Market Sales Lead

General Summary

The Market Sales Lead (MSL) will provide area support for the retail customer, business continuity and field sales execution team.

The MSL will drive retail engagement and Independent Distribution Partner (IDP) partnership while being able to troubleshoot and own the resolution of front-line issues.

Their primary focus will be retail engagement and the identification of incremental volume opportunities at retailer level to deliver our sales objectives.

Retail Engagement (60%) :

• Monitor, measure, and ensure compliance with retailer expectations.
• Develop and maintain strong relationships with retailer management by demonstrating sales business acumen and partnership.
• Identify incremental and compression selling opportunities related to display and distribution and recommend such opportunities to IDPs for execution.
• Adapt to retailer and market level conditions to drive business decisions and make recommendations that will improve sales performance.
• Establish and maintain a high level of retailer engagement through store frequency visits and prioritization of retailer concerns.
• Apply business acumen to resolve disputes with retailers.
• Leverage sales technology and data to unlock retailer opportunities and properly respond to retailer ad hoc requests.
• Create monthly retailer engagement plans, set weekly calendar to manage the plan, and adjust on a weekly basis based on changing retailer priorities.
• Improve retailer satisfaction by trouble shooting product supply issues and selling-in point-of-sale promotional material.
• Develop metrics to identify inefficiencies and areas for improvement within assigned market.
• Assist with various aspects of pre-event, main event, and post-event execution.
• Communicate distribution, merchandising and promotion priorities against specific retailer targets in the market to cross functional partners.
• Support retailer expected service levels within the market.
• Understand, communicate, and apply the variability and uniqueness for the retailer and shopper, as well as growth potential, in different market conditions across multiple classes of trade (Convenience, Mass, Grocery and Drug, etc.).

IDP Engagement (35%) :

• Establish and maintain strong relationships with IDPs.
• Ensure visible engagement and collaborate regularly with IDPs on problem solving related to service delivery to retailers.
• Effectively communicate specific retailer expectations and opportunities to IDPs.
• Support adhoc IDP requests.
• Provide professional in-the-moment conflict management and resolution with IDPs when issues arise.

Emergency Services (5%) :

• Coordinate with local Business Development Managers, Zone Sales Managers, Market Development Leads and Warehouse teams to execute in-the-moment urgent tasks to respond to retailer demands.
• Support with store resets based on retailer demand.
• Provide emergency services for all retailers, primarily through temporary labor or seeking solutions with nearby IDPs or other third party agencies.
• Offer and, if requested, provide in-store support for promotional activity to meet retailer demands, following IDP authorization protocol.

Job Complexity / Scope :

• Communicate in an effective, sophisticated, and nuanced manner to a diverse group of internal and external cross functional partners.
• Establish, develop, and maintain business relationships with independent third parties through engagement (IDPs, retailers, etc.).
• Analyze and synthesize data from multiple complex sources in order to assess and effectively communicate business goals, strategies, and objectives.
• Have a clear understanding of IDP business model.
• Solve complex problems maintaining focus and overcoming obstacles until goals and commitments are met.
• Leverage technology to make informed business decisions.
• Assist with emergency retailer situations.
• Align on monthly priorities and follow through to exceed retailer expectations.
• Provide real-time feedback / insights on store-level opportunities.
• Maintain excellent presentation skills (oral and written communication skills).
• Demonstrate proficiency in key Microsoft platforms (including Excel) and general aptitude to use technology (e.g., Microsoft Suite of products, and sales-related software).
• Partner with Business Development Manager, Zone Sales Manager, Market Development Lead, retailers, warehouse teams and IDPs to proactively identify business constraints, opportunities, and needs.

Job Specifications :

• B.A. required
• 0-3 years of relevant experience
• Strong written and verbal communication
• Problem solving skills
• Strong technical and analytical skills
• Advanced Microsoft skills including Excel and PowerPoint
• Leadership skills

Working Conditions

• Travel as needed, both local and overnight
• Must be able to relocate as required

Physical Demands

While performing the duties of this job, the employee frequently is required to stand, walk and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl.

The employee must frequently lift and / or move up to 35 pounds and occasionally lift and / or move up to 50 pounds. The employee is required to drive to stores, warehouses and hubs within the market on a consistent basis.

Disclaimer

The 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.

Compensation and Benefits :

The target base salary range for this full-time, salaried position is between

$48,400-$69,600

Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training.

Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment.

Please ask your Talent Acquisition Partner for more information about our total rewards package.