit targets. The RSM directs and manages planning and execution against volume, distribution, pricing, merchandising, trade spending and retail objectives within our retail/wholesale customers. The RSM will be the primary owner of our partnership with our retail/wholesale customers and will be assisted via our sales broker partner. The RSM is the primary communication link between our customers and StarKist Co, and is responsible to act as an advocate for our customers to ensure that appropriate resources are available and communication channels are open to guarantee successful execution and achievement of corporate goals.
PRINCIPAL ACCOUNTABILITIES –
- Achieve operating income, volume, Merchandising, Assortment, Pricing and Shelving (MAPS) goals through effective management of Brokers and Customers.
- Strategic Planning - Provide strategic input, reflecting marketplace and customer requirements into the StarKist AOP/marketing plans planning process. The input should focus on trade marketing strategy/tactics and result in a final plan that can be executed with customers to achieve company objectives.
- Market/Customer Planning - Establish local market priorities, objectives-and strategies to guide broker development of market/account plans that deliver SK objectives within defined Corporate/Brand strategies. The RSM is responsible for the review and approval of all customer plans.
- Sales Execution - Direct and monitor broker execution of account plans to achieve volume objectives and key sales priorities (distribution, pricing, shelving and merchandising). Manage broker retail execution to insure shelf presence is maximized and SK retail conditions are at acceptable levels versus standards.
- Resource Deployment - Facilitate appropriate levels of internal and external SK resources to be prioritized and deployed against key accounts to achieve business objectives. The Regional Sales Manager will coordinate the availability of information (including consumer data) and utilization of multi-functional resources as needed at assigned accounts.
- Trade Spending - Manage all aspects of trade spending to insure SK funds are effectively utilized in a fair and equitable manner consistent with Brand promotional strategies to achieve merchandising objectives. Monitor broker post-promotional analysis on a customer basis to assess the impact of SK promotions, and make appropriate adjustments to refine and improve results.
- Customer Development - The RSM should penetrate selected accounts to develop the SK franchise by focusing on adding value and facilitating the execution of strategic initiatives (such as, Category Management, Item Optimization, creative, theme-oriented merchandising, or other distribution efficiency initiatives) to achieve an on-going competitive advantage. The RSM should challenge broker thinking to drive “outside the box” ideas that capitalize on business opportunities.
- Broker Manage and Evaluation - The Regional Sales Manager is responsible to manage assigned brokers in accordance with SK policies and procedures. Specific responsibilities include selection and retention of a qualified business manager, training and development (involving additional SK resources as needed), and performance evaluations, including periodic feedback on performance as well as a formal annual evaluation. The RSM should penetrate all levels of the broker operation to insure the appropriate level of qualified resources are deployed.
- Administration - Effectively manage administrative responsibilities including information requests, competitive intelligence, results tracking and analysis, expense reports, forecasts, deduction management, etc.
- Personnel Development - The Regional Sales Manager should work with their Zone Director to assess personal development needs and develop the appropriate development/training plans to facilitate personal and professional growth.
- Achieve volume and operating income goals through planning and working together with the SK Sales support personnel and Brokers.
- Manage performance related funds to achieve volume and profit goals with consumption related account specific programs and planning.
- Develop more effective and efficient ways to manage the Regions business
KNOWLEDGE/EXPERIENCE/COMPETENCIES -
- 5 years of overall professional experience in CPG sales management or related industry
- 5 years in a position of similar complexity, scope, size and international impact.
- BA in Business Administration preferred
- Broad knowledge and experience in Grocery Trade gained at successive levels of responsibility in multiple areas of Headquarters and Retail Levels
- Knowledge of corporate policies and compliance
- Demonstrated prior success in achieving results using team driven philosophies
- Demonstrated proficiency in supporting corporate interest from remote site locations and ability to communicate and exercise very positive people skills.
If you have a disability and cannot apply online, please mail your resume and cover letter to:
StarKist Co.
1875 Explorer Street
10th Floor
Reston, VA 20190
ATTN: Human Resources
Please note: this option is for individuals with disabilities only.
StarKist Co. is an Equal Opportunity Employer. We enthusiastically accept our responsibility to make employment decisions without regard to race, religious creed, ethnicity, age, sex, sexual orientation, gender identity, national origin, religion, marital status, registered domestic partner status, medical condition, disability, military service, pregnancy and related medical conditions, or any other classification protected by federal, state and local laws and ordinances. EOE/AA/M/F/Vet/Disability
