The J. M. Smucker Company
Regional Sales Manager, Convenience (Away from Home Sales Team)
The J. M. Smucker Company, Fort Worth, Texas, United States, 76102
Your Opportunity as the Regional Sales Manager, Convenience (Away from Home Sales Team)You will be responsible for delivering Key Performance Indicators (KPI’s), focused on delivering sales revenue and market share targets for the Convenience Channel by executing sales, marketing, category management and trade spend plans. This position directs a broker team and has direct accountability for key convenience chains, independents and distributors within assigned market. You will be accountable for delivering growth targets for all defined J.M. Smucker product categories.Location:
Working Remotely within South Central USA;
Preferred location TexasWork Arrangements:
Working from Home OfficeIn this role you will:Business DevelopmentAchieve assigned volume and margin business plan objectives for Food and Beverage categories supporting SBA plan targetsSupport the cross-functional development of sales plans, strategies, objectives, policies, and procedures for Smucker business with customer that supports the overall business unit objectivesIdentify and make recommendations concerning changes in market, industry and/or competitive situations that offer opportunity for profitable growthManage Trade and departmental spend budgetsManage financial business aspects to include P&L statements and margin targets for assigned accountsProficiency in multiple technology and systems, trade, SDS, CRM, Food IQ, ShowPad, etc.Broker management within Market Area to include Business Development, Customer Development and Field Sales execution with the Broker Team.Responsible for maintaining existing business (retention), development of new business across current and new customer base (acquisition), and execution against set customer and segment objectivesCustomer DevelopmentCreate and execute defined annual customer business plans with specific growth objectives tied to strategic categories and SBA objectives in beverage and food portfoliosContract development, negotiation, and management for renewals of current business and new business against assigned accountsPlan and execute quarterly business reviews with assigned accounts or as required to drive business and build relationships at various levels with accountsManage promotional activities to insure effective execution of sales plansBuild broad and strong layered relationships between the account and the JMS organization so the relationships are institutional rather than individual and assure continuity of the business and the relationshipsTravel requirements assume 2 nights per week or, 60% of time managing face to face customer and broker relationships.Cross functional within Smucker and customer (Legal, QA, Customer Marketing, Channel Commercialization, Accounting and Revenue Growth Management)Deal with all management levels at the assigned customer to optimize customer relationships and sales resultsCustomer headquarters and field management to include (as necessary) with purchasing, marketing, culinary, R&D, operations, senior executives, and field operations.Achieve established growth and profitability targets for this customer portfolio including P&L input and reviewBusiness Planning and AnalysesAnalyze business to discover new ways to penetrate existing and acquire new Convenience business, i.e. R-Grow, Whitespace campaigns, promotions, etc.Work cross-functionally internally to gain marketing & finance support to achieve goalsOwn Ad-hoc financial and data analysis, including pre/post event analysisOwn Annual JBP, Quarterly Business Reviews and other meetingsThe Right Place for YouWe are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.What we are looking for:Minimum Requirements:Bachelor's degree3+ years of sales experience managing Convenience Chains and Warehouse Distributors3+ years of experience with Broker ManagementStrong Negotiation skillsAbility to apply strategic thinking and problem solvingLearn more about working at Smucker:Our Total Rewards Benefits ProgramOur Thriving Together Philosophy Supporting All Impacted by Our BusinessOur Continued Progress on Inclusion, Diversity and EquityFollow us on
LinkedIn®#LI-MR1
Working Remotely within South Central USA;
Preferred location TexasWork Arrangements:
Working from Home OfficeIn this role you will:Business DevelopmentAchieve assigned volume and margin business plan objectives for Food and Beverage categories supporting SBA plan targetsSupport the cross-functional development of sales plans, strategies, objectives, policies, and procedures for Smucker business with customer that supports the overall business unit objectivesIdentify and make recommendations concerning changes in market, industry and/or competitive situations that offer opportunity for profitable growthManage Trade and departmental spend budgetsManage financial business aspects to include P&L statements and margin targets for assigned accountsProficiency in multiple technology and systems, trade, SDS, CRM, Food IQ, ShowPad, etc.Broker management within Market Area to include Business Development, Customer Development and Field Sales execution with the Broker Team.Responsible for maintaining existing business (retention), development of new business across current and new customer base (acquisition), and execution against set customer and segment objectivesCustomer DevelopmentCreate and execute defined annual customer business plans with specific growth objectives tied to strategic categories and SBA objectives in beverage and food portfoliosContract development, negotiation, and management for renewals of current business and new business against assigned accountsPlan and execute quarterly business reviews with assigned accounts or as required to drive business and build relationships at various levels with accountsManage promotional activities to insure effective execution of sales plansBuild broad and strong layered relationships between the account and the JMS organization so the relationships are institutional rather than individual and assure continuity of the business and the relationshipsTravel requirements assume 2 nights per week or, 60% of time managing face to face customer and broker relationships.Cross functional within Smucker and customer (Legal, QA, Customer Marketing, Channel Commercialization, Accounting and Revenue Growth Management)Deal with all management levels at the assigned customer to optimize customer relationships and sales resultsCustomer headquarters and field management to include (as necessary) with purchasing, marketing, culinary, R&D, operations, senior executives, and field operations.Achieve established growth and profitability targets for this customer portfolio including P&L input and reviewBusiness Planning and AnalysesAnalyze business to discover new ways to penetrate existing and acquire new Convenience business, i.e. R-Grow, Whitespace campaigns, promotions, etc.Work cross-functionally internally to gain marketing & finance support to achieve goalsOwn Ad-hoc financial and data analysis, including pre/post event analysisOwn Annual JBP, Quarterly Business Reviews and other meetingsThe Right Place for YouWe are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.What we are looking for:Minimum Requirements:Bachelor's degree3+ years of sales experience managing Convenience Chains and Warehouse Distributors3+ years of experience with Broker ManagementStrong Negotiation skillsAbility to apply strategic thinking and problem solvingLearn more about working at Smucker:Our Total Rewards Benefits ProgramOur Thriving Together Philosophy Supporting All Impacted by Our BusinessOur Continued Progress on Inclusion, Diversity and EquityFollow us on
LinkedIn®#LI-MR1