Sales Manager

Description

• Remote Role preferred location in Chicago, IL, Nashville, TN, Atlanta, GA

Title: Sales Manager - Value Channel

General Summary

Storck USA is looking for a highly motivated and results-driven individual with a passion for building and maintaining strong customer relationships. The Channel Sales Manager – Value Channel will be responsible for executing and driving the sales plan for Value Channel that will result in the delivery of volume, profit, and share objectives on our portfolio. In this role you will be a primary contact to manage the business relationship with the key Category Buyer(s) with this Channel. This position will report to the Director of Sales and collaborate with multiple teams with Storck USA business unit. Attendance at strategic external events ranging from Retailer and Distributor Shows, Broker meetings, and National Selling Shows as directed and needed.

This position will have supervisory functions for the Value Channel Customers and assigned Regional brokers, if applicable. The Channel Sales Manager – Value Channel is responsible for the overall direction, coordination and evaluation of their territory, including evaluating performance, rewarding and/or redirecting brokers, if applicable.

Sales

Essential Duties and Responsibilities:

• Engage in selling utilizing consultative sales techniques of predetermined customer sales plans with Value Channel Retailer & Distributor Key Decision Maker (KDMs)/Buyers in sales meetings using provided data sources, technology, processes and procedures.
• Maximize sales and display opportunities by conducting store walk-throughs and gaining commitment by KDMs/Buyers on successful outcomes.
• Tailor selling to influence KDMs/Buyer to achieve sales goals and order additional products to increase incremental sales and to obtain best in class quality of merchandising locations of promotional products utilizing Customer Focused Selling OR AIDA Principle, Five Steps of Selling, Selling Story capabilities.
• Apply understanding of Storck Global and Value Channel business and portfolio. Understand the impact of key selling decisions and how those impact Storck brand, operational, and financial capabilities and success.

Customer Relationship Management And Development

• Build and maintain consultative business relationships with customer Key Decision Makers (KDMs)/Buyer(s) at all levels in Value Channel.
• Own the creation and delivery of annual business plan for Value Channel. The Sales Manager must assess customer, category, and market potential aligned with Storck objectives to create business plan to deliver value creation. Sales Manager should seek to maximize leadership opportunities for Storck by identifying areas of strategic overlap between customer and Storck objectives to maximize partnership as well as long-term growth potential.
• Cultivate a strong network of contacts at all levels of internal and external customers to achieve sales objectives within assigned Value Channel.
• Use strategic relationship with KDMs/Buyers to influence and negotiate Value Channel assistance in the merchandising of Storck products.
• Provide the overall direction, coordination and evaluation of Channel, including evaluating performance, rewarding and/or redirecting assigned regional brokers, if applicable.

Business Planning & Implementation

• Review and assess customer's competitive position, business model, and strategies to create a customer investment strategy (use of trade, shopper marketing, and integrated marketing resources) that will best support mutual growth. Utilize Storck sales planning and customer investment tools to create optimal customer plans to deliver top and bottom line operating plans while driving profitable, sustainable growth.
• Apply a high level of analytical rigor with the understanding of syndicated data (specifically IRI, Nielsen, Retail Link), to create fact-based presentations and recommendations
• Demonstrate a comprehensive understanding of Brand and Category management objectives (4 P’s) and translate these into business strategy, plans, and tactics at customer. Business plans should reflect both Storck and customer objectives.
• Prepare for customer engagement meetings by obtaining and analyzing relevant store, product and market data and creating effective selling tools and presentations for KDM/Buyer delivery during call. Utilize and complete pre-meeting planning methods and other company tools.

Administrative & Financial Responsibilities

• Complete required administrative functions for Value Channel using company approved methods and technology. Includes communicating effectively and partnering successfully with internal Storck stakeholders in Marketing, Finance, Operations/Supply Chain. Manage budget allocations, trade spend, ROI, and other financial responsibilities.

Other Duties And Responsibilities

• Fulfill the Storck Values; Passion, Sense of Belonging, Growth
• Other duties as assigned

Requirements

Required Knowledge, Skills, and Abilities:

• Self-starter, motivated, and drives for results
• Critical thinking skills with a “bias for action”
• Willingness to take risks and drive decisions
• Strong presentation skills; clear verbal and written communication
• Strong analytical skills; able to organize and drive meaningful decisions in an effective manner
• Organized, detail oriented, and able to balance competing priorities
• Problem solver, brings solutions where there are obstacles versus just identifying obstacles
• Ability to triangulate data from different sources to identify opportunities and conclusions
• Embraces change and able to drive change through the organization
• Ability to flex style and level of detail depending on audience in all forms of communication
• Team player who works well in a collaborative environment and shares information freely, effectively, and is approachable by all levels of the organization
• Leadership skills including ability to influence and bring team members along with you without direct reporting relationships
• Business acumen and the ability to quickly learn technical software (Business Intelligence (BI) by IBM preferred, IRI or Nielsen)

Education And Experience

• Bachelor’s degree or equivalent experience required
• Minimum 5 to 10+ years’ experience in direct sales required, CPG / food industry preferred
• Prior Value Channel Customer experience in Sales, Buying, Customer Marketing, Merchandising, and/or Supply Chain role required
• Prior experience selling CPG/FM CPG to other Channel/Customers required
• Consistent and strong track record of sales goal and sales growth achievement

Travel

> 50%, Domestic with the potential for International. Travel required to meet the needs of the business.

Working Conditions

Normal working conditions from an in-home office environment based near a major airport in the US. Preferred Cities: Chicago, Nashville, Atlanta.

Other Qualifications: Must be willing to follow and comply with communicated Company, Travel, and Retailer safety procedures, following other safety procedures to attend meetings, travel domestically or internationally, comply with Retail Partner safety procedures, and/or follow other workplace health and safety requirements to fulfil job duties.

What We Offer In Return

Storck USA offers an outstanding compensation and total rewards package, including competitive base + bonus plan, 401(k) with company contribution, medical insurance (including an HSA option and telemedicine), dental, vision, life insurance, short- and long-term disability, paid parental leave, fitness reimbursement, tuition reimbursement, employee assistance, pet insurance, employee discounts (and candy!), employee referral bonus program, and, last but not least, flexible spending accounts for transportation, medical, and dependent care. And, we offer fantastic work/life balance with flexibility -- including "Summer Friday" hours year round!!

Note: The statements herein are intended to describe the general nature and level of work being performed by employees, and are not to be construed as an exhaustive list of responsibilities, duties, and skills required of personnel so classified. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.