Market Development Leader II: Chattanooga, TN

Utz Brands, Inc. • Memphis, TN

5h

About The Position

Utz Quality Foods is seeking a Market Development Leader II in Chattanooga, Tennessee. Under the direction of the Sales Operations Director (SOD), this role partners with Independent Operators (IOs) and Master Distributors to support sales profitability and market penetration through selling strategies and proactive communication. The MDL II communicates company initiatives for sales, service, merchandising standards, and product distribution while recognizing that IOs and distributors are company partners and are not subject to the company's direction and control.

The position works with IOs, distributors, retail store managers, and internal teams to support market share growth, improve sales and service results, maintain business relationships, and address operational issues. It involves regular activity in the market, occasional overnight travel, and occasional operation of a route box truck or other motor vehicle. The role also supports food safety and workplace safety practices and performs other duties that support company objectives.

Requirements

• High school diploma required.
• Experience in sales operations, preferably in the snacks, grocery, or beverage industry.
• Knowledge and understanding of independent distribution models, including familiarity with Independent Operator/Distributor Agreements and the rights and obligations of the company and Independent Distributors.
• Ability to multitask and prioritize responsibilities while remaining flexible to meet daily objectives.
• Ability to build trust and rapport through persuasion and respect.
• Ethical selling and negotiation skills that can be shared with IOs and distributors at their request.
• Proactive verbal and written communication skills.
• Ability to work independently and as part of a team in a fast-paced environment.
• Attention to detail and excellent organizational skills.
• Proficiency in Word, Excel, and PowerPoint.
• Ability to embrace technology to make informed business decisions.
• Effective leadership, presentation, and communication skills to convey insights and recommendations to stakeholders.
• Effective problem-identification and problem-solving skills.
• Effective business acumen and a strategic mindset.

Nice To Haves

• Bachelor's degree in business; new graduates with a business bachelor's degree are welcome.
• Direct Store Delivery (DSD) experience.

Responsibilities

• Communicate the company's sales, service, and merchandising strategies to IOs and distributors, maintaining professional relationships and supporting shared market-share goals.
• Help preserve the rights and obligations of the company, IOs, and distributors.
• Prepare weekly volume and inventory reports and KPI scorecards.
• Provide the SOD with a weekly Sales/IO Work-with planner.
• Spend time with IOs on DC loading docks to hear their concerns.
• Share information and suggestions to help IOs and distributors grow market share, including promotional advertising, planogram execution, new product introductions, securing additional space, obtaining new points of interruption, and building store-level relationships.
• Assist the MDL I, SOD, and MDL team with planning regularly scheduled workshops that encourage IOs and distributors to use available tools and resources to realize their business's sales potential.
• Reinforce with retail store managers and store decision makers that Utz supports IOs and distributors and values its relationships with them.
• Conduct store visits in the assigned region to maintain proactive customer relationships and offer display concepts, seasonal planning tactics, promotions, and product introductions; clarify that IOs and distributors invoice products to their stores.
• Use Store Summary forms to identify DSD sales opportunities, successes, and IO underperformance; work with the SOD to address IOs that do not meet contractual minimum service standards.
• Ensure required resets are successful.
• Occasionally run an open route when the company has bought a route back from an IO or distributor, and safely operate a motor vehicle, including a route box truck.
• Provide route ride-alongs at the request of an Independent Distributor, offering route optimization and skill-sharing opportunities.
• Serve as a liaison between Independent Operators and the Company Settlement Department to help resolve issues with Settlement Statements.
• Work proactively with diverse cross-functional teams.
• Work with management and associates to ensure food safety programs are followed.
• Report food, office, or operational safety problems to a supervisor or manager.
• Follow company policies, guidelines, and procedures, including Good Manufacturing Practices, OSHA standards, FDA standards, and work and safety rules.
• Perform other duties as assigned that support company objectives.
• Spend approximately 80% of work time in the market and travel overnight approximately 5% of the time.

Benefits

• Medical, dental, and vision plans.
• Employer 401(k) match.
• Profit-sharing plan.
• Employee stock purchase plan.
• Additional benefits, resources, and programs intended to support associates' health and well-being.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: High school or GED