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Specialty Regional Sales Manager East
Department: Sales
Location: East Coast
Reporting Relationship: Director of Specialty Sales
Direct Reports: n/a
FLSA Status: Exempt, Full-time
Summary
A Regional Manager is responsible for achieving the sales budget, new distribution targets, trade promotion budget, forecasting targets, expense management, and MAPS objectives through broker management and/or direct selling. This includes all customer communication, trade funds management, forecasting and accountability for volume, profit and in-store conditions.
They should be the champion of the Ghirardelli premium brand name with the customer, enhancing the Ghirardelli premium image through appropriate pricing, and promotional activities.
Responsibilities
Deliver Sales Controllables
· Achieve sales budget
· Achieve in-store presence objectives
· Spend trade funds within budget and ensure efficiency through ROI analysis
Develop Customers
· Penetrate key customers and understand Ghirardelli business development opportunities at each customer
· Understand customer timeliness and requirements and proactively and constructively work these back through the Ghirardelli Home Office
· Create long term business relationships and foster a sustainable competitive advantage for Ghirardelli
· Develop strong team relationships among all brokers. Build friendly competition
Be a Leader within the Company
· Demonstrate passion, commitment and integrity in all activities
· Treat confidential information as such
· Take both a top-line and bottom-line perspective on all issues
· Collaborate effectively across all functions
Sell, Live, Demonstrate and Protect the Premium-ness of our Products
· Build the Ghirardelli Brand Equity by demonstrating quality in everything you do
Achieve MAPS Objectives
Assortment:
· Develop and execute assortment reviews for key customers
· Develop ongoing distribution objectives for customer and/or broker teams.
· Develop and execute new item presentations to meet current and future objectives
· Increase distribution of Ghirardelli and improve ACV of existing distribution.
· Forecast all new item changes vs. budget on a monthly and more frequent basis when needed.
Promotion:
· Plan and implement promotional plans with key accounts.
· Develop selling tools for all retail distributor representatives to drive key distributor
· Ensure accurate monthly forecast for all promotional and non-promotional volumes
· Track all key initiatives on a timely basis
· Manage Category Development Funds (CDF) with key accounts to ensure plans are in place and spending is reconciled on a monthly basis
· Work with broker analysts to maintain all deductions less than 60 days at all times.
· Ownership and accountability for maintaining all trade spending within budgeted accrual rates given
Pricing:
· Price point management vs. objectives which includes price change implementation as needed
· Manage price surveys to ensure margin parity vs. competition on key measures
Shelving/Merchandising:
· Plan-o-grams (where appropriate) meet objectives.
· All Ghirardelli products merchandised together (i.e. work to create premium portfolio blocks)
· Ensure proper POS in place and updated
Other Responsibilities:
· Report sales and prepare category reviews/business reviews for key accounts as needed
· Travel to each broker office as needed
· Collect competitive activity on an ongoing basis and be a category expert for customers/brokers
· Be prepared for Ad Hoc tasks and projects helping internal resources on existing product analysis and new product launches
· Ability to increase responsibility or expand geographical coverage as needed to substitute for vacations, customer realignments and scheduling conflicts
Skills Required
· Strong oral and written communication skills
· Experience with forecasting software and promotional planning/deduction management systems or proven experience with financial management related to promotional product spending, travel and entertainment expense management and creating financial recommendations utilizing basic ROI analysis
· Demonstrated ability in public speaking and making effective customer presentations
· High level of follow-up, availability and responsiveness to internal and external partners.
· Good organizational and time management skills
· Strong analytical and computer skills (Excel, PowerPoint, Outlook, Word and ability to utilize, search and navigate on the Internet)
· Exhibit high level of focus and account penetration using sophisticated analysis and presentation skills.
· Extensive knowledge and experience with channel and/or customers is highly desired
· Prior direct account management preferred.
Education and Experience
· BA/BS Degree
· Minimum of 5 years of direct selling experience
· Broker Management experience strongly desired
Working Conditions
· Travel on average 2-3 nights per week, but up to 4 nights in a week
· Ability to travel to various locations across the country or local travel to meetings
· Office out of home or in Broker Offices (as needed)
· Rare to Occasional ability to lift and carry up to 50 pounds
· See HR for other physical requirements
Selection and Development
Apply online on Ghirardelli's website via the following link:
This job closes on August 31, 2010. Only qualified local candidates whose resumes are submitted by the closing date will be considered for this position. There is no sponsorship available for this position. There is no relocation available for this position.
We are an Equal Opportunity Employer.
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