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Territory Sales Supervisor - Boston, MA

SUMMARY

We are seeking a Territory Sales Supervisor with experience in calling on retail customers such as Ahold (Stop & Shop, The Giant Companies, Giant Martins), Market Basket, Shaw’s, Price Chopper, Bozzuto’s, C&S Wholesale. The Sales Supervisor will be responsible for delivering top-line volume within their authorized trade budget. They will lead a third-party Broker Sales Organization (Acosta) and work with Acosta and our customers to achieve targeted volume results aligned with our brand strategies.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Job Complexity:

• Manage customer sales effectively.
• Create and execute a sales plan that meets customer goals and consistently delivers top line volume within the authorized trade budget.
• Build productive relationships with key decision makers at the customer's organization.
• Manage multiple customers or touch points.
• Drive wholesaler volume through indirect level selling.
• Manage all categories within the company portfolio.

Principal Accountabilities:

1. Deliver Annual Operating Plan:
• Meet annual operating plan targets in terms of dollars and cases.
• Maximize trade spending while staying within the authorized budget.
2. Develop alignment with Acosta:
• Provide direction and expectations for Acosta in distribution, shelving, merchandising, and pricing standards.
• Achieve new item execution goals and eliminate retail voids.
• Improve overall positioning and brand blocks on store shelves.
• Execute merchandising plans to drive volume within promotional guidelines.
• Manage price by maintaining threshold price points and staying competitive.
• Set clear initiatives and evaluate results in a timely manner.
• Align customer business plans with brand guidelines.
• Penetrate Acosta at all levels within the organization.
• Facilitate communication with Acosta retail operations by collaborating with Retail Managers across Acosta.
3. Customer Management:
• Align customer plans with corporate objectives to achieve overall volume and share objectives for each brand/category.
• Analyze customer's competitive position, behaviors, and strategies and ensure they align with company goals.
• Track industry trends, identify opportunities, and monitor competitive products.
• Develop and maintain customer relationships by personally meeting with decision makers at the account.
• Provide market/customer expertise and direction to company HQ for addressing customer issues.
4. Financial Management:
• Manage promotional trade funding within corporate approved boundaries.
• Implement and enforce company policies and ensure customer compliance with contractual commitments.
• Establish relationships with customers to address deductions and control unauthorized chargebacks.
5. Technical Skills:
• Maintain proficiency in Planning System, IRI/AC Nielsen, and Acosta systems.
• Demonstrate proficiency in Microsoft Office platform including Excel, PowerPoint, and Word.
• Ability to build and deliver effective presentations.

SUPERVISORY RESPONSIBILITIES

This job does not have any supervisory responsibilities.

Education and/or Experience

Bachelor's degree in Business Administration, Marketing, or a related field from a four-year college or university. 10+ years of relevant experience within the CPG industry.

SKILLS AND ABILITIES

• Demonstrated high level of communication, problem solving, and leadership skills.
• Strong sales skills with a proven ability to consistently deliver a sales quota within the authorized budget.
• Customer management and broker management experience.
• Strong technical, business, and financial acumen.
• Up to 50% travel required.