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The Campbell's Company · 5 hours ago

Zone Sales Manager

Queens County, NY

Full-time

Onsite

Mid, Senior Level

$107K/yr - $154K/yr

5+ years exp

The Campbell's Company is a well-established leader in the food industry, known for its iconic brands. They are seeking a Zone Sales Manager to lead a team of Market Development Leaders, manage relationships with Independent Distributor Partners, and develop business strategies to drive growth and achieve sales targets.

Food and BeverageFood ProcessingManufacturingMeat and PoultryRecipesSnack Food

Responsibilities

Responsible for proactively managing, monitoring, evaluating and updating the overall business plan to meet Campbell Snacks objectives

Develop business plans for 60-90-180 days out across all retailers and multiple geographies, to support executional excellence and share growth

Communicate targets for distribution, merchandising, and promotional execution

Secure retail space for new items and points of interruption with key retail decision makers through partnership with IDPs

Forge and develop strong relationships with key retail decision makers

Assess the retailer’s competitive position, behaviors and strategies and understand how they align with Campbell Snacks strategic goals and identify opportunities to create win-win scenarios

Track and evaluate competitive threats in the market and set strategic gap closure plans to win

Design and forecast quarterly business plans to attain key metrics across the portfolio to deliver the quarterly lock retailer business plan

Design go to market strategies through partnership with IDPs and utilize business analytics to recommend key business issues/plans related to base products and/or innovation and marketing activation

Conduct retailer specific analysis across portfolio of brands to identify opportunities to the plan and make appropriate recommendations

Provide insights, feedback and collaborate with internal retail customer teams with solution-oriented ideas and adjustments for continuous improvement and improved executional excellence

Communicate retail execution goals and monitor performance of MDLs to achieve business strategies

Lead retail development within assigned area with an emphasis on designing and maintaining a retail wiring plan for compression selling through partnership with IDPs

Cultivate, develop and implement optional quality joint business engagement

Participate in optional quarterly IDP business meetings to collaborate on operational matters with the IDPs

Offer syndicated and retailer supplied data to discuss the state of the snacks business, consumer trends, key business drivers, and discover incremental opportunities

Develop growth strategy to support route infrastructure growth and align on priorities with local Business Development Managers

Improve route viability by reengineering for growth and minimizing turnover of routes to support IDP engagement

Recommend potential IDPs for open routes as potential future business partner

Design and collaborate with internal sales operations team to create a route infrastructure strategy

Collaborate with internal sales operations team to provide clear and concise communication regarding sales and distribution opportunities and other key information utilizing available applications and tools, which will assist them in engaging with IDPs

Coach, lead and influence internal team to develop strong relationships and improve engagement with IDPs

Clear understanding of IDP contracts and the independent distributor partner business model

Review weekly MDL deployment plans to improve execution, IDP engagement, retailer visibility and deliver on the Campbell Snacks objectives

Collaborate with Sales Operations to improve the efficiency of the market and drive growth

Seek out and provide support as needed to the different functions on assigned categories (e.g. new product development, process improvement, brand marketing)

Track monthly forecasts in order to maximize supply chain efficiencies and provide constructive feedback on shipments, consumption data and inventory changes. Proactively identify potential risks or threats to monthly forecasts

Utilize performance management plans with MDLs to develop and enhance individual skills, capabilities and behaviors to build a team culture

Conduct MDL team meetings as necessary to share best practices, role play and communicate deployment plans and other strategic initiatives

Engage with a diverse set of outside stakeholders, including retailers and IDPs, while navigating complex route to market distribution model, distributor model and market trends

Able to assess market needs and deploy resources against business issues and demands

Utilize iPad business applications to provide up to date information regarding business trends

Train, coach and develop new MDLs on processes and best practices

Identify and implement growth strategies for infrastructure opportunities

Deliver gross revenue target, share growth and executional excellence metrics

Deliver ACV display gains in key accounts and region geography

Establish strong selling relationships with key retailers and divisional leaders of top retail accounts within zone

Ensure MDL team is engaging IDPs in collaborative spirit to build relationships and maximize growth potential

Build, recruit & develop high performing MDL team that promotes positive IDP engagement & culture

Periodic strategy meetings with MDL team to align on goals and opportunities

Identify & mentor MDLs so that they can achieve personal development and career progress. Effectively manage the performance of those MDLs struggling to meet role expectations

Requires cross functional interaction within the retailer, sales strategy, operations team, supply chain, plant operations, depot management, and IDPs

Qualification

Consumer-Packaged Goods (CPG) experienceDirect Store Delivery (DSD) experienceSales team managementBusiness acumenStrategic thinkingOperational knowledgeRetail knowledgeLeadership skillsCommunication skills

Required

Bachelor's degree preferred, but not required

With Bachelor's degree, minimum 5 years of Consumer-Packaged Goods (CPG) or Direct Store Delivery (DSD) sales experience required

Without Bachelor's degree, minimum 10 years of Consumer-Packaged Goods (CPG) or Direct Store Delivery (DSD) sales experience required

Minimum 2 years managing and influencing sales teams

Must reside in the Zone of NY metro/Long Island

Preferred

DSD route to market, warehouse experience is a plus

Excellent leadership and communication skills

Must be a strategic thinker, operational and retail knowledge and have strong business acumen

Benefits

Benefits begin on day one and include medical, dental, short and long-term disability, AD&D, and life insurance (for individual, families, and domestic partners).

Employees are eligible for our matching 401(k) plan and can enroll on the first day of employment with immediate vesting.

Campbell’s offers unlimited sick time along with paid time off and holiday pay.

If in WHQ – free access to the fitness center.

Access to on-site day care (operated by Bright Horizons) and company store.

Our “Campbell’s Cares” program matches employee donations and/or volunteer activity up to $1,500 annually.

Campbell’s has a variety of Employee Resource Groups (ERGs) to support employees.