Zone Sales Manager

3 days ago

Far Rockaway, New York, United States Campbell Soup Company Full time
Job Title: Zone Sales Manager

Join Campbell Soup Company, a leading manufacturer of food products, as a Zone Sales Manager. In this role, you will lead a team of Market Development Leaders (MDLs) and Market Sales Leaders (MSLs) to achieve distribution, sales, merchandising, and promotional targets through effective engagement with Independent Distributor Partners (IDPs) and local warehouse logistics organizations.

Key Responsibilities:
  • 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.
  • Provide sales leadership across the Zone, personal development to the respective MDL and MSL team, and alignment with the Customer Team.
  • Proactively manage, monitor, evaluate, and update the overall business plan to meet Campbell Snacks objectives.
  • Develop business plans for days out across all retailers and multiple geographies to support executional excellence and share growth.
  • Communicate targets for distribution, merchandising, and promotional execution.
  • Secure retail space for new items and points of interruption with key retail decision makers through partnership with IDPs.
  • Forge and develop strong relationships with key retail decision makers.
  • Assess the retailer's competitive position, behaviors, and strategies and understand how they align with Campbell Snacks strategic goals and identify opportunities to create win-win scenarios.
  • Track and evaluate competitive threats in the market and set strategic gap closure plans to win.
  • Design and forecast quarterly business plans to attain key metrics across the portfolio to deliver the quarterly lock retailer business plan.
  • Design go-to-market strategies through partnership with IDPs and utilize business analytics to recommend key business issues/plans related to base products and/or innovation and marketing activation.
  • Conduct retailer-specific analysis across the portfolio of brands to identify opportunities to the plan and make appropriate recommendations.
  • Provide insights, feedback, and collaborate with internal retail customer teams with solution-oriented ideas and adjustments for continuous improvement and improved executional excellence.
  • Communicate retail execution goals and monitor performance of MDLs and MSLs to achieve business strategies.
  • Lead retail development within assigned areas with an emphasis on designing and maintaining a retail wiring plan for compression selling through partnership with IDPs.
  • Penetrate and establish retail relationships with elevated levels of management with focused compression selling through partnership with IDPs.
  • Cultivate, develop, and implement optional quality joint business engagement.
  • Participate in optional quarterly IDP business meetings to collaborate on operational matters with the IDPs.
  • Offer syndicated and retailer-supplied data to discuss the state of the snacks business, consumer trends, key business drivers, and discover incremental opportunities.
  • Develop growth strategy to support route infrastructure growth and align on priorities with local Business Development Managers.
  • Improve route viability by reengineering for growth and minimizing turnover of routes to support IDP engagement.
  • Recommend potential IDPs for open routes as potential future business partners.
  • Design and collaborate with internal sales operations team to create a route infrastructure strategy.
  • Collaborate with internal sales operations team to 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.
  • Coach, lead, and influence internal team to develop strong relationships and improve engagement with IDPs.
  • Clear understanding of IDP contracts and the independent distributor partner business model.
  • Review weekly MDL deployment plans to improve execution, IDP engagement, retailer visibility, 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 MDLs and MSLs to develop and enhance individual skills, capabilities, and behaviors to build a team culture.
  • Conduct MDL and MSL team meetings as necessary to share best practices, role-play, and communicate deployment plans and other strategic initiatives.
Requirements:
  • B.A. required.
  • 5-10 years of Direct Store Delivery (DSD) sales experience.
  • Minimum 3 years managing sales teams.
  • DSD route to market, warehouse experience a plus.
  • Excellent leadership and communication skills.
  • Must be a strategic thinker and have strong business acumen.
Working Conditions:
  • Travel as needed, both local and overnight.
  • Must be able to relocate as required.
  • Travel Required: Must be able to travel within district, to company meetings, company training, and other regions as business needs demand.

Campbell Soup Company is an equal opportunity employer and welcomes applications from diverse candidates. We offer a competitive salary range of $85,900-$140,800, plus benefits, including health, dental, 401(k), and wellness benefits. Please ask your Talent Acquisition Partner for more information about our total rewards package.

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