Distribution Management Manage select distribution partners in the geographic region; develop positive working relationships; oversee and manage local marketing programs, trade spend, rebates, etc.; support brand SKU enhancement and development Identify tier 1 distribution targets for growth Develop and implement an annual sales and marketing plan in conjunction with each distribution partner to expand sales opportunities for Sabert products and achieve profitable revenue growth Conduct sales me... more details
Achieve sales results expected by selling to and managing distributors as well as selling to end user operators in the assigned geographic region. The sales approach will be based on understanding the customers business needs and identifying product solutions that provide superior value to the customer and to Sabert
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Distribution Management
Manage select distribution partners in the geographic region; develop positive working relationships; oversee and manage local marketing programs, trade spend, rebates, etc.; support brand SKU enhancement and development
Identify tier 1 distribution targets for growth
Develop and implement an annual sales and marketing plan in conjunction with each distribution partner to expand sales opportunities for Sabert products and achieve profitable revenue growth
Conduct sales meetings and DSR training
Ensure new products are effectively introduced to distribution partners to achieve the desired revenue goals within the geographic region
Organize and support marketing events and activities as needed to support the attainment of business goals in the geographic region
Work with distribution partners to resolve open issues and concerns
Develop distributor and operator pipeline reports in the geographic region to support sales activities to the end user customers
Manage local and national distribution programs and ensure they are structured and achieve the expected outcomes and results consistent with a Pay for Performance philosophy
Sales Activities
Continually develop and pursue a list of qualified new end user customer leads and prospects
Meet with current and potential customers; understand customer needs and identify/propose product solutions
Follow-up with potential or current customers to develop new business opportunities via value-added selling
Work with customers and internal staff to accomplish the work needed to close sales
Manage current customer accounts and relationships; work to resolve open issues and concerns
Participate in marketing events and activities as needed to support the attainment of business goals in the territory
Administrative Activities
Provide accurate forecasts related to case/volume and revenue
Maintain and update appropriate databases and sales support systems relative to account activity, pricing, etc.
Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
Provide written and verbal updates on sales activity and competitive activity in the territory to management
General
Handle other projects and/or initiatives as needed
REQUIRED KNOWLEDGE, SKILL, AND ABILITIES:
Ability to build rapport quickly
Excellent communication skills, especially listening, probing/questioning and presentation skills
Demonstrated ability in using consultative selling skills; persuasive skills
Analytical skills; able to evaluate a situation and outline a course of action; proven ability to understand the financial impact of options and decisions
Ability to work under pressure in a dynamic environment
Sense of urgency; proven ability to close a sale
Demonstrated negotiation skills
Project management skills; proven organizational and planning skills
Computer Literate-Word, Excel & PowerPoint
Results orientation
High level of personal initiative, energy and ownership for success; a self-starter
REQUIRED EDUCATION & EXPERIENCE:
Bachelors degree in an appropriate field - business, marketing, culinary school, foodservice management or packaging
A minimum of 5+ years of Sales experience, mostly in the Foodservice industry
Experience in managing Distributors
Experience in working with end user operators
Experience and understanding of the Packaging and/or Plastic Packaging business preferable
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