Regional Sales Manager-Central Region, Convenience (C-Store) Sales Team

J.M. Smucker Co•Kansas City, MO

4d•Remote

About The Position

The Regional Sales Manager is responsible for delivering sales revenue, market share, and other KPI targets for the Convenience Channel by executing sales, marketing, category management, and trade-spend plans. The role directs a broker team and is accountable for convenience chains, independent businesses, and distributors in the assigned market, delivering growth targets across defined J.M. Smucker product categories. The position works remotely from a home office within the Midwest/Central Region of the United States. Preferred locations are Kansas City, Des Moines, Minneapolis, St. Louis, or Chicago. Travel is expected approximately two nights per week, with about 60% of time spent managing in-person customer and broker relationships.

Requirements

Bachelor's degree.
At least 3 years of sales experience managing Convenience Chains and Convenience Warehouse Distributors.
At least 3 years of experience with broker management.
Strong negotiation skills.
Ability to apply strategic thinking and problem-solving.
Ability to travel approximately two nights per week; approximately 60% of time is spent managing face-to-face customer and broker relationships.

Responsibilities

Achieve assigned volume and margin business-plan objectives for categories supporting SBA plan targets.
Support cross-functional development of sales plans, strategies, objectives, policies, and procedures for Smucker customer business in support of business-unit objectives.
Identify and recommend responses to market, industry, and competitive changes that create opportunities for profitable growth.
Manage trade and departmental spending budgets.
Manage financial business aspects, including P&L statements and margin targets for assigned accounts.
Manage the broker team within the market area, including business development, customer development, and field-sales execution.
Retain existing business and develop new business across current and new customers, executing customer and segment objectives.
Create and execute annual customer business plans with growth objectives tied to strategic categories and SBA objectives.
Develop, negotiate, and manage contracts for renewals and new business within assigned accounts.
Plan and conduct quarterly business reviews with assigned accounts, as needed to drive business and strengthen relationships.
Manage promotional activities to ensure effective execution of sales plans.
Build broad, layered relationships between accounts and the J.M. Smucker organization to support continuity of business and relationships.
Work cross-functionally with Smucker teams and customers, including Legal, Quality Assurance, Customer Marketing, Channel Commercialization, Accounting, and Revenue Growth Management.
Engage customer management at all levels, including purchasing, marketing, R&D, operations, senior executives, and field operations, as appropriate.
Achieve established growth and profitability targets for the customer portfolio, including P&L input and review.
Analyze the business to identify ways to grow existing Convenience business and acquire new business.
Work cross-functionally internally to gain marketing and finance support for business goals.
Conduct ad hoc financial and data analyses, including pre- and post-event analysis.
Own the annual JBP, quarterly business reviews, and other meetings.