Zone Sales Manager

Zone Sales Manager

Since 1869, we've connected people through food they love. We're proud to be stewards of amazing brands that people trust. Our portfolio includes the iconic Campbell's brand, as well as Cape Cod, Chunky, Goldfish, Kettle Brand, Lance, Late July, Pacific Foods, Pepperidge Farm, Prego, Pace, Rao's Homemade, Snack Factory, Snyder's of Hanover. Swanson, and V8. Here, you will make a difference every day. You will be supported to build a rewarding career with opportunities to grow, innovate and inspire. Make history with us.

The Zone Sales Manager (ZSM) is responsible for developing, leading and coaching a team of Market Development Leaders (MDLs) to achieve sales results, effective and timely distribution, exceed merchandising and promotional targets through planning, engagement and support for the Independent Distributor Partners (IDP) in their geography. The ZSM is also a key stakeholder and partner with the local warehouse logistics organization. Zone Sales Managers are responsible for +$75MM in revenue. The ZSM must develop and implement the zone business strategy to drive growth across brands and increase dollar share, including marketplace deployment of resources to maximize volume and minimize operating cost. The ZSM provides sales leadership across the Region or Area model in support of peers and other markets as well to drive the enterprise.

Independent Distributor Partner (IDP) Engagement

• The key to successful customer relationships, sales growth and increased value to the IDP business model is collaboration and working together to support the local customers, brands and IDP business model.
• Coach, lead and influence the internal MDL team to develop strong relationships and consistent engagement and feedback on the market and changing environment with their respective IDPs.
• Cultivate, develop and implement quality joint business engagement with a variety of the IDPs inside the Zone Market. This should reflect the different business models including bakery, salty and cookie cracker. The ZSM should have solid relationships with multi truck operators as well as single route owners.
• Participate regularly with the MDL in optional monthly or quarterly IDP business meetings to collaborate on operational and sales opportunity matters with the IDPs.
• Coach the MDL on business cadence and discussions as a post review.
• Get feedback from the IDP view on the market, retailer and changing environment.
• Offer syndicated and retailer supplied data to discuss the state of the business across bakery, salty and cookie cracker as well as, consumer trends, key business drivers, and discover incremental opportunities.
• Collaborate and leverage Business Development Managers, open routes and IDP route splits as a strategy to unlock growth and value for the IDP. These business strategies improve in-stocks, incremental displays and stronger IDP engagement with their customers.
• Improve route viability by reengineering for growth and minimizing turnover of routes to support IDP engagement.
• Recommend potential IDPs for open routes as potential future business partner.
• Collaborate with internal sales operations team to provide clear and concise communication regarding sales and distribution opportunities.
• Coach and communicate clear understanding of IDP contracts and the independent distributor partner business model when advocating for the customer, the brand and the IDP in market.

Retail Development

Business Fundamentals

Team Development