Zone Sales Manager

Campbell's • Hartford, CT

19d

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 zone business strategies that grow brands and dollar share while deploying resources to maximize volume and minimize operating costs. The ZSM provides sales leadership across the zone and supports the professional development of MDLs.

The ZSM develops retailer and distributor business plans, identifies market opportunities and competitive threats, builds relationships with retail decision makers, and guides execution across multiple retailers and geographies. The position also develops route-infrastructure strategies with IDPs and Sales Operations, monitors forecasts and execution, and recruits, coaches, and manages a high-performing MDL team. The role involves cross-functional coordination across retail, sales strategy, operations, supply chain, plant operations, depot management, and IDPs.

Requirements

• With a bachelor’s degree, at least 5 years of Consumer Packaged Goods (CPG) or Direct Store Delivery (DSD) sales experience.
• Without a bachelor’s degree, at least 10 years of Consumer Packaged Goods (CPG) or Direct Store Delivery (DSD) sales experience.
• At least 2 years of experience managing and influencing sales teams.
• Excellent leadership and communication skills.
• Strategic thinking, operational and retail knowledge, and strong business acumen.

Nice To Haves

• Bachelor’s degree preferred, but not required.
• DSD route-to-market and warehouse experience.
• Ability to travel as needed, including local and overnight travel, and travel to company meetings, training, and other regions as business needs require.

Responsibilities

• Manage, monitor, evaluate, and update business plans 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.
• Secure retail space for new items and promotional displays through partnership with IDPs and key retail decision makers.
• Build relationships with retail decision makers and assess retailers’ competitive positions, behaviors, strategies, and opportunities.
• Track competitive threats and develop plans to close strategic gaps.
• Design and forecast quarterly business plans and go-to-market strategies using business analytics and retailer-specific analysis.
• Provide insights and recommendations to internal retail customer teams to improve execution and results.
• Communicate retail execution goals and monitor MDL performance against business strategies.
• Lead retail development in the assigned area, including retail wiring plans and compression selling in partnership with IDPs.
• Develop and maintain quality joint business engagement with IDPs; participate in quarterly business meetings when applicable.
• Use syndicated and retailer-provided data with IDPs to discuss business conditions, consumer trends, drivers, and growth opportunities.
• Develop route-infrastructure growth strategies with local Business Development Managers and improve route viability while minimizing route turnover.
• Recommend potential IDPs for open routes and collaborate with Sales Operations on route-infrastructure strategy.
• Share sales and distribution opportunities and other relevant information with Sales Operations 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 other functions on assigned categories, including new product development, process improvement, and brand marketing.
• Track monthly forecasts, provide feedback on shipments, consumption, and inventory, and proactively identify forecast risks.
• Use performance management plans to develop MDL skills and behaviors; conduct team meetings to share practices, role-play, and communicate plans.
• Train, coach, and develop new MDLs on processes and best practices.
• Identify and implement growth strategies for infrastructure opportunities and deliver revenue, share-growth, execution, and ACV display targets.
• Build, recruit, and develop a high-performing MDL team; mentor MDLs and manage performance when expectations are not met.
• Establish strong selling relationships with key retailers and divisional leaders of top retail accounts within the zone.
• Use iPad business applications to provide current information about business trends.
• Coordinate with retailer, sales strategy, operations, supply chain, plant operations, depot management, and IDP stakeholders.

Benefits

• Medical, dental, short- and long-term disability, AD&D, and life insurance, with 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