Zone Sales Manager

Campbell's • Baltimore, MD

7d

About The Position

The Zone Sales Manager (ZSM) leads a team of Market Development Leaders (MDLs) to achieve distribution, sales, merchandising, and promotional targets through engagement with Independent Distributor Partners (IDPs) and local warehouse logistics organizations. The role is responsible for more than $100 million in revenue and for developing and implementing a zone business strategy that drives growth across brands, increases dollar share, and deploys resources to maximize volume while minimizing operating costs. The ZSM provides sales leadership across the zone and supports the personal development of MDLs.

The position manages retail development and business planning across multiple retailers and geographies, builds relationships with retail decision makers, evaluates competitive conditions, and identifies opportunities for growth and improved execution. The ZSM also works with IDPs on joint business engagement, route infrastructure, and growth strategies. In leading the team, the ZSM monitors MDL deployment and performance, supports forecasts and supply-chain efficiency, coaches and develops employees, and collaborates with internal sales, operations, supply chain, plant, depot, and retail teams.

Requirements

• A minimum of 5 years of Consumer Packaged Goods (CPG) or Direct Store Delivery (DSD) sales experience with a bachelor's degree.
• A minimum of 10 years of CPG or DSD sales experience without a bachelor's degree.
• A minimum of 2 years managing and influencing sales teams.
• Ability to travel as needed.

Nice To Haves

• Bachelor’s degree preferred, but not required.
• DSD route-to-market and warehouse experience.
• Excellent leadership and communication skills.
• Strategic thinking, operational and retail knowledge, and strong business acumen.

Responsibilities

• Manage, monitor, evaluate, and update the overall business plan to meet Campbell Snacks objectives.
• Develop 60-, 90-, and 180-day business plans across retailers and geographies to support execution and share growth.
• Communicate distribution, merchandising, and promotional execution targets.
• Work with IDPs to secure retail space for new items and promotional displays, and build relationships with key retail decision makers.
• Assess retailer competitive positions, behaviors, and strategies; identify opportunities and develop plans to address competitive gaps.
• Design and forecast quarterly business plans and go-to-market strategies, using business analytics to recommend plans for base products, innovation, and marketing activation.
• Analyze retailer performance across the brand portfolio and recommend opportunities and adjustments.
• Communicate retail execution goals and monitor MDL performance against business strategies.
• Lead retail development in the assigned area, including maintaining a retail wiring plan and developing relationships with elevated levels of retail management.
• Develop and implement joint business engagement with IDPs, including participation in quarterly business meetings where appropriate.
• Use syndicated and retailer-supplied data with IDPs to discuss business conditions, consumer trends, and growth opportunities.
• Develop route infrastructure growth strategies with local Business Development Managers, improve route viability, and recommend potential IDPs for open routes.
• Collaborate with Sales Operations on route infrastructure strategy and communicate sales and distribution opportunities using available applications and tools.
• Coach and influence internal teams to build strong IDP relationships and improve engagement.
• Review weekly MDL deployment plans and collaborate with Sales Operations to improve market efficiency and growth.
• Support relevant functions on assigned categories, including new product development, process improvement, and brand marketing.
• Track monthly forecasts, provide feedback on shipments, consumption, and inventory changes, and identify forecast risks.
• Use performance management plans, team meetings, coaching, and role-play to develop MDL skills and communicate best practices and strategic initiatives.
• Recruit, build, and develop a high-performing MDL team; mentor MDLs, support career development, and manage performance when expectations are not met.
• Deliver gross revenue, share growth, executional excellence, and ACV display gains in key accounts and regional geographies.
• Use iPad business applications to provide current information about business trends.
• Coordinate with retailers, sales strategy and operations teams, supply chain, plant operations, depot management, and IDPs.

Benefits

• Medical, dental, short- and long-term disability, AD&D, and life insurance, including coverage options for individuals, families, and domestic partners.
• Matching 401(k) plan with enrollment available on the first day of employment and immediate vesting.
• Unlimited sick time, paid time off, and holiday pay.
• Free access to the fitness center for employees at WHQ.
• Access to on-site day care operated by Bright Horizons and a company store.
• Campbell’s Cares matches employee donations and/or volunteer activity up to $1,500 annually.
• Employee Resource Groups (ERGs).
• Wellness benefits beginning on the first day of employment.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed