Market Development Leader ll: Santa Rosa, CA

Utz Brands, Inc.•San Leandro, CA

8h•$80,000 - $90,000

About The Position

Utz Quality Foods is seeking a Market Development Leader II for the Santa Rosa, California surrounding areas. 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 Market Development Leader communicates company initiatives related to sales, service, merchandising standards, and product distribution while recognizing that IOs and distributors are independent company partners, not subject to the company’s direction and control. The position works with IOs, distributors, retail store managers, store decision makers, and cross-functional teams to support market growth, service standards, product introductions, promotions, and customer relationships. It also supports reporting, workshops, route optimization, settlement issue resolution, food safety, and operational safety. The role requires 75% to 90% travel and may occasionally involve running an open route and safely operating a motor vehicle, including a route box truck. Salary is $80,000 to $90,000 plus bonus.

Requirements

High school diploma required.
At least 5 years of experience in sales operations.
Knowledge and understanding of independent distribution models, including familiarity with Independent Operator/Distributor Agreements and the obligations and rights 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.
Sales operations experience in the snacks, grocery, or beverage industry.
Direct Store Delivery (DSD) experience.

Responsibilities

Communicate the Company’s sales, service, and merchandising strategies to IOs and distributors and maintain proactive, professional relationships focused on 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 on DC loading docks with IOs to hear their concerns.
Provide information and suggestions to help IOs and distributors improve results and grow market share, including promotional advertising, store-level planograms, new product introductions, additional space, new points of interruption, and store-level relationships.
Assist the MDL I and SOD in planning regularly scheduled workshop meetings with the MDL team to encourage IOs and distributors to use available tools and resources to realize their 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 business relationships, offer display concepts, seasonal planning tactics, product promotions, and introductions, and clarify that IOs and distributors—not the Company—invoice products to their stores.
Use Store Summary forms to identify DSD sales successes, growth opportunities, and IO underperformance; work with the SOD to address IOs not meeting 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.
Act as a liaison between Independent Operators and the Company Settlement Department to help resolve settlement statement issues.
Work proactively in cross-functional teams with 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 to initiate action.
Follow all 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 the Company’s objectives.
Travel 75% to 90% of the time.

Benefits

Medical, dental, and vision plans.
Employer match 401(k).
Profit sharing plan.
Employee stock purchase plan.
Additional benefits, resources, and programs intended to support associates’ health and well-being.
Opportunities for career growth and advancement.

Stand Out From the Crowd

Upload your resume and get instant feedback on how well it matches this job.

Upload and Match Resume