The Role
The Manager, Purveyor Relationship leads the Local Purveyor network, focusing on maximizing sales, educating partners, and maintaining strong relationships to achieve strategic goals.
Summary Generated by Built In
Hiring Company: Delicatessen Services Co., LLCOverview:The Purveyor Relationship Team is a department that helps maintain successful relationships with the Boar’s Head Brand Local Purveyor network. The Purveyor Relationship Team creates, maintains and improves the relationship between the Company and its Local Purveyors in order to achieve mutual benefits. The key to a successful PRM is to ensure that both parties are working together towards the same goal. This means that the Company must understand the needs and expectations of their Local Purveyors and provide them with the best possible services, support and products.
Purveyor Relationship Managers (PRM) are responsible for guiding, influencing, supporting and growing their assigned Boar’s Head Local Purveyors to successfully maximize sales, and ensure best in-class executions in the marketplace. Boar’s Head Purveyor Relationship Managers are trusted consultants, leaders and partners in the success of the company, their Local Purveyors and customers. The characteristics of successful PRM go much deeper than possessing specific skills – they have the drive and passion for learning about our products, enthusiastically sharing this information with their assigned Local Purveyors and customers, following through and thinking ahead, and continuously implementing strategies and solutions that drive measurable and tangible results.Job Description:Essential Functions
Purveyor Relationship Managers (PRM) are responsible for guiding, influencing, supporting and growing their assigned Boar’s Head Local Purveyors to successfully maximize sales, and ensure best in-class executions in the marketplace. Boar’s Head Purveyor Relationship Managers are trusted consultants, leaders and partners in the success of the company, their Local Purveyors and customers. The characteristics of successful PRM go much deeper than possessing specific skills – they have the drive and passion for learning about our products, enthusiastically sharing this information with their assigned Local Purveyors and customers, following through and thinking ahead, and continuously implementing strategies and solutions that drive measurable and tangible results.Job Description:Essential Functions
- Strategically manages the assigned Local Purveyor (LP) network to aggressively enter channels quickly and successfully by ensuring best in class executions.
- Educate its assigned Local Purveyors on our products, diversification goals, and measurement of success.
- Monthly reporting, sales analytics and insights; understand go-to-market strategies and how to maximize sales efficiency.
- Prepares quarterly business performance updates and yearly business reviews with each one of its assigned Local Purveyors.
- Establish strong working relationships with all internal teams including Foodservice, Culinary Department, Sales Retail Team and Customer service.
- Detailed understanding of our Company’s Vision Process, Sales Policies and strong knowledge of category management.
- Deliver all aspects of PRM’s scorecard and new product distribution goals.
- Identify new opportunities for growth for its assigned LPs; develop and implement strategic written distribution sales plans in accordance with company’s goals.
- Monitor all operational actions for assigned LPs such as but not limited to selling events, manager meetings, and coordinating an action plan to ensure proper execution based on retailer “playbooks”.
- Assess performance based on KPIs, products, merchandising competition, market conditions and any in-store programs using GoSpotCheck tool.
- Plan, coordinate and perform accurate reviews of market or retailers and identify opportunities for branding and or sales.
- Analyze data and write market reviews with insights and recommendations to protect the Boar’s Head Brand. Advance retail partnerships and execution to ensure LP compliance to standards and to support sales growth.
- POA’s to be reviewed in detail and follow-ups to occur on timely manner.
- Progressive discipline steps taken for non-compliance on POA’s leading to LP review by Purveyor Relationship Director.
- Lead process of collecting measurements and feedback on all Company programs and requests emanating from Sarasota.
- Understanding and ability to convey the standards set forth within the Sales Policy and ensure that training, product presentation, professionalism of team/associates and the way in which the Brand is presented and handled at store level.
- Work with the LP to learn about their team and provide recommendations for further employee training and/or education to improve the LP’s business both in the warehouse and the sales market.
- Assist the LPs and their Retail Partners Operations team with any, and all, Company opportunities for training enhancement.
- Work with the assigned LPs in conjunction with the BDM, CBDM to develop structure for a quarterly planner for each account including training, promotions, communication and other appropriate planning to be included in the LP’s Sales & Commitments Process.
- Maintain a standard of execution in the marketplace that reflects the high standards of the Boar’s Head Brand. This transcends to the appearance of an LP’s truck; the dress code of his/her employees; the merchandising in each retail account; and the caliber of customer service experienced by the consumers.
- Assist with Grand Opening’s lead store and LP assessment and recommendation process. Support LP in all pre-opening exercises, grand opening events and ensure consistency and enthusiasm are maintained in all new stores in given geography.
- Provide support and coordination for all crisis management situations.
- Proficient in company mandated technologies, including distribution and business systems.
- Proficient in distribution and supply chain management, including receiving, placing, picking and delivering orders in a timely manner.
- Proficient in deli operations, including all aspects of working behind the counter.
- Proficient in Merchandising and Visual Merchandising.
- Stay current on all new products, benefits and processes.
- Maintain a current permanent written file for each assigned LP in conjunction with the Purveyor Relationship Director.
- Identify distribution needs and opportunities for further market growth and development, and report back to the Purveyor Relationship Director.
- Manage all Local Purveyor route transfers and transitions in collaboration with the Purveyor Relationship Director.
- In support and in conjunction with the Purveyor relationship Director; manage, authorize and/or administer all appropriate Local Purveyor documents for national accounts such as the Interim Service Agreements (ISA); Non-Performance Deficiency (NPD); and Fresh Slice Approval forms.
Qualifications
- 5 to 7 years sales management experience
- Bachelor’s Degree or knowledge equivalent
- Proven experience in sales, account management, relationship-building and influencing executive audiences.
- Experience in consumer goods.
- Experience managing and leveraging DSD distribution or broker teams.
- Experience in developing a distributor network and driving sales activity.
- Prior experience using syndicated data to determine costumer needs and regional product opportunities to support our Local Purveyors.
- Strong work ethic and the ability to work independently.
- Highly developed organizational, project and time management skills.
- Strong communication skills, capable of articulating complex ideas clearly and concisely.
- Excellent analytical, problem-solving, consultation, and presentation skills.
- Strong willingness and ability to learn and gain subject-matter expertise.
- Ability to travel at least 80% of the time to all locations and assigned LPs.
- Knowledge of CPG, grocery, hospitality, marketing, restaurant or deli and distribution operations.
- Knowledge regarding relationship management, experience and mindset to work with partners in building initiatives that deliver on goals.
- Strong cross functional relationships with assigned Local Purveyors
- Proficient in Microsoft Office Suite (Word, Excel, Power Point, etc.)
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The Company
What We Do
Since Boar's Head was founded in 1905, much has changed. While many have learned to cut corners, we are happy to say we haven't changed with the times, and over 110 years later, we're still using only the finest ingredients—pure pork, poultry and beef, combined with real spices, and no fillers, by-products, artificial colors or flavors, gluten or trans fat. What started with just a few products has grown to over 500, ranging from premium delicatessen meats, cheeses and condiments to an array of Italian and Old World specialties, hummus, snacking, and foodservice items. With Boar’s Head, you can trust each and every one of our products was prepared with the utmost care. Offering the world’s best delicatessen meats, cheeses and condiments is a never-ending quest that calls for a special type of team member. One who consistently: • Pushes for excellence in their personal and professional lives. • Invests in fostering relationships through open communication and respect. • Collaborates to passionately delight our customers. In exchange, we proudly provide: • Top medical, dental, and vision coverage for team members and their families. • Competitive pay, bonus, and 401(k) plans. • Opportunities to participate in the Boar’s Head Sons and Daughters Scholarship Program. • Career development opportunities through on-the-job, e-learning, and instructor-led training. Our Learning Management System has hundreds of courses to help team members learn and grow. • Community involvement activities that tackle critical hunger-relief, healthcare, and education initiatives through non-profit organizations such as Feeding America, The ALS Association, Boys & Girls Clubs of America, The Salvation Army, and hospital foundations throughout the country.
