Zone Sales Manager
Company: Campbells
Location: Kansas City
Posted on: May 14, 2022
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Job Description:
Imagine ...working for a company that knows that its people are
the key to its success in the marketplace. A company in which
achieving extraordinary results and having a stimulating work
experience are part of the same process.We cultivate and embrace a
diverse employee population. We recognize that people with diverse
backgrounds, experiences and perspectives fuel our growth and
enrich our global culture.We are looking for an individual who
enjoys working in a fast-paced, team oriented environment, likes to
be challenged, and values the opportunity to make a
difference.General SummaryWe are building a competitively
advantaged Campbell Snacks Sales organization with snacking talent,
capabilities and accountabilities. Guiding our path to excellence
is our Sales True North compass which reflects our values, who we
are, what we do and the unique value we bring to the market.Who are
we? - Indispensable partner that drives profitable growth as one
teamWhat we do - Grow faster than the competition every store,
every dayUnique Value - Build and ensure execution of great plans +
DSMP (Distribution, Shelving, Merchandising, Pricing)Our Values -
own it like a founder, dare to disrupt, seek the power of
different, do right and be realThe Zone Sales Manager (ZSM) is
responsible for leading a team of Market Sales Leaders (MSLs) to
achieve distribution, sales, merchandising and promotional targets.
The ZSM is responsible for developing and implementing the zone
business strategy, including marketplace deployment of resources.
The ZSM provides sales leadership and personal development to the
respective MSL team.Principal AccountabilitiesRetail
DevelopmentResponsible for proactively managing, monitoring,
evaluating and updating the overall business plan to meet Campbell
Snacks objectives. Create and communicate targets for distribution,
merchandising, and promotional execution to exceed the business
plan by category. Secure retail space for new items and work with
key retail customer decision makers to achieve optimal execution.
Plan and execute vertical compression sales calls to secure
incremental execution support metrics to deliver growth. Forge and
develop strong relationships with key retail customer decision
makers to assist in the expansion of Campbell Snacks category
presence. Assess the retail customer's competitive position,
behaviors and strategies and understand how they align with
Campbell Snacks strategic goals. Utilize retail customer insights
and translate effectively into stronger execution results that
improve the store, Independent DSD Partners (IDPs), and Campbell
Snacks profit and share. Track and evaluate competitive threats in
the market and set strategic gap closure plans to win! Design and
forecast quarterly business plans to attain key metrics across the
portfolio. Design and implement go to market strategies and utilize
business analytics to inform or drive key business issues/plans
related to base products and/or innovation, marketing activation
and retail execution to deliver the AOP plan. Conduct retail
customer specific analysis across portfolio of brands to identify
opportunities to the plan and makes appropriate tactical
recommendations to drive improvement. Provide insights, feedback
and collaborate with internal retail customer team with
solution-oriented ideas and adjustments for continuous improvement.
Communicate retail execution goals and monitor performance of MSLs
to achieve business strategies. Lead retail customer development
within assigned area with an emphasis on designing and maintaining
a retail customer wiring plan for compression selling. Penetrate
and establish retail customer relationships with elevated levels of
management through focused compression selling to drive profitable
sales for both the retail customer, IDPs and Campbell
Snacks.Independent DSD Partner (IDP) EngagementCultivate, develop
and implement quality joint business engagement to optimize
service, execution and sales performance for the benefit of the
retail customers, IDPs, and Campbell Snacks. Plan and host
quarterly IDP Forums to collaborate on operational matters with the
IDPs. Leverage syndicated and retail customer supplied data to
discuss the state of the snacks business, consumer trends, key
business drivers, and discover incremental opportunities. Develop
route infrastructure plan to help support growth. Help identify
potential IDPs for open routes. Design and collaborate with
internal sales operations team to create a route infrastructure
strategy to drive growth for retail customers, IDPs, and Campbell
Snacks. Provide clear and concise communication regarding sales and
distribution opportunities and other key information utilizing
available applications and tools, which will assist them in
engaging with IDPs. Establish and reinforce optional Route Consult
scheduling to achieve connectivity and collaboration with IDPs.
Coach, lead and influence internal team to develop strong
relationships with IDPs. Clear understanding of IDP contracts and
the independent contractor business model. Maintain appropriate
differentiation between the IDP and the company employee roles and
responsibilities.Team Development (Campbell Snacks MSLs)Review
weekly MSL deployment plans to improve execution and deliver on the
Campbell Snacks objectives. Collaborate with Sales Operations to
improve the efficiency of the market and drive growth. Seek out and
provide support as needed to the different functions on assigned
categories (e.g. new product development, process improvement,
brand marketing). Track monthly forecasts in order to maximize
supply chain efficiencies and provide constructive feedback on
shipments, consumption data and inventory changes. Proactively
identify potential risks or threats to monthly forecasts. Utilize
performance management plans with MSLs to develop and enhance
individual skills, capabilities and behaviors to build a team
culture. Conduct MSL team meetings as necessary to share best
practices, role play and communicate deployment plans and other
strategic initiatives.Job ComplexityEngage with a diverse set of
outside stakeholders, including retailers and IDPs, while
navigating complex route to market distribution model, distributor
model and market trends Able to assess market needs and deploy
resources against business issues and demands Utilize iPad business
applications to provide up to date information regarding business
trends Train, coach and develop new MSLs on processes and best
practices Identify and implement growth strategies for
infrastructure opportunities Deliver gross revenue target
Contribute to ACV display gains in key accounts and region
geography Deliver Wired to Win objectives Establish strong selling
relationships with key retail customers and divisional leaders of
top retail accounts within zone Ensure MSL team is engaging IDPs in
collaborative spirit to build relationships and maximize growth
potential Build, recruit & develop high performing MSL team that
effectively impacts store execution results and promotes positive
IDP engagement & culture Period strategy meetings with MSL team to
align on goals and opportunities Identify & mentor MSLs so that
they can achieve personal development and career progress.
Effectively manage the performance of those MSLs struggling to meet
role expectations.Job SpecificationsMinimum education required:
Bachelor's Degree. Years of relevant experience: 5-10 years DSD
Sales experience Prior management experience required Direct Store
Delivery (DSD) route to market, warehouse experience a
plusKnowledge, Skills and AbilitiesExceptional problem solving and
conflict management skills Strong selling and negotiation skills
Strong written and verbal communication skills Self-motivated and
effective team member Experience with technology and ability to
learn iPad business applications Working knowledge of MS Office to
include PowerPoint, Excel and Outlook Working knowledge of
independent contractor relationship nuancesWorking ConditionsTravel
as needed.Must be able to relocate as required.DisclaimerThe
preceding job description has been designed to indicate the general
nature and level of work performed by employees within this
classification. It is not designed to contain or be interpreted as
a comprehensive inventory of all duties, responsibilities and
qualifications required of employees assigned to this job.ACRThe
Company is committed to providing equal opportunity for employees
and applicants in all aspects of the employment relationship,
without regard to race, color, sex, sexual orientation, gender
identity, national origin, citizenship, marital status, veteran
status, disability, age, religion or any other classification
protected by law.In that regard, U.S. applicants and employees are
protected from discrimination based on certain categories protected
by Federal law. Click here for additional information.
Keywords: Campbells, Kansas City , Zone Sales Manager, Executive , Kansas City, Kansas
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