Territory Sales Manager, Away from Home Sales (Dallas - FT. Worth / West Texas)

The J.M. Smucker Company - Orrville, OH

Full-time

Orrville, OH

Warehousing and Storage

About the position

As the Territory Sales Manager for Away from Home Sales, you will be responsible for driving the volume, distribution, and profitability of our Away from Home products within the Dallas - Fort Worth area and extending into West Texas. This role requires a strong focus on building and maintaining customer relationships primarily within the Non-Commercial channel and Foodservice distributors. You will be expected to meet and exceed profit objectives, volume quotas, and equipment and service targets for Away from Home Beverage in your designated territory. Your responsibilities will include establishing and nurturing relationships within distribution and the non-commercial channel at both the unit and headquarters levels, engaging with key stakeholders in purchasing, sales, finance, marketing, and operations. You will train and collaborate with distributor sales organizations, particularly the National Account and Healthcare teams, to maximize profitable beverage sales opportunities through effective utilization of national, regional, and local programs, as well as marketing promotions. In this role, you will develop basic business plans and lead the execution of business results in your territory. You will identify operators and maintain an active pipeline, focusing on branded proposition selling, profitability, volume, and strategic importance. Additionally, you will be responsible for making sound customer business decisions that drive profitable growth, managing beverage equipment placements, and ensuring product throughput to maximize return on investment (ROI). You will work cross-functionally with various departments, including National Accounts, Trade, Equipment & Service, Marketing, and Finance, to achieve maximum sales volume and operating profit objectives while controlling costs and adhering to budget constraints. Your ability to identify and challenge the status quo based on market changes and competitive situations will be crucial in uncovering opportunities for profitable growth. Furthermore, you will need to demonstrate technical proficiency in navigating multiple technologies and systems/tools to manage customer pipelines and initiatives effectively.

Responsibilities

• Meet and exceed profit objectives, volume quotas, and equipment & service targets for Away from Home Beverage in your geography
• Establish and maintain relationships within distribution and the non-commercial channel (both unit and headquarter level) including purchasing, sales, finance, marketing, and operations
• Train and work on a cooperative basis with distributor sales organizations, primarily National Account/Healthcare teams
• Maximize profitable beverage sales opportunities through effective use of national/regional/local programs, marketing promotions and distributors
• Develop basic business plans and lead your territory's execution of business results
• Identify operators and maintain and manage an active pipeline (i.e., branded proposition selling, profitability, volume, and strategic importance)
• Make sound customer business decisions based on customer opportunity, profitability and volume resulting in profitable growth
• Call on key, existing Operators to maintain and grow all strategic categories
• Effectively manage and maximize beverage equipment placements and product throughput to maximize ROI
• Work cross functionally (National Accounts, Trade, Equipment & Service, Marketing and Finance) to deliver the business results
• Execute plans and programs to achieve maximum sales volume and operating profit objectives while controlling costs and operating within budget
• Identify and challenge status quo based on changes in market, industry and competitive situations that offer opportunity for profitable growth
• Demonstrate technical proficiency to navigate multiple technology and systems/tools to manage customer pipeline, current customers, initiatives and asset placements and initiative to deliver the business
• Responsible for profitable qualified asset placements (beverage equipment)

Requirements

• Bachelor's degree
• 2-5 years of B2B or B2C food sales experience
• Ability to lift 50lbs on a regular basis
• Must be able to travel when necessary (averages 4 overnights per month)
• Reside within DFW Market
• Have a clean driving record

Nice-to-haves

• Foodservice sales experience
• Experience working with Foodservice Distributors
• Ability to act as a team player that collaborates and supports others
• Continually looks for ways to sharpen own skills and business acumen
• Computer skills with proficiency in Microsoft Office: Word, PowerPoint and Excel
• Demonstrated oral and written communication skills and presentations skills
• Data analysis, problem solving skills, and time management skills
• Experience with a customer relationship management (CRM) tool (ex. Salesforce)
• Ability to build customer focused relationships

Benefits

• Total Rewards Benefits Program
• Thriving Together Philosophy Supporting All Impacted by Our Business
• Continued Progress on Inclusion, Diversity and Equity