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Posted September 27th

Retail Regional Sales Manager - West

60

Employer

Nando's PERi-PERi USA

Industry

Manufacturer and Supplier

Founded

1987-01-01

View Full Profile

Posted September 27th

Retail Regional Sales Manager - West

Function

Sales

Experience

Senior Level

Type

Full Time

About The Position
The Retail Regional Sales Manager is responsible for delivering profitable increases in distribution and sales within the given region annually. This is a remote position where the right candidate can be based anywhere on the West Coast.
RETAIL REGIONAL SALES MANAGER - WEST
The Retail Regional Sales Manager (RSM) East reports to the Director of Sales-US and is responsible for delivering profitable increases in distribution and sales within the given region annually. The RSM is assigned to building positive relationships throughout the territory that will directly affect long term brand equity with each customer. The RSM is responsible for managing our Sales Agency partners (brokers), as well as collaboratively working with all internal departments to deliver desired results. Daily responsibilities will be primarily focused on Broker Management, Customer/Distributor Management, Budget Management, and Business Decisions.
 
Our company Purpose is “Changing lives, together” rooted in the Nando’s PERi-PERi values of Pride, Passion, Courage, Integrity and Family. Our business success and personal rewards are therefore highly dependent on being an enthusiastic member of the US Nando’s PERi-PERi family, having fun and delivering pragmatic, top quality solutions with brilliant execution, every single day.
 
 
CORE RESPONSIBILITIES
  • Broker Management
    • Lead and use market brokers as an extension of our sales team, including accompanying brokers on sales calls, giving brokers specific sales objectives for each assigned customer, specific distribution and promotional objectives, and store placement and pricing recommendations
    • Clearly define and communicate quarterly and annual objectives
    • Provide the broker with guidance, resources/tools, and expertise to achieve quarterly and annual objectives
    • Advise brokers on Nando’s policies/procedures and follow up to ensure they are followed
    • Communicate new product launches, request customer appointments, achieve new distribution goals, and track progress against initiatives
    • Penetrate all levels of the broker and effectively manage the broker, including interacting with top level management and addressing any performance issues
  • Customer/Distributor Management
    • Understand the opportunities and risks associated with all customers (both distributors and retailers) within the region
    • Focus on Key Accounts that are driving most of the business, with a clear focus on profitable, brand-building opportunities
    • Develop Trade Plans and specific objectives/priorities for each retailer
    • Understand the goals and strategy of each retailer to demonstrate how integration will be a benefit to their business
    • Allocate and track the necessary funding (MDF, Slotting, Food Shows, etc.) required to achieve company objectives and deliver increased sales results
    • Conduct frequent retail audits with all Key Accounts to identify trends, insights, risks, and opportunities with regard to competitors for communication to the Director of Sales
  • Budget Management
    • Accurately plan, forecast, and manage assigned MDF budgets, including all administrative duties, approval processes, and tracking
    • Allocate funds to distributors and retailers to maximize sales growth while maintaining approved budget for region
    • Prepare and submit expense reports in a timely manner and actively pursue reimbursement for or adjustment on any disputed or unauthorized charges made while on company business
    • Act in the best interest of the company to protect profit and margins at all times
  • Business Decisions
    • Prioritize profitability and the maximization of sales while being mindful of financial budget allocation, promotional and slotting negotiations, selling product mix, and active marketing programs
    • Seek to achieve the best win/win outcome possible when negotiating and making decisions with our customers, including distributors and retailers they supply
    • Understand when and where to travel to optimally manage the business, typically for customer presentations, broker management and planning, Food Show work, and retail audits
    • Work across all departments, including Marketing and Supply Chain, to develop plans, programs, and systems to increase sales and reduce costs
    • Coordinate with other members of the Sales Team regarding initiatives associated with National Accounts they manage
    • Direct the daily activities and initiatives of our Retail Merchandisers when applicable 
 
ADDITIONAL REQUIREMENTS
  • 8+ years of progressive, customer-facing grocery/key account headquarters sales experience
  • CPG experience with a key account history, particularly in pioneering brand introduction and early stage brand development
  • Project management experience with a proven ability to secure cross-functional alignment, internally and externally
  • Strong sales analysis capabilities: must be proficient in analyzing both outside vendor (e.g. IRI) and account specific data (e.g. Walmart retail link) with the ability to translate insights into actionable plans
  • Proficient in budget creation, broker management, and account planning
  • Regular travel (50-75% of working time) to markets where business decisions are made
  • Ability to work well as an individual contributor and in a team environment
  • Strong analytical skills
  • Natural ability to influence others and the ability to coordinate and lead diverse resources
  • Strong verbal and written communication skills
Location
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More Location Info
  • Employer-sponsored relocation
Function Details
  • Reports To Director of Sales-US
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