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Regional Sales Manager

3 months ago

Yonkers, New York, United States Florida Crystals ASR Group Full time


ASR Group is the world's largest refiner and marketer of cane sugar, with an annual production capacity of more than 6 million tons of sugar.

The company produces a full line of grocery, industrial, food service and specialty sweetener products.

Across North America, ASR Group owns and operates six sugar refineries, located in Louisiana, New York, California, Maryland, Canada and Mexico.

In the European Union, the company owns and operates sugar refineries in England, Portugal. ASR Group also owns and operates mills in Mexico and Belize. The company's brand portfolio includes the leading brands Domino, C&H, Redpath, Tate & Lyle, Lyle's and Sidul.
OVERVIEWThis position is responsible for maintaining and developing Domino Industrial sales in the northeast region of the United States. Additional responsibilities include managing the Industrial distribution program throughout the northeast and mid
  • Atlantic regions.
DETAILED ROLES & RESPONSIBILITIES This position carries responsibility for developing effective sales programs for key Industrial accounts in the geography. Included in this responsibility is working with and managing a broker group in the NY State/ New England region.

This position's primary responsibility is to manage the Industrial distribution business which is a critical segment of our overall business.

Other responsibilities include managing large to medium size manufactures in the New England and the New York regions.

This position requires communication and coordination of strategies with the Director of Industrial Sales and VP of Industrial Sales to maximize returns in the region.

The northeast region geographically consists of 5 to 6 states of account coverage and travel. Total sales in the region are approximately $225M. Develop, execute and achieve sales objectives in assigned territory. Create and maintain relationships with the current and new customers to grow profit and volume in the region.

Work with the Director of Industrial Sales to analyze, develop and recommend annual customer sales/profitability plans for approval by the VP Industrial Sales.

Negotiation of prices and contracts with new and existing customers to maximize sales and revenue for the company. Responsible for all DFI/ASR account contact including sales, QA, logistics, accounting, etc. Ability to manage and work with our broker network to ensure maximization of sales and customer satisfaction. Analyze current raw/ refined sugar market and competitors for price negotiation strategies. Develop and recommend these offers to the manager for approval. Expand sales and develop customer relationships within the region. Target sales opportunities by visiting potential new customers and developing relationships with industrial manufacturers and distributors. Ensure compliance with all programs through effective communication with Customers and internal personnel. Use SAP, BI, C4C, Excel, PowerPoint and other reports to ensure this compliance. Understand competition in this geography - their products, logistics and strategies/tactics.

Serve as the channel expert within the company for distribution sales by providing ongoing market feedback to the entire division.

Understand current trends within the sugar industry and market segments in such to properly advise customers on contractual coverage.

Record customer communications/emails, report competitive activities and track sales offers using the SAP C4C system:
Sales Call Reports detailing customer/competitive information to the rest of the DFI/ASR sales team. Customer and other relevant e-mail communications stored in the customer C4C account. Tracking all offers/revisions (opportunities) in the customer C4C account.

Work with DFI/ASR Supply Chain, Operations, QA, the Innovation Center, Finance and Legal to solve customer requests/problems in a constructive manner.

WORK EXPERIENCES A minimum of five years of professional experience in the ingredient market. Bachelor degree (MBA preferred but not required). Strong negotiation and communication skills. Must be proficient in Excel, Word, PowerPoint, SAP and Outlook. Must have strong analytical and critical thinking skills. Ability to work through day-to day challenges while staying focused on the long-term sales objectives. Ability to work with refinery personnel to achieve the goal of 'Delighting the Customer." Must be a team player.
EDUCATION REQUIREMENTS Bachelor Degree (MBA preferred but not required)

ESSENTIAL CAPABILITIES (KNOWLEDGE, SKILLS, ABILITIES AND PERSONAL ATTRIBUTES)Core Competencies:
Analytical Thinking & Decision Making
  • Identifies and understands trends and/or issues; connects data points through analysis to arrive at a logical conclusion.
Business & Financial Acumen
  • Demonstrates knowledge and understanding of the financial, accounting, marketing and operational functions of our organization; interpreting and applying understanding of key financial indicators to make better corporate decisions.
Effective Communication
  • Expresses ideas and information in a clear and concise manner by tailoring one's message to fit the interests and needs of the audience.
Customer Orientation
  • Keeps internal and/or external customer(s) in mind at all times.
Strives to proactively address customer concerns and needs.

Assists business partners and customers to achieve their work goals via application of their own skills and knowledge; strives to provide consistent customer satisfaction.

Establishes Trust
  • Gaining the confidence and faith of others by actions and words that promote being honest, forthcoming, integrious and vulnerable.
Problem-Solving
  • Anticipates, evaluates, diagnoses, and resolves problems in a systematic and fact based manner.
Results Orientation & Accountability
  • Takes accountability, identifies, executes and drives actions to consistently achieve desired results.
Teamwork & Collaboration
  • Creates a climate that fosters commitment to a common vision and shared values that promote cooperation and working together through trust and support of others.

Individual Contributor:
Adaptability/Flexibility
  • Maintaining effectiveness in varying environments and with different tasks, responsibilities and people.
Continuous Improvement
  • Establishes methods and utilizes specialized techniques to monitor and improve performance of systems and processes.
Self-Development
  • Seeks feedback on one's strengths and weaknesses and initiates activities to increase or enhance their knowledge, skills, and proficiency in order to perform more effectively or enhance their career.
LOCATION OF ROLE Yonkers, NY 10-15% travel, including two overnights per month.
We are an equal opportunity employer.

We do not discriminate on the basis of race, color, creed, religion, gender, sexual orientation, gender identity, age, national origin, disability, veteran status or any other category protected under federal, state, or local law.

All employment is decided on the basis of qualifications, merit, and business need.