Regional Sales Manager – Midwest AFH (Food Service)

Overall Goal of Position:To profitably expand SBI sales and distribution through Away from Home (Food Service) distributors and operators in the assigned region. The Regional Sales Manager (RSM) position is accountable for the achievement of regional revenue, gross margin, distribution, and distributor development objectives by providing passion, creative and fact-based insights, and well thought out customer solutions.
Job Summary: The Regional Sales Manager (RSM) is responsible for proactively managing SBI’s AFH (Food Service) business in the assigned region, including revenue, gross margins, trade spending, distribution, operator and distributor engagement, TAM development (if applicable), SBI brand visibility and business management with AFH (Food Service) Distributors.The RSM reports to the Director, Away From Home Field Sales and works collaboratively with the AFH Key Account Team, various corporate support departments (Sales Planning & Analysis, the Condiment and Spice BUs, Customer Service, Accounts Receivable, etc.) to fully develop SBI’s business in the Region. From time to time, the RSM will also work collaboratively with his/her Retail Sales counterpart on Regional marketing activities and best practice sharing opportunities. Key Duties and Responsibilities:

Development of Regional Annual Business Plan, and selected Account Plans to deliver expected results for SBI in the assigned region.
Achievement of total Revenue and Gross Margin objectives through AFH Distributors.
Achievement of branded sales and distribution objectives through effective personal and team selling and execution of company portfolio management programs.
Achievement of Distributor Development Objectives, including but not limited to

Distributor engagement/NPS score
Depth and breadth of portfolio
Distribution Objectives
SBI Program Acceptance and Excellent Execution
Sales Terms and Conditions Compliance (AR, Order lead times, MOQs, etc.)

Sales forecast development, timely communication, and accuracy (within 30% MAPE)
Manage assigned trade programs and associated funding to deliver strong distributor and operator performance, and excellent execution of SBI programs.
Develop and leverage relationships at all levels of assigned Distributors and selected Operators.
Leverage analytical resources to provide Distributors and Operators with blinding insights, must have category expertise that helps them improve their business and further develops the SBI portfolio.

Utilize BU resources for consumer, brand, product and category insights, and Sales Analysis and Planning resources for channel, account and market insights that help to differentiate SBI as a supplier to Distributors and operators.
Develop planning and tracking tools to assist accounts/operators and distributor sales personnel maximize effectiveness and success of SBI programs and overall business.
Execute distributor product education, sales meetings, product cuttings, and other activities within the distributorship that promote SBI brands. Integrate TAM and Corporate departments as appropriate to increase effectiveness.
Deliver short- & long-term solutions through best practice thought leadership

Proficient use of the CRM tool, with accurate and detailed reporting and effective pipeline management.
Routinely collect and report competitive activity in the condiment and spice categories to include new competitors, new products, new packages, pricing changes, discontinued items, etc.
Work closely with SBI Customer Service to ensure timely deliveries and effective communication around exceptions.
Work as an escalation path with Credit and Collections for past due accounts.

Performance Standards (the criteria that will be used to evaluate performance):

Business Key Performance Indicators

Volume/profitability of PL SKUs
Brand Revenues & Gross Margins

Distributor-Broadline distribution
Assigned Accounts/Operators

Sales Execution vs Portfolio
Total Revenues & Gross Margins
Gross Margins
Priorities

Brand Distribution/Penetration-Distributor

Number of Distributor buying locations, and growth
Distributor Penetration (Ship To) within assigned territory (Distributors buying SBI brands (Ship To) as a % of total distributors in market)
Distributors buying SBI Brands among Active SBI Distributors
Brand SKUs per Active Distributor
Brand SKUs per active Brand Distributor

Brand Distribution/Penetration-Operator

Number of Operator distribution points, and growth
% of Distributor accounts buying SBI Brands
# of SKUs per brand buying account
# of Menu applications

Sales & Marketing Program Execution

Program acceptance by operator and/or distributor
Program effectiveness in delivering expected results
Effectiveness of trade support spending

Distributor Business Management

Forecast Accuracy-MAPE
AR Terms compliance
Order Lead Times
MOQs
Other

Distributor and Operator Engagement with SBI

Net Promoter Scores (NPS)
Overall Program participation rate

What you do and how you act

Leadership and contribution to overall success of SBI
Personal Effectiveness-meeting timelines and productivity requirements (quantity and quality of work)
Personal interaction, communication, and teamwork with internal and external parties,

What We Are Looking For:

Personal Characteristics

Entrepreneurial drive and the desire to “build a business.”
Outgoing, energetic, and results oriented personality
Overall confidence in one’s abilities and comfortable communicating the facts
Smart, creative, and inquisitive
Integrity-Does the right thing even when no one is looking
Disciplined approach, and accountable for KPIs
No excuses mindset
Dependable team player with positive attitude
Personal values that mesh with SBI values
Passion for consumer goods and food

Performance History

Documented history of making improvements in assigned work area/responsibilities
Demonstrated progression in size and scope of responsibilities
Stellar references based on contributions and performance

Demonstrated proficiency in the following Areas:

Ability to present information, internally and externally, in a succinct manner to drive to decision making.
Skilled at building relationships with key stakeholders, including customers, brokers, and internal cross functional teams.
Utilize data to analyze situation and make decisions.
Understanding of forecasting models and tools
Ability to work and thrive under time constraints and prioritize responsibilities.
Demonstrated strategic thought leadership
Team oriented, collaborative, diplomatic, and flexible
Drive to compete and win every day!

Education & Experience:

BS/BA degree in business or related technical discipline
5 to 10 years of Foodservice selling experience desired, with a minimum of 3 to 5 years of significant interactions with Foodservice distributors and large operators.
Regional Chain management experience is a plus.

Other:

Location -Within the Midwest Region - Preferred locations: Illinois, Ohio, Indiana, Michigan
Local Travel Required (50%). Must have reliable transportation.

Some overnight travel required (30-40%)

What Is In It For You?
Our company acknowledges talented people are attracted to companies that provide competitive pay, comprehensive benefits packages and outstanding advancement opportunities. For this reason, we offer a Comprehensive Benefits Plan that includes the following:

401K
Medical/Dental/Vision Coverage
Vacation, Sick Days and Holidays
Parental Leave
Flexible Spending Accounts
Tuition Reimbursement
Employee and Dependent Life Insurance
Voluntary Disability Insurance
Other Voluntary Insurance Options

Sauer Brands, Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.