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Job Summary
Manage team of third party route sales representatives (RSR) to achieve annual revenue and volume objectives. Responsible for development and execution of merchandising standards within existing/new accounts. Acts as primary interface with National Key Accounts.
Key Responsibilities
·Negotiate and administer National Customer Specific Agreements;
·Development/Execution of Eastern Regional Business Plans;
·Establish sales distribution targets and merchandising objectives for each assigned RSR;
·Establish and maintain regular and on-going communications with RSR’s, retail, and trade partner decision-makers, i.e. Produce Manager. Maintain regular trade partner contacts and knowledge of account personnel;
·Frequently meet with RSR’s to counsel and assist with specific problems and opportunities. Serve as front-line communicator with each RSR. Coach and provide RSR’s with recommendations for resolutions to issues. Train RSR’s on sales, merchandising excellence, new products, etc.;
·Conduct regular RSR workshops to improve operational expertise and recognize/reward results. Conduct full area RSR business meetings quarterly;
·Regularly ride with RSR’s and work with them to resolve problems, and achieve sales, returns, and merchandising goals (two full days/week minimum, with every RSR at least once per quarter);
·Schedule route coverage during RSR scheduled time off, training periods and/or emergencies. May be personally responsible to cover routes. Develop contingency plan for route coverage as needed to avoid downtime;
·Build RSR capabilities to achieve display targets and sales objectives. Collaborate across the organization to ensure delivery of results and use of best practices by RSR’s across assigned area and region;
·Provide assistance at retail level to ensure all new products are placed and schematic and distribution targets are achieved;
·Sell to accounts where appropriate;
·Furnish re-alignment/route split initiatives to attain cooler upgrades and route development objectives;
·Manage returns and inventory;
·Maintain merchandising strategy that ensures proper handling and product placement by implementing agreed-upon schematics;
·Conduct weekly sample store audits of sales, returns, product mix, merchandising, pricing, and positioning.
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