Market Development Leader II: Nashville, TN

Utz Brands, Inc.•Lebanon, TN

About The Position

Utz Quality Foods is seeking a Market Development Leader II in Nashville, Tennessee. Reporting to the Sales Operations Director (SOD), the MDL II partners with Independent Operators (IOs) and Master Distributors to support sales profitability and market penetration through selling strategies and proactive communication. The role communicates company initiatives related to sales, service, merchandising standards, and product distribution. IOs and distributors are company partners and are not subject to the company's direction and control. The position is based primarily in the market, with 80% of time spent there and 5% overnight travel. It includes customer and distributor engagement, reporting, support for store execution, occasional open-route work, and safe operation of a motor vehicle, including a route box truck. The MDL II also supports food and operational safety, follows applicable policies and standards, and performs other duties that support company objectives.

Requirements

High school diploma.
At least 5 years of 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 obligations and rights of the Company and the Independent Distributor.
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.
Direct-store-delivery (DSD) experience.

Responsibilities

Communicate company sales, service, and merchandising strategies to IOs and distributors, maintaining professional relationships and supporting the shared goal of gaining market share.
Ensure the obligations and rights of the Company, IOs, and distributors are preserved.
Prepare weekly volume and inventory reports and KPI scorecards.
Provide a weekly Sales/IO Work-with planner to the Sales Operations Director.
Spend time with IOs on DC loading docks to hear their concerns.
Help IOs and distributors improve results by sharing suggestions for growing market share, including promotional activity, planogram execution, new product introductions, securing additional space, obtaining new points of interruption, and building store-level relationships.
Assist the MDL I, Sales Operations Director, and MDL team in planning regularly scheduled workshops to encourage IOs and distributors to use available tools and resources to realize their business's sales potential.
Reinforce with retail store managers and decision makers that Utz supports IOs and distributors and values its relationships with them.
Visit stores in the assigned region to maintain business relationships with customer management teams and store decision makers; offer display concepts, seasonal planning tactics, and product promotions or introductions; and clarify that IOs and distributors invoice products to their stores.
Use Store Summary forms to identify DSD sales successes, growth opportunities, and IO underperformance; work with the Sales Operations Director 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 regarding Settlement Statements.
Work proactively with cross-functional teams and diverse groups of people.
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 in support of company objectives.