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

The J.M. Smucker Co.•Minneapolis, MN

19h•Remote

About The Position

The Regional Sales Manager for the Central Region, Convenience (C-Store) Sales Team 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 position directs a broker team and is accountable for convenience chains, independents, and distributors in the assigned market, as well as growth targets across defined J.M. Smucker product categories. The role 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 at approximately two nights per week, with 60% of time spent managing face-to-face customer and broker relationships. The Regional Sales Manager develops business and customer plans, manages budgets and financial performance, negotiates and manages contracts, leads customer and broker relationships, and conducts business reviews and financial analyses. The role collaborates with internal functions and customer teams to achieve growth and profitability objectives.

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.

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 business with customers.
Identify and recommend responses to market, industry, and competitive changes that offer 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 brokers in the market area, including business development, customer development, and field sales execution.
Retain existing business, develop new business across current and new customers, and execute 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 in assigned accounts.
Plan and conduct quarterly business reviews with assigned accounts, as needed to drive business and build 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.
Collaborate cross-functionally within Smucker and with customers, including Legal, QA, Customer Marketing, Channel Commercialization, Accounting, and Revenue Growth Management.
Work with all management levels at assigned customers to optimize customer relationships and sales results, including purchasing, marketing, R&D, operations, senior executives, and field operations as necessary.
Achieve established growth and profitability targets for the customer portfolio, including P&L input and review.
Analyze the business to identify ways to penetrate existing Convenience business and acquire new business.
Work internally across functions to obtain marketing and finance support for goals.
Conduct ad hoc financial and data analysis, including pre- and post-event analysis.
Own the annual JBP, quarterly business reviews, and other meetings.