Zone Sales Manager

Zone Sales Manager

Since 1869, we've connected people through food they love. We're proud to be stewards of amazing brands that people trust. Our portfolio includes the iconic Campbell's brand, as well as Cape Cod, Chunky, Goldfish, Kettle Brand, Lance, Late July, Pacific Foods, Pepperidge Farm, Prego, Pace, Rao's Homemade, Snack Factory, Snyder's of Hanover. Swanson, and V8.

Here, you will make a difference every day. You will be supported to build a rewarding career with opportunities to grow, innovate and inspire. Make history with us.

The Zone Sales Manager (ZSM) is responsible for developing, leading and coaching a team of Market Development Leaders (MDLs) to achieve sales results, effective and timely distribution, exceed merchandising and promotional targets through planning, engagement and support for the Independent Distributor Partners (IDP) in their geography. The ZSM is also a key stakeholder and partner with the local warehouse logistics organization. Zone Sales Managers are responsible for +$75MM in revenue. The ZSM must develop and implement the zone business strategy to drive growth across brands and increase dollar share, including marketplace deployment of resources to maximize volume and minimize operating cost. The ZSM provides sales leadership across the Region or Area model in support of peers and other markets as well to drive the enterprise.

Independent Distributor Partner (IDP) Engagement

• The key to successful customer relationships, sales growth and increased value to the IDP business model is collaboration and working together to support the local customers, brands and IDP business model.
• Coach, lead and influence the internal MDL team to develop strong relationships and consistent engagement and feedback on the market and changing environment with their respective IDPs.
• Cultivate, develop and implement quality joint business engagement with a variety of the IDPs inside the Zone Market.
• Participate regularly with the MDL in optional monthly or quarterly IDP business meetings.
• Collaborate and leverage Business Development Managers, open routes and IDP route splits as a strategy to unlock growth and value for the IDP.
• Collaborate with internal sales operations team to provide clear and concise communication regarding sales and distribution opportunities.
• Coach and communicate clear understanding of IDP contracts and the independent distributor partner business model when advocating for the customer, the brand and the IDP in market.

Retail Development

• The key to successful retail development is driving priority management and organized principles across executing the portfolio business plan.
• Develop business plans for 60-90-180 days out across all retailers and multiple geographies.
• Analyze and share market conditions with MDLs.
• Communicate, organize and plan targets for distribution, merchandising, and promotional execution.
• Support additional market call coverage and IDP engagement.
• Communicate regularly and in a timely manner key retailer events.
• Evaluate competitive environment and changing shopper habits.
• Plan and collaborate to secure incremental permenant display placements.
• Facilitate speed to shelf on new item innovation.
• Visit key accounts and stores to identify strengths and opportunities.
• Review with MDL team required resets for the IDP.

Business Fundamentals

• Responsible for proactively managing, monitoring, evaluating and updating the overall business plan.
• Communicate targets for distribution, merchandising, and promotional execution.
• Assess the retailer's competitive position.
• Penetrate and establish retail relationships.
• Respond with urgency to retailer concerns.
• Respond with urgency to IDP concerns.
• Synthesize and interpret data to distill retailer specific requirements.
• Build rapport and trust with key store management personnel.
• Required to identify and recruit potential new IDPs.
• Insure all financial responsibilities are met.
• Communicate consistently and professionally retail customer standards.
• Follow up with all service related issues.
• Participate in special projects and training opportunities.

Team Development

• Review weekly MDL deployment plans.
• Prioritize total market health and development.
• Teach, coach and support a plan for the week, period and quarter.
• Meet and exceed in-stock conditions.
• Collaborate with Sales Operations.
• Seek out and provide support as needed.
• Track monthly forecasts.
• Utilize performance management plans.
• Conduct MDL team meetings.
• Engage with a diverse set of outside stakeholders.
• Able to assess market needs.
• Utilize technology business applications.
• Train, coach and develop new MDLs.
• Identify and implement growth strategies.
• Deliver gross revenue target.
• Deliver ACV display gains.
• Establish strong selling relationships.
• Ensure MDL team is engaging IDPs.
• Build, recruit & develop high performing MDL team.
• Periodic strategy meetings.
• Identify & mentor MDLs.
• Requires cross functional interaction.

Who you will work with...

Key members of the DSD Snacks organization.

What you bring to the table... (must have)

• B.A. required
• 8+ years of Consumer-Packaged Goods or Direct Store Delivery (DSD) sales experience

It would be great if you have... (nice to have)

• Minimum 2 years managing and influencing sales teams
• DSD route to market, warehouse experience a plus
• Excellent leadership and communication skills
• Must be a strategic thinker, operational and retail knowledge and have strong business acumen

Compensation and Benefits:

The target base salary range for this full-time, salaried position is between $107,200-$154,100. Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training. Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.

The Company is committed to providing equal opportunity for employees and qualified applicants in all aspects of the employment relationship, including consideration for employment, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, protected veteran status, disability, age, religion, or any other classification protected by law.