Storck USA is looking for a highly motivated and results-driven individual with a passion for building and maintaining strong customer relationships. The Convenience Channel Sales Manager – Eastern Region will be responsible for executing and driving the sales plan for East Convenience Channel Region 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 Team Lead 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 Convenience Channel East Customers and assigned Regional brokers. The National Convenience Team Manager is responsible for the overall direction, coordination and evaluation of their territory, including evaluating performance, rewarding and/or redirecting brokers.
Engage in selling utilizing consultative sales techniques of predetermined customer sales plans with Convenience 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 Convenience 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 the East Convenience Channel Region.
Own the creation and delivery of annual business plan for East Convenience Channel Region. 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 East Convenience Channel Region.
Use strategic relationship with KDMs/Buyers to influence and negotiate East Convenience Channel Region assistance in the merchandising of Storck products.
Provide the overall direction, coordination and evaluation of their territory, including evaluating performance, rewarding and/or redirecting assigned regional brokers.
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 within assigned East Convenience Channel Region 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 & Responsibilities:
Fulfill the Storck Values; Passion, Sense of Belonging, Growth
Other duties as assigned
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 & Experience:
Bachelor’s degree or equivalent experience required
Minimum 5 to 10 years’ experience in direct sales required, CPG / food industry preferred
Prior Convenience Channel Customer experience in Sales, Buying, Customer Marketing, Merchandising, and/or Supply Chain role required
Prior experience selling CPG/FM CPG to Channel preferred
Consistent and strong track record of sales goal and sales growth achievement
Must have received or be willing to receive the COVID-19 vaccination by the date of hire to be considered. Proof of vaccination required. Company Vaccination Policy available for review upon request during interview.
> 50%, Domestic with the potential for International. Travel required to meet the needs of the business
Normal working conditions from an in-home office environment based in the East U.S. Region near a major airport in the US. Preferred Cities: NYC, NJ, Philadelphia, Washington DC, Charlotte, or Atlanta.