Who We Are
At JonnyPops, our team is empowered to make an impact at work every day from producing high-quality, innovative frozen novelties to spreading kindness one pop at a time. We look for bright and ambitious individuals who seek out challenges, thrive in fast-paced and high-growth environments, align with our core values, and get fulfilment from seeing their work transform the world around them.
Based in Elk River, MN, JonnyPops develops, manufactures, distributes, and markets frozen novelties. Retailers from coast to coast including Target, Costco, Publix, Kroger, Cub, along with thousands of regional and local grocers make JonnyPops part of their assortment.
Growing from a dorm room start-up in 2012, JonnyPops’ mission is to make "A Better Pop for a Better World!" JonnyPops leads the frozen novelties space in innovation and uses simple ingredients with no artificial dyes. Every pop stick includes a kind deed, spreading kindness every day.
Joining JonnyPops is an exciting opportunity to be part of high-growth brand and have a direct impact on the company’s success. Join our team and help us make “A Better Pop, for a Better World!”
Job Summary
The Manager AFH Sales is responsible for scaling JonnyPops presence and sales success in the Away From Home (AFH) channel including but not limited to K12, Colleges & Universities, Healthcare Lodging & Hospitality, Travel & Entertainment, Business & Industry, and Government & Military. This role is responsible for delivering revenue scale in this channel through strategic relationship build (brokers, distribution partners, trade groups, buying groups), developing priority regions and/or segments, and responsibly managing trade/budget, account profitability, and product priorities set by the company.
This individual must be willing to roll up her/his sleeves, embrace an entrepreneurial spirit to drive growth in the channel, be a highly organized driver with strong relationship-building capabilities. The individual must have knowledge of the K12/Education segment including Smart Snack and food other program guidelines, key district sales process, and relationships with K12 brokers and industry groups.
Essential Duties and Responsibilities
Foodservice and AFH Strategy Definition
Develop, implement, and continue to refine a comprehensive sales strategy to achieve profitable, brand-aligned revenue growth in other foodservice/AFH segments (including but not limited to K12, Colleges & Universities, Healthcare Lodging & Hospitality, Travel & Entertainment, Business & Industry, Government & Military). Ensure sales initiatives align with company goals, customer needs, product offering, and market trends.
Set clear performance goals and ensure the day-to-day work is contributing to channel results.
Establish and maintain relationships with key stakeholders such as distributors, retailers, and foodservice operators.
Actively engage with customers to ensure satisfaction, loyalty, and expanded market share.
Cultivate and Scale K12 Channel
Cultivate strong existing and new relationships with top National School Districts. Execute against identified key states and school districts, providing customized sales support, compelling presentations, and effective bid management in collaboration with brokers and partners.
Own the bidding process (calendars, submission, awards), own contract negotiations, and technology related to selling in this channel. Actively track against and find new opportunities for bids/rfps by region.
Attend industry tradeshows (National/State/Local) owning end-to-end booth experience, relationship management, prospecting, pre-event and post-event briefings/recaps, and prospect follow-up following.
Be the expert on K12 channel including national studies, guidelines, and regulations relevant to products. Maintain a trade/news/policy library for the K-12 segment. Keep abreast of new or revised national, state, and local policy affecting the Food Distribution Program(s).
Broker and Partnership Management
Direct distributors, brokers, buying groups, field sales partners and internal resources to accomplish sales and distribution objectives. Foster effective relationships with brokers and partners by market.
Provide brokers brand and product training to succeed in presentations, trade/food shows, menu planning, taste tests, etc.
Own relationships with and utilize industry support associations such as ACDA, SNA, State Associations, Cool School Café, and others for educational opportunities and networking at the same time.
Sales P&L Ownership
Total sales and P+L responsibility for channel.
Develop and maintain the prospect database including sales strategies being used to reach these prospects.
Collaborate with JonnyPops Sales and Marketing leadership and brokers to set channel objectives and priorities and drive execution to plan, reporting on wins and opportunities.
Own sales forecasts for the channel, ensure pricing adherence to company guardrails, and ensure strong communication with operations partners to manage inventory of products unique to this channel.
Implement promotional plans to maximize incremental sales through effective trade and pricing investments.
Delivers against company objectives: distribution, shelf management, pricing and promotional priorities.
Accepts responsibility for the organizational goals by taking ownership of new duties and identifying new opportunities within the sales department or total organization.
Minimum Qualifications
5+ years in Sales for a CPG company.
3+ owning K12, AFH, or Foodservice customers in the food/beverage industry.
Strong interpersonal skills and the ability to effectively influence at all levels.
Bachelor's Degree
Experience working with multiple retail/channel environments of AFH preferred.
Excel and PowerPoint Skills; must be competent in creating on brand, compelling data-driven sales presentations. Creative thinker with the ability to tell a story with data.
Experience in sales planning, trade management and forecasting.
Develop and manage scope, timeline, work plan and deliverables for projects; manage incoming project requests and maintain project queue
Entrepreneurial- self-sufficient, ability to multi-task and work in fast-paced, high demand environment, with results-oriented mindset
Willingness to travel frequently (75%+) for customer visits, shows, and HQ visits with travel variability based on selling season.
Skills Required
- 5+ years in Sales for a CPG company
- 3+ owning K12, AFH, or Foodservice customers
- Bachelor's Degree
- Strong interpersonal skills
- Experience in sales planning, trade management and forecasting
- Excel and PowerPoint Skills
- Ability to travel frequently (75%+)
What We Do
JonnyPops develops, manufactures, distributes, and markets frozen novelties, with a mission to make 'A Better Pop for a Better World!' using simple ingredients and spreading kindness.
