Regional Sales Manager

This Regional Sales Manager is responsible for selling directly to customers in the defined geographical region of the Carolinas. The ideal candidate will be located in either North or South Carolina.  Account sizes can range from small to very large within any sector in the food, beverage, pet food, and other related industries.  Responsible for growing sales by working with and building business relationships with R & D, New Product Development, Purchasing and Supply Chain groups.  The Regional Sales Manager must be able to develop a thorough understanding of the customer’s business plan and operation, and to utilize our supplier’s expertise to continually bring new solutions to our customers to help them develop new products and solve problems.

The Regional Sales Manager must be able to develop a thorough understanding of the customer’s business plan and operation, and to utilize our supplier’s expertise to continually bring new solutions to our customers to help them develop new products and solve problems. 
The position reports to the VP, Sales & Marketing.
 

Job Summary:

Key Roles and Responsibilities

• Meet divisional sales goals, usually 10% gross profit growth annually.
• Build, retain and expand strong multi-level and cross functional relationships with key decision makers within the customer base including Purchasing, R&D, Marketing, Operations, and Quality, etc. 
• Develop a thorough understanding of customers’ business plan and operation.
• Bring together needs of various departments or functions in the customer organization to create a strong compelling reason to take action and formulate the unique value Processor’s Choice can provide.
• Plan for prospecting new customers by effectively obtaining and using referrals, networking and cold calls.
• Negotiate in a cooperative atmosphere, making absolutely sure all sides have an understanding of what is agreed upon and test for understanding.
• Utilize suppliers and their expertise to continually bring new ideas to and solve problems for the customer.
• Communicate results of customer visits via weekly reports to division management
• Work internally to build strong business relationships within all Processor’s Choice departments.

Sales Goals and Objectives

• Develop and execute a detailed sales strategy plan, with input from the VP, Sales and Marketing, to meet divisional financial goals. The plan should be based on assigned accounts/geography based on understanding of market, firsthand customer information, and alignment with Processor’s Choice strategy.
• Ensure that sales revenues, volume, growth and contribution margin are achieved or exceeded.
• Update project pipeline monthly. Identify where opportunities lie in the pipeline and takes effective action to move opportunities through the pipeline.
• Meet measurable personal objectives developed around annual divisional goals.

Market Sales Activities

• Conduct customer calls, in person and over the phone, in a customer friendly manner that reflects knowledge of the customer and industry.
• Uncover customer’s need for offerings Processor’s Choice can provide.
• Fully investigate all sales leads with feedback provided through weekly reports.
• Communicate to customer any pricing schedules and changes.
• Use the full capabilities of Processor’s Choice which are valued by the customer (i.e., products and services from multiple functions and business units) to differentiate an offering from the competition.
• Manage contract performance, as required.
• Investigate and initiate cross selling opportunities within the Skidmore Group of companies.
• Develop and lead customer specific technical and marketing projects, leading them to productive completion.
• Develop presentations using best practices to address customer needs, including appropriate next steps, setting audience expectations, and using variety and emphasis through intonation.
• Move new opportunities forward by linking Processor’s Choice’s capabilities to customers’ current business issues and ask questions to make customers think about or struggle with answers.

Sales Communications

• Keep tentative travel plans in shared Outlook Calendars at least three weeks out.
• Prepare meeting agendas for all customer visits.
• Submit sales call report within Weekly Reports including, at least contact & titles, overall customer business review, pertinent opportunities with impact on gross profit dollar & any competitive information.

Other duties as assigned.

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Organized, detail-oriented, and able to effectively manage multiple tasks and meet deadlines.
• Superior verbal and written communication skills.
• An enthusiastic team player with a strong drive to create a positive work environment.
• Ability to connect with and interact effectively within all levels of the business.
• Ability to handle sensitive information and maintain the highest level of confidentiality.
• Maintains and effective level of business literacy.  Able to understand business unit operation plans and relevant sales metrics.
• Ability to gather and analyze data and present sound alternatives and recommendations.
• Sage X3 and Salesforce experience a plus.
• Strong computer skills, including Microsoft Office, particularly proficient in Outlook and Excel.
• Bachelor’s degree in Food Science or a related discipline required.
• At least 5 years of experience and demonstrated new product development success with food ingredients sales.
• Experience with the following industries preferred: meat, poultry, dairy, baking, flavor companies, confections, snack foods, nutraceuticals, beverage.

PHYSICAL DEMANDS: This job requires prolonged driving. The employee is regularly required to sit, talk and hear. The employee is constantly required to use hands and fingers to feel, handle or operate objects, tools, or controls and reach with hands and arms. The employee is occasionally required to climb, balance, stoop, kneel, crouch, crawl and walk. Specific vision abilities required by this job include close vision, distance vision, and ability to adjust focus. The employee must occasionally lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Must be able to work in severe weather conditions, both heat and cold

LANGUAGE SKILLS: While performing the duties of this job, the employee is regularly required to talk or hear fluently in English and have the ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals; ability to write routine reports and correspondence; ability to speak effectively before individuals or groups.

MATHEMATICAL SKILLS: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume; ability to apply concept of basic algebra and geometry.

REASONING ABILITY: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists; ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form; must possess strong analytical and problem solving skills.

Other Certification: The Regional Sales Manager must maintain a valid driver’s license, be able to drive themselves and maintain a record of safe driving.

Quality and Quantity Standards: Standards may be both qualitative and quantitative and will be determined by the VP, Sales & Marketing.

Education and Experience Requirements: Qualified candidates will have a minimum of 5 years of technical experience, and demonstrated new product development success. Great communication, problem solving, analytical and interpersonal skills required. A positive energetic attitude with excellent time-management skills/ability to prioritize and deliver planned results in a fast paced and dynamic environment. Food science or science related degree and practical experience preferred.

Working Conditions: Visit assigned accounts and market areas on regular basis. Weekly travel is expected with only periodic full weeks of non-travel. While performing the duties of this job, the employee frequently works in outside weather conditions. The employee is occasionally exposed to cold, heat, wet and/or humid conditions, fumes or airborne particles, toxic or caustic chemicals and vibration. The noise level in the work environment is usually quiet while in the office, or moderately loud when in the field.

This is a regular full-time position. The work hours vary depending on customer delivery requirements. Some overnight travel is required. The regular work hours are: Monday through Friday, 8 AM to 5 PM., though as an exempt sales position the hours are often longer and more irregular than the regular day.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.