• Regional Sales Manager - OCS

    Job Locations US-PA
    Requisition ID
    2018-4550
    Job Industry
    Food Service/Office Coffee Service
  • Overview

    The Regional Sales Manager reports to Director of National Accounts, Wholesale Division.

     

    By leveraging relationships with existing specialty distributors, securing new accounts, and through collaboration with wholesale team members, the Regional Sales Manager is responsible to grow revenue and volume in the assigned territory each year.

     

    Revenue growth activities include: calling directly on end-use clients, developing relationships with operators, ride-alongs in the territory with sales people, and through promotion of Peet’s and Mighty Leaf Tea at trade shows.  Other activities include creating and executing relevant customer marketing and distributor programs which support growth strategies. The Regional Sales Manager will build strong training and support relationships to ensure alignment with Peet’s and MLT broader business goals.  Accounts can include: business offices, refreshment service operators, and specialty distributors. 

     

    Responsibilities

    • Manage both new business and existing accounts, providing customer support, developing and executing marketing programs, volume incentive programs, and ensuring quality and training needs are met.
    • Maintain detailed files in Salesforce for each account including sales data, rebate data, contact person(s), pricing, and profitability objectives.
    • Display an excellent knowledge of all products, services, and sales aids: including promotions and availability. Know where and how to access additional information as requested.
    • Understand and be able to explain the reason behind company procedures, programs, and services.
    • Develop and maintain training tools, ordering tools, and product information sheets.
    • Develop creative account specific strategies in collaboration with other Account Managers to drive results.
    • Attend and exhibit at industry and distributor trade shows.
    • Work collaboratively with other Peet’s channels and functions (e.g., Foodservice, Marketing, Grocery and others) to help achieve the company’s cross-channel initiatives.
    • Communicate with Customer Service and roasting plant personnel to ensure efficient fulfillment of orders. Ensure on-going communication with Home Office/Operations about account activity.
    • Drive business and collaboration with Single Cup Partners (KGM, Mars Drinks) to gain distribution and accounts of Peet’s brand.
    • Implement and contribute to promotional programs and tactical sales plans to exceed growth goals.
    • Stay abreast of competitive climate and industry trends through applicable trade organizations and industry journals.
    • 80% of time divided between sales calls, meetings, and developing new business on street.
    • 20% of the time home office paperwork, phone calls, and follow-up communication.
    • Travel to accounts via car, train, subway, taxi and air.

    Qualifications

    • Five+ years related outside sales experience selling to the OCS and Foodservice channels
    • Knowledge of existing and target accounts within territory
    • Consultative sales skills
    • Strong initiative, motivation, and self-management skills
    • Excellent written and oral communication skills
    • Superb customer service skills
    • Strong Word, Excel and PowerPoint computer skills
    • Strong negotiation skills with customer-oriented attitude
    • Willingness to travel regularly throughout territory and occasionally nationally as necessary
    • Specialty coffee and tea experience, a plus

    #GD

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