Field Sales Representative

Native Maine Produce and Specialty Foods LLC • Yonkers, NY

11h

About The Position

Eugene Brophy has retired. He was the primary sales leader. The company needs to hire additional Sales Representatives and adjust pay to attract, retain and motivate sales personnel to maintain and grow existing customers as well as hunt for new customers.

"Preferable candidates will live in Manhattan, north of Times Square and South of Westchester County for ease of access to the Yonkers offices and customer base."

DEFINITIONS:

1. NEW Customer: is defined as any customer that has not placed an order for 12 months.

a. Example: Today is February 12, 2025. If the customer-prospect has not ordered since January 2025, then the customer comes on board as NEW.

b. Example: If the customer never ordered from the company, they are NEW.

c. Example: If an existing customer opens a new location, they are NEW.

d. Example: If an existing customer changes ownership, they are NEW.

e. Example: If an existing customer has changes to the Chef or personnel in charge of food ordering, they are EXISTING.

2. BASE Business is existing, legacy customers with the SAME ownership. Measured with Gross Margin $

a. Customers that ordered from the company in the prior period.

3. Identifying NEW versus BASE

a. Using the Sales Rep Initials, and Aine as the example

b. NEW = AM1, NEW will always end with a 1

c. BASE = AMC, can have the 2 or 3 initials of the Rep

d. Assigning and/or changing Sales Reps. Should only be done quarterly as performance will be measured quarterly. When BASE (existing customers) require a Sales Rep assignment change, it should be done
quarterly so that the new quarter’s individual target can be adjusted. Targets required the prior year results for the quarter being measured with the budget rate of change expectation applied.

4. Converting NEW to BASE:

a. Customer signs up February 2026, first order is placed April 10, 2026; this account is identified as NEW until the end of the following year’s quarter, or June 2027 per the accounting fiscal calendar.

b. The rep assigned is changed to “Base” on the first day of the 3rd quarter of 2027 per the fiscal calendar

5. Total Bonus Compensation is based on allocated as follows:

a. 50% based on total Yonkers GM$ performance

b. 40% based on individual Performance (Rep assignment)

c. 10% based on submitting daily and weekly reports consistently

6. CALCULATING BASE GM$ and how to earn 20% of Base pay

a. Individual Attainment

b. Company Attainment

c. Administrative Attainment

i. Daily Reports (Monday – Fridays)

ii. Weekly Recaps due Monday mornings

7. Bonus Attainment Spread:

a. If actual results are below 85% of budget/target – the bonus becomes $0.

b. If Actual results achieve 85% of the budget/target – the bonus is 50% of total.

c. The bonus % achieved steps up until the actuals match the budget/target to full attainment

i. The bonus % will exceed full bonus when results exceed the budget/target

8. CALCULATING NEW CUSTOMERS 3% of Sales (Sales Rep Commission and Bonus Example 02.12.26.xlsx)

ELIGIBILITY:

9. The Spreadsheet Example can be applied on a Quarterly Basis.

a. Each quarter is tied to the fiscal calendar.

10. AR must be collected. To minimize the effort of subtracting out unpaid amounts –the values will be from the prior quarter (less uncollected AR)

a. 1st Qtr. paid in July

b. 2nd Qtr. paid in September

c. 3rd Qtr. paid in January

d. 4th Qtr. paid in April

11. Any unpaid amounts subtracted from incentive pay will not be retroactive.

a. E.g. 1st Qtr Sales that are still uncollected by July payment calculation will not be retroactive if that money is collected in the future. The collection efforts beyond 90~ 180 days are an extraordinary burden on company
personnel.

12. A new sales rep is eligible for incentive pay by the second full quarter of employment to consider the onboarding and training of a new employee.

EXAMPLE:

a. Hired 3/23/26

b. Eligible for 2nd Qtr paid in September

13. Should a Sales Rep leave the company for any reason: Incentive pay will be computed through their termination date only minus unpaid amounts.

EXAMPLE:

a. Term Date 12/15/26

b. 3rd Qtr. through term date of 12/15/26: results will be totaled and unpaid amounts subtracted to be included in the final paycheck.

Nice To Haves

• Preferable candidates will live in Manhattan, north of Times Square and South of Westchester County for ease of access to the Yonkers offices and customer base.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed