Market Development Leader III

Utz Brands, Inc.•Richland Township, PA

About The Position

Utz Quality Foods is hiring a Market Development Leader III (MDL III) to partner with Independent Operators (IOs) to achieve maximum sales profitability and market penetration using selling strategies and proactive communications in the Johnstown, PA area. The MDL III informs IOs of the Company’s initiatives for sales, service, merchandising standards, and product distribution. At all times, the MDL III recognizes that IOs are not subject to the company’s direction and control as they are Company partners to increase the sale of products.

Requirements

High School Diploma is required. Bachelor's degree in business is preferred.
Minimum of 10 years of experience in sales operations, preferably in snacks, grocery, or beverage industry. DSD experience is preferred.
Knowledge and understanding of Independent Distribution models, including familiarity with Independent Operator/Distributor Agreements and the obligations and rights of both the Company and the Independent Distributor.
Ability to multi-task and prioritize responsibilities while remaining flexible to meet the day’s objectives.
Capability 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 communication skills, both verbal and written.
Ability to work independently and as part of a team in a fast-paced environment.
Attention to detail. Must have excellent organization skills.
Proficiency in Word, Excel, and PowerPoint programs.
Ability to embrace technology to make informed business decisions.
Effective leadership, presentation, and communication skills to effectively convey insights and recommendations to stakeholders.
Effective problem-identification and problem-solving skills.
Effective business acumen and a strategic mindset.
Valid driver’s license. Possess or have the ability to obtain a DOT medical card.

Responsibilities

Fills in for the Sales Operations Director, SOD, as needed, when the SOD is absent due to PTO, etc.
Tailor communications for IOs to convey the Company’s sales, service, and merchandising strategies, ensuring that proactive and professional relations with them are maintained and all are working toward the common interest of gaining market share.
Prepare weekly volume and inventory reports and KPI scorecards.
Provide a weekly Sales/IO Work-with planner to SOD.
Collaborate with customers to support promotional initiatives and advance long-term strategic growth objectives.
Partner with Key Account Executives (KAEs) to achieve targets outlined in account plans.
Provide the Sales Operations Director (SOD) with consistent updates on Route-to-Market (RTM) strategies and progress toward goals, utilizing tools such as the DSD Weekly Planner and Business Reviews.
Work closely with the Regional Operations Manager (ROM) to ensure alignment on sales objectives and address any IO-related concerns at Warehouse Sales Centers.
Spend time on the DC loading docks with the IOs to hear their concerns.
Lead IO engagement meetings—including Joint Business Reviews, IO Meetings, and Store Summary Forms—to foster collaboration, strengthen partnerships, and drive execution within designated territories.
Facilitate ways to improve results of IOs and distributors by providing information on suggestions to grow market share: executing promotional ad activity, following store level planogram, delivering successful new product introductions, securing additional space, obtaining new points of interruption and building relationships at store level.
Ensure that the obligations and rights of the Company IOs are preserved.
Assist in planning and facilitating quarterly meetings in collaboration with the Sales Operations Director and the rest of the MDL team to encourage IOs to use all tools and mediums available to realize the full sales potential of their business.
Coordinating with the SOD and the Sales Operations Center of Excellence, deliver safety training materials and talks as well as other trainings as needed.
Work in the field with 2-3 IOs per week.
Perform in-store selling to gain additional space and displays.
Conduct store visits in the assigned region to maintain open and proactive business relationships with the management teams of our customers and store decision makers, offering Company display concepts, seasonal planning tactics, and product promotions or introductions; and reinforcing that that the IOs and distributors, not the Company, invoice products to their stores.
Ensure that required resets are successful.
Use the Store Summary form to identify successes and opportunities to grow DSD sales as well as underperformance by the IOs, taking action to improve service when needed. Working with the SOD, address IOs when they are not meeting the minimum service standards according to the contractual obligation that IOs owe Utz.
Ensure that the customers at the bottom 25% of the service report are taken care of immediately.
Take immediate action to address and resolve voids.
Run an open route occasionally when the Company has bought a route back from an IO or distributor. Operate a motor vehicle, including a route box truck, safely.
Provide route ride-a-longs, only at the request of the Independent Distributor, offering route optimization and skill sharing opportunities.
Act as key liaison between Independent Operators and the Company to assist in resolving IO issues regarding Settlement Statements.
Ensure that expenses submitted in Concur are business related and that the Travel and Expense Policy is followed. Manage mileage effectively.
Assist SOD with managing the temporary and/or hourly or commissioned sales team to ensure that costs are minimized.
Work proactively in a cross-functional team 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.
Adhere to all policies, guidelines, and procedures, such as Good Manufacturing Practices, GMPs; OSHA standards; FDA standards; and work and safety rules at all times.
Adhere to all policies, guidelines, and procedures.
Perform other duties as assigned that will impact and support the overall outcome of the Company’s objectives.