Sales Manager

The Grocery Sales Manager is a role responsible for the direct selling of Retail Space Solutions (RSS)/ Trade Fixtures (TF) brand products to a pre-defined list of customers. This is an experienced sales role within the external sales organization and requires outside and related previous sales experience into large and small grocery and mass retail. The role will include a sales territory with several grocery/mass merchandiser target customers. The Sales Manager is not required to live in any particular region, but must be willing to travel to all assigned customers within their segment/region. The Sales Manager serves as the primary means to understand and meet the customer's needs to facilitate organic revenue growth. The role’s primary accountability is to drive organic revenue growth with new and existing products to new and existing customers, as well as serve as the primary face to the customer for both the RSS and TF brands.

Responsibilities

Generate organic sales for specific target Grocery and Mass Merchandiser retailer customers within a defined region; Identify new sales opportunities within target accounts, identify key contacts, arrange meetings, deliver a strong and persuasive sales message, generate trials with measurable metrics, and leverage market tests into territory rollouts; Maintain excellent product knowledge of all RSS/TF products; Sell directly and effectively to customers and leverage outside sale resources; Prepare monthly, quarterly, and annual sales forecasts; Maintain up-to-date customer information and profiles through daily use of the sales CRM tool and capture all significant activity and post-call sales notes; Utilize company provided reports to review sales-to-goal, account progress, market tests, and territory pipeline for 1x/month business discussions; Properly request resources for new products, custom opportunities, or market tests; Develop a Segment/Regional growth strategy pipeline; Develop and execute strategic account plans for assigned customers; Coordinate sales efforts with Inside Sales team members, Customer Success, Finance, Marketing, and other internal departments; Provide management with updates on customer needs, problems, interests, competitive activities, and potential for new products and services; Conduct Voice of Customer (VOC) interviews and gather market intelligence; Keep abreast of best practices and promotional trends; Continuously improve through feedback

Requirements

Outside and related previous sales experience into large and small grocery and mass retail; Willing to travel to all assigned customers within segment/region; BS/BA undergraduate degree from an accredited university; 3-5 years of related experience with retail grocery and mass merchandisers for Grocery-specific role; Demonstrated ability and track record of B2B selling to medium-to-large customers; Demonstrated track-record of success in Sales with 3+ years of quota attainment; Proficient in Microsoft Word, Excel, CRM (MS Dynamics, Salesforce) and PowerPoint; Excellent product knowledge of all RSS/TF products; Ability to sell directly and effectively to customers and leverage outside sale resources; Strong interpersonal skills; Excellent communicator via presentation skills, e-mail, phone; Excellent time-management skills; Highly organized with the ability to prioritize projects concurrently; Can do attitude; Competencies: Targeting Sales Opportunities, Advancing Sales Discussions, Closing long-lead time sales opportunities requiring customer capital expenditures, Building Customer Relationships, Delivering Results, Integrity, Sales Persuasion, Modeling retailer financial gain through return-on-investment thought approach, Strong profit-driven mindset

Nice to have

MBA preferred