Retail Territory Manager

Mondelēz International•Cumming, GA

About The Position

The role of the Retail Territory Manager (RTM) is to enhance world class Direct Store Delivery (DSD) and Mondelēz DSD execution for a set of identified customers at the retail level in a geographic based territory. The primary responsibility of the RTM is to drive Mondelēz brand growth by generating new sales within the defined territory while ensuring the execution of sales objective and priorities across all customers and providing direction to the retail execution team, primarily Full-Time (FT) and Part-Time (PT) Sales Service Representatives (SSRs), through various communication tools. RTM focus will be to sell business-building, in-store merchandising programs to key store personnel through effective planning, relationship building, and usage of consumer and sales data. Each RTM will develop a specific store call/visit cadence dictated by revenue and geography to build relationships, address executional opportunities, and strategically sell into these identified stores. Given the impact of territory to total sales team, the employee will work with local sales leadership to develop strategic territory business plans for achievement of sales objectives/growth. Additionally, the RTM will be responsible for managing, scheduling, hiring, training, coaching, and utilizing the Performance Management process to assist in correcting substandard work practices by SSRs on their territory. All Retail Territory Managers must have strong selling, negotiation, and organizational skills. They must have a proven record of success in a sales capacity and have the ability to grow and manage customer and team relationships.

Requirements

Be at least 18 years of age and have a valid driver's license issued by the state in which the person resides.
High School Diploma or GED required; college degree highly preferred
A flexible work schedule is required, including being able to work weekends and holidays
3-5 years of selling experience including a strong sales background with excellent understanding of business processes and systems
Ability to perform physical demanding work in a fast-paced work environment and meet the defined physical activities (frequent lifting, bending, and carrying up to 25 lbs., occasionally over 50 lbs., pushing, pulling, etc.) while adhering to the safety expectations and processes
Successful completion of drug test, MVR check, and general background check

Responsibilities

Deliver against monthly and quarterly sales objectives in assigned customers
Ensure execution of sales priorities of assigned stores and provide direction to retail execution team
Utilize strong selling skills to secure incremental selling opportunities and to ensure headquarter authorized programs are executed to grow the business and monitor territory Key Performance Metrics
Provide on-site consultation and sales expertise to our customers
Territory execution planning: Determine customer growth opportunities and tailor fact-based sales presentations to store needs, store demographics, and customer base to drive store/customer growth
Establish and maintain rapport with key store personnel in order to grow business by identifying incremental opportunities for their customers, determining appropriate solutions to issues, and providing an overall high level of customer service
Will directly manage team of FT and PT SSRs with people responsibilities to include but not limited to scheduling, recruiting, hiring, coaching, developing, training and utilizing the Performance Management process to assist in correcting substandard work practices.
Communicate plans and effectively deploy merchandising resources within territory budget to build sales volume at store level
Communicate with Full-Time Order Writers (FTOWs) to ensure proper credit process and disposal of unsaleable merchandise from all stores is followed
Work with customer and/or FTOWs to ensure sufficient product is ordered to support consumer take away, inclusive of shelf and displays
Directly manage in-store execution processes of FT and PT SSRs to minimize waste/unsaleables
Strategically plan and execute store call/visit cadence to foster store-level relationships and sell as needed
Conduct all business operations within Mondelēz International safety guidelines