Sales Manager

Summary

The Sales Manager-East, is responsible for assisting the Regional Sales Manager in all sales responsibilities within the Northeast Region. In addition, this person will have direct responsibility for select accounts, including some Natural Independents, while providing a supportive role throughout the region. This includes reporting, sales program implementation, Category Management, Shopper Marketing, and administration. The Sales Manager should have a breadth of experience in selling products to the wide array of grocery retailers, including those with a well-developed ecommerce platform. The ideal candidate will have experience in the consumer products industry and have held previous sales roles with a track-record of steady sales growth and ability to adapt to the ever-changing landscape. This individual would be viewed as the expert voice on their businesses.

Job Description

CORE RESPONSIBILITIES

Strategic Account Management

• Effectively manage all aspects of customers, brokers and distributors for assigned accounts.
• As directed by Regional Sales Manager and Channel Development Manager – Natural & Hispanic Grocery, provide operational support for Region including knowledge of best practices to efficiently manage trade funding, limit deductions and deliver distribution and volume goals.
• Continue to build relationships and sales with key customers and independent natural retailers, while consistently mining for new opportunities for incremental sales.
• Owns and leads the development of customer-ready presentations, working with cross functional groups such as category management, shopper marketing, and marketing to ensure alignment with Bigelow and customer strategies and objectives.
• Continually evaluate business to anticipate risks & opportunities and proactively provide recommended improvements.
• Execute launch strategies within assigned accounts for new items, pack changes, pricing increases, and promotional programs.
• Working with Regional Sales Manager, discover best key customers to partner with for both physical and on-line store formats.

• Provides quarterly updates and leads internal communication to improve workflow between Customer Service, Marketing, Sales, and Operational teams.
• Provides monthly updates to Regional Sales Manager, Channel Development Manager, and US Head of Sales as to sales growth strategy as well as current sales reports
• Provides display, new item, and other sales forecasts as needed
• Ability to articulate how .com retailers are using advanced analytics to identify insights and opportunities to drive sales.

• Provides direction for trade budget allocation for assigned customers
• Develops promotional and pricing plans for assigned customers within trade budget allocation.
• Provides trade deduction resolution for assigned customers and monthly reconciliation of trade spending. Monitors return on investment and optimizes promotional and pricing plans accordingly.

INDUSTRY & ANALYTICAL COMPETENCY

• Market knowledge, particularly in consumer products & Retail Grocery Channel. Natural Channel experience a plus.
• A working knowledge of POS/syndicated data and retail performance metrics. Experience with NielsenIQ, Circana, SPINS, preferred.
• An understanding and working knowledge of the relationship between brick and mortar retailers and their ecommerce systems
• Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations. Understanding of trade metrics such as retailer margin, mark-up, and trade rate.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Proficient knowledge in Microsoft Office products, in particular Excel, PowerPoint.
• Proficient in use of the Internet and web-based applications.
• Good negotiation and problem solving skills.
• Good networking skills.
• Strong intrapersonal skills

• Demonstrates company values in the execution of their responsibilities throughout the organization and with brokers and customers
• Creates a strong, collaborative environment by being team oriented

• Self-starter, resourceful, ability to work independently as well as part of a team
• Strong creative and analytical thinking: ability to interpret data to drive sound business decisions
• Organized, detail-oriented, establish priorities and ability to multi-task
• Good presentation skills; is comfortable and confident working with others and presenting to retail customers
• Exceptional time management and ability to work in a fast-paced environment and can easily pivot as needed

• Bachelor’s degree from an accredited institution
• Minimum 2-5 years of sales or sales management experience in Grocery, with a demonstrated knowledge of customers and sales growth

• Role requires occasional travel to HQ or key retailer locations
• Up to 50% - 60% travel.