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Zone Sales Manager

1 month ago

Tampa, United States Campbell Soup Company Full time

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 Michael Angelo's, noosa, Pace, Pacific Foods, Prego, Rao's Homemade, Swanson, and V8. In our Snacks division, we have brands like Cape Cod, Goldfish, Kettle Brand, Lance, Late July, Pepperidge Farm, Snack Factory, and Snyder's of Hanover.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.Why Campbell's...Benefits begin on day one and include medical, dental, short and long-term disability, AD&D, and life insurance (for individual, families, and domestic partners).Employees are eligible for our matching 401(k) plan and can enroll on the first day of employment with immediate vesting.Campbell's offers unlimited sick time along with paid time off and holiday pay.If in WHQ - free access to the fitness center. Access to on-site day care (operated by Bright Horizons) and company store.Giving back to the community's where our employees work and live is very important to Campbell's. Our "Giving that Matters" program matches employee donations and/or volunteer activity up to $1,500 annually.Campbell's has a variety of Employee Resource Groups (ERGs) to support employees.How Will you Make History Here:The Zone Sales Manager (ZSM) is responsible for leading a team of Market Sales Leaders (MSLs) to achieve distribution, sales, merchandising and promotional targets. The ZSM is responsible for developing and implementing the zone business strategy, including marketplace deployment of resources. The ZSM provides sales leadership and personal development to the respective MSL team.Job Details:Engage with a diverse set of outside stakeholders, including retailers and IDPs, while navigating complex route to market distribution model, distributor model and market trendsAble to assess market needs and deploy resources against business issues and demandsUtilize iPad business applications to provide up to date information regarding business trendsTrain, coach and develop new MSLs on processes and best practicesIdentify and implement growth strategies for infrastructure opportunitiesDeliver gross revenue targetContribute to ACV display gains in key accounts and region geographyDeliver Wired to Win objectivesEstablish strong selling relationships with key retail customers and divisional leaders of top retail accounts within zoneEnsure MSL team is engaging IDPs in collaborative spirit to build relationships and maximize growth potentialBuild, recruit & develop high performing MSL team that effectively impacts store execution results and promotes positive IDP engagement & culturePeriod strategy meetings with MSL team to align on goals and opportunitiesIdentify & mentor MSLs so that they can achieve personal development and career progress. Effectively manage the performance of those MSLs struggling to meet role expectations.What will you do:Retail DevelopmentResponsible for proactively managing, monitoring, evaluating and updating the overall business plan to meet Campbell Snacks objectives.Create and communicate targets for distribution, merchandising, and promotional execution to exceed the business plan by category.Secure retail space for new items and work with key retail customer decision makers to achieve optimal execution.Plan and execute vertical compression sales calls to secure incremental execution support metrics to deliver growth.Forge and develop strong relationships with key retail customer decision makers to assist in the expansion of Campbell Snacks category presence.Assess the retail customer's competitive position, behaviors and strategies and understand how they align with Campbell Snacks strategic goals.Utilize retail customer insights and translate effectively into stronger execution results that improve the store, Independent DSD Partners (IDPs), and Campbell Snacks profit and share.Track and evaluate competitive threats in the market and set strategic gap closure plans to winDesign and forecast quarterly business plans to attain key metrics across the portfolio.Design and implement go to market strategies and utilize business analytics to inform or drive key business issues/plans related to base products and/or innovation, marketing activation and retail execution to deliver the AOP plan.Conduct retail customer specific analysis across portfolio of brands to identify opportunities to the plan and makes appropriate tactical recommendations to drive improvement.Provide insights, feedback and collaborate with internal retail customer team with solution-oriented ideas and adjustments for continuous improvement.Communicate retail execution goals and monitor performance of MSLs to achieve business strategies.Lead retail customer development within assigned area with an emphasis on designing and maintaining a retail customer wiring plan for compression selling.Penetrate and establish retail customer relationships with elevated levels of management through focused compression selling to drive profitable sales for both the retail customer, IDPs and Campbell Snacks.Independent DSD Partner (IDP) EngagementCultivate, develop and implement quality joint business engagement to optimize service, execution and sales performance for the benefit of the retail customers, IDPs, and Campbell Snacks.Plan and host quarterly IDP Forums to collaborate on operational matters with the IDPs.Leverage syndicated and retail customer supplied data to discuss the state of the snacks business, consumer trends, key business drivers, and discover incremental opportunities.Develop route infrastructure plan to help support growth.Help identify potential IDPs for open routes.Design and collaborate with internal sales operations team to create a route infrastructure strategy to drive growth for retail customers, IDPs, and Campbell Snacks.Provide clear and concise communication regarding sales and distribution opportunities and other key information utilizing available applications and tools, which will assist them in engaging with IDPs.Establish and reinforce optional Route Consult scheduling to achieve connectivity and collaboration with IDPs.Coach, lead and influence internal team to develop strong relationships with IDPs.Clear understanding of IDP contracts and the independent contractor business model.Maintain appropriate differentiation between the IDP and the company employee roles and responsibilities.Team Development (Campbell Snacks MSLs)Review weekly MSL deployment plans to improve execution and deliver on the Campbell Snacks objectives.Collaborate with Sales Operations to improve the efficiency of the market and drive growth.Seek out and provide support as needed to the different functions on assigned categories (e.g. new product development, process improvement, brand marketing).Track monthly forecasts in order to maximize supply chain efficiencies and provide constructive feedback on shipments, consumption data and inventory changes. Proactively identify potential risks or threats to monthly forecasts.Utilize performance management plans with MSLs to develop and enhance individual skills, capabilities and behaviors to build a team culture.Conduct MSL team meetings as necessary to share best practices, role play and communicate deployment plans and other strategic initiatives.Who will you work with:Members of the DSD Sales Snacks Team.What you bring to the table:Minimum education required: Bachelor's Degree.Years of relevant experience: 8+ years DSD Sales experiencePrior management experience requiredDirect Store Delivery (DSD) route to market, warehouse experience a plusIt would be great if you have:Exceptional problem solving and conflict management skillsStrong selling and negotiation skillsStrong written and verbal communication skillsSelf-motivated and effective team memberExperience with technology and ability to learn iPad business applicationsWorking knowledge of MS Office to include PowerPoint, Excel and OutlookWorking knowledge of independent contractor relationship nuancesDisclaimerThe preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job. Compensation and Benefits:The target base salary range for this full-time, salaried position is between$100,400-$144,300Individual 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.