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Regional Grocery Sales Manager-Publix ( Tampa or Central Florida) in Chicago, IL at Morton Salt

Date Posted: 2/28/2018

Job Snapshot

Job Description

The jobholder is responsible for achieving the sales and profitability plan for the assigned territory. The jobholder should possess excellent communication and organizational skills to collaborate with customers, food brokers and the supply chain team. The jobholder is also responsible for providing leadership of strategic projects driving brand growth market development.  The jobholder’s territory includes managing Publix & Delhaize along with other accounts in the grocery class of trade. The jobholder is responsible for the sales of a diverse product line with category leading portfolio of products in the Flavor Enhancers, Household and GM/Seasonal categories.

Responsibilities Achieve the Morton annual revenue, margin, market share and volume plans for the assigned territory
Working with direct reports and senior broker leadership, ensure the development and implementation of strategic customer business plans to deliver profitable sales growth.
Work cross functionally with Brand and Customer Marketing Directors to develop and execute grocery channel strategies
Evaluate Consumer Products industry best practices and institutionalize appropriate systems and processes
Assess market voids or untapped market potential and develop strategies to realize this potential
Orchestrate and conduct top to top meetings with key grocery customers
Work with peers in other functional areas to achieve goals and ensure customer commitments are met or exceeded
Represent Morton Salt at appropriate industry events/ trade shows
Assess and evaluate current staff /broker organization to ensure proper resource allocation and capabilities
Specific Tasks
Develop, implement and track the account plan for each assigned key account in conjunction with the Broker
Manage Broker relationship, including:
Setting objectives
Monitoring objectives
Measuring performance against score card
Build relationships throughout all levels of the organization for key accounts, especially at the headquarter and regional levels, in conjunction with Broker.
Conduct joint HQ and regional calls with Broker for key accounts
Conduct selective joint HQ and regional calls for tier 2 accounts
Conduct selective retail store checks
Train broker reps, conduct Product Knowledge sessions and selectively attend calls in the field to ensure proper knowledge of Morton Salt
Identify, report and develop new business opportunities
Maintain internal data on customers through timely call-notes submission and related customer data tracking
Execute marketing plans developed in conjunction with the account plan to achieve goals
Ensure successful execution of deductions management
Represent Morton Salt at industry functions, associations and trade shows as directed by Director of Grocery
Interface with Segment Manager, Customer Service, Production and other functions as needed
Participate and lead cross functional teams in product development, supply chain initiatives
Lead strategic teams that develop new products and practices that drive category growth

Qualifications Education:     Minimum of Bachelor’s degree in business required
Experience:   Ten or more years of sales experience including five to seven years of broker management experience in a Consumer Products organization.
                                    Demonstrated leadership experience in cross functional teams including new product development, supply chain and market development.
This position require 50%-70% travel
The Region Manager will be located in Florida (preferred Tampa/Orlando)
Knowledge, Skills and Abilities
History of high performance ratings in current and recent positions
Strong organization, communication, presentation, and time and account management skills
Trade fund management experience with an emphasis on ROI
Team leadership developing and driving strategic initiatives
Strong selling skills
Critical thinking skills and a “bias for action”
Experience in driving business through category management, fact based selling and syndicated data analysis
Proficiency in Microsoft Office and syndicated data management
Experience with Publix rerquired
1.    Attainment of financial plan for profit and expenses
2.    Development of customer multi-year strategies as agreed
3.    Attainment of market share goals as agreed



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