Zone Sales Manager

Campbell's•Baltimore, MD

10d•$108,000 - $148,500•Hybrid

About The Position

Since 1869, Campbell's has connected people through food they love, building a portfolio of iconic brands. The company offers opportunities for employees to grow, innovate, and inspire, making a difference every day. This role is responsible for leading a team of Market Development Leaders (MDLs) to achieve distribution, sales, merchandising, and promotional targets within the Independent Distributor Partner (IDP) network and local warehouse logistics organization. The Zone Sales Manager is accountable for over $100 million in revenue and is tasked with developing and implementing zone business strategies to drive brand growth, increase dollar share, and optimize resource deployment for maximum volume and minimal operating cost. The role provides sales leadership and personal development for the MDLs within the zone.

Requirements

Bachelor’s degree preferred, but not required
With Bachelor’s degree, minimum 5 years’ of Consumer Packaged Goods (CPG) or Direct Store Delivery (DSD) sales experience required
Without Bachelor’s degree, minimum 10 years’ of Consumer Packaged Goods (CPG) or Direct Store Delivery (DSD) sales experience required
Minimum 2 years managing and influencing sales teams

Nice To Haves

DSD route to market, warehouse experience is a plus
Excellent leadership and communication skills
Must be a strategic thinker, operational and retail knowledge and have strong business acumen
Ability to travel as needed

Responsibilities

Proactively manage, monitor, evaluate, and update the overall business plan to meet Campbell Snacks objectives.
Develop 60-90-180 day business plans across all retailers and multiple geographies to support executional excellence and share growth.
Communicate targets for distribution, merchandising, and promotional execution.
Secure retail space for new items and points of interruption with key retail decision makers through partnership with IDPs.
Forge and develop strong relationships with key retail decision makers.
Assess retailer competitive position, behaviors, and strategies, aligning them with Campbell Snacks strategic goals and identifying win-win opportunities.
Track and evaluate competitive threats in the market and set strategic gap closure plans.
Design and forecast quarterly business plans to attain key metrics across the portfolio.
Design go-to-market strategies through partnership with IDPs and utilize business analytics to recommend key business issues/plans related to base products, innovation, and marketing activation.
Conduct retailer-specific analysis across the portfolio of brands to identify opportunities and make recommendations.
Provide insights, feedback, and collaborate with internal retail customer teams with solution-oriented ideas for continuous improvement.
Communicate retail execution goals and monitor MDL performance.
Lead retail development within the assigned area, focusing on designing and maintaining a retail wiring plan for compression selling through partnership with IDPs.
Penetrate and establish retail relationships with elevated levels of management with focused compression selling through partnership with IDPs.
Cultivate, develop, and implement optional quality joint business engagement with IDPs.
Participate in optional quarterly IDP business meetings to collaborate on operational matters.
Offer syndicated and retailer-supplied data to discuss the snacks business, consumer trends, key business drivers, and discover incremental opportunities.
Develop growth strategy to support route infrastructure growth and align on priorities with local Business Development Managers.
Improve route viability by reengineering for growth and minimizing route turnover.
Recommend potential IDPs for open routes.
Design and collaborate with the internal sales operations team to create a route infrastructure strategy.
Collaborate with the internal sales operations team to provide clear communication regarding sales and distribution opportunities.
Coach, lead, and influence the internal team to develop strong relationships and improve engagement with IDPs.
Maintain a clear understanding of IDP contracts and the independent distributor partner business model.
Review weekly MDL deployment plans to improve execution, IDP engagement, retailer visibility, and achieve Campbell Snacks objectives.
Collaborate with Sales Operations to improve market efficiency and drive growth.
Seek out and provide support as needed to different functions on assigned categories.
Track monthly forecasts to maximize supply chain efficiencies and provide constructive feedback on shipments, consumption data, and inventory changes.
Proactively identify potential risks or threats to monthly forecasts.
Utilize performance management plans with MDLs to develop and enhance individual skills, capabilities, and behaviors.
Conduct MDL team meetings as necessary to share best practices, role play, and communicate deployment plans.
Engage with a diverse set of outside stakeholders, including retailers and IDPs, while navigating complex route-to-market distribution and distributor models.
Assess market needs and deploy resources against business issues and demands.
Utilize iPad business applications to provide up-to-date information regarding business trends.
Train, coach, and develop new MDLs on processes and best practices.
Identify and implement growth strategies for infrastructure opportunities.
Deliver gross revenue targets, share growth, and executional excellence metrics.
Deliver ACV display gains in key accounts and region geography.
Establish strong selling relationships with key retailers and divisional leaders of top retail accounts.
Ensure MDL team is engaging IDPs collaboratively to build relationships and maximize growth potential.
Build, recruit, and develop a high-performing MDL team that promotes positive IDP engagement and culture.
Conduct periodic strategy meetings with the MDL team to align on goals and opportunities.
Identify and mentor MDLs for personal development and career progress.
Effectively manage the performance of MDLs struggling to meet role expectations.
Requires cross-functional interaction within the retailer, sales strategy, operations team, supply chain, plant operations, depot management, and IDPs.

Benefits

Medical insurance
Dental insurance
Short-term disability insurance
Long-term disability insurance
AD&D insurance
Life insurance (for individual, families, and domestic partners)
Matching 401(k) plan with immediate vesting
Unlimited sick time
Paid time off
Holiday pay
Free access to fitness center (if in WHQ)
Access to on-site day care (operated by Bright Horizons) (if in WHQ)
Access to company store (if in WHQ)
Campbell’s Cares program (matches employee donations and/or volunteer activity up to $1,500 annually)
Employee Resource Groups (ERGs)