Basic Function:
Accountable for training, managing, motivating, and developing the Senior Territory Sales Managers/Territory Sales Managers and Brokers within the assigned geographical area towards attainment of assigned regional sales volume budgets, division goals, and Corporate Business Plan Goals and Objectives. Ability to continuously evaluate priorities, to ensure high priority projects are completed, and sales management time (work in the field and coaching) is maximized. All categories of Region expenses are managed against approved budgets. Communicate with Inside Sales, Marketing, Logistics, Promotional Processing, and IS on programs and promotions. Work with Human Resources and Senior Management to ensure a fully staffed team. The Regional Sales Manager reports to the Divisional Sales Manager, and has the following direct reports: 2 Direct Reports and 4 Brokers. Geographic Region – Michigan, Ohio, Indiana & Kentucky.

Essential Duties and Accountabilities (in order of importance):

1. Attain sales volume objectives in budgeted points by developing the Region’s sales force, implementing the division’s business plan, analyzing and responding to current market conditions, and accounting for Company Strategic Goals and Objectives as they are incorporated into Region and Division plans;
2. Demonstrate a daily commitment to Sales Excellence by ensuring that certain work processes add value for the customer;
3. Meet customer requirements with benefits offered by our products by making certain the region’s sale force is properly trained and consistently coached using Professional Selling Skills techniques and product demonstration, and ensuring that Sales Logix is an integral part of the daily process;
4. Achieve Region sales call objectives by annually averaging, per sales manager: 200+ estimated cases/month sold to operators and, at least 16 calls per week, 70/80% on Impact Operators. Work-with and coach direct reports and brokers on a regular basis in order to provide constant, positive, and constructive feedback on sales performance;
5. Maximize the potential of the sales force by effectively implementing the Company Training Program, and providing appropriate feedback through timely performance appraisals and, if needed, performance improvement plans;
6. Positively motivate foodservice brokers by conducting annual Broker Reviews, maximizing Coaching and Sales Action Plans, and recognizing broker accomplishments;
7. Develop relationships with regional operator and distributor accounts through personal sales calls, participation in association events and shows, and entertainment;
8. Develop close working relationships with top management at key distributors within each assigned territory;
9. Work with appropriate National Account Manager(s) to define, target, and implement a sales plan to penetrate assigned Regional Chains in the market;
10. Work closely with Inside Sales to effectively penetrate the distributor base through account prioritization and constant communication;
11. Work closely with Marketing in planning, implementing, and analyzing regional/local promotions and distributor promotional programs;
12. Attain Division financial goals by participating in expense budgeting and management, and identifying, measuring, and correcting aspects of the sales process that contribute to costs;
13. Effectively manage territories in the event of vacancies;
14. Work closely with Division Sales Support in processing of information, data, and materials needed for business reviews and market updates; coordination of Training programs for Directs and Brokers; and, the facilitation of historical data to the Territories.

Qualifications: To perform this job successfully, an individual must be able to perform essential duties satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Education and/or Experience:
  
  • Bachelors’ Degree from an accredited college or equivalent work experience, and five to eight years of solid foodservice sales experience. A capable manager with a successful track record reflecting consistent achievement and increasing responsibility.

• Language Skills:
  
  • Effective oral and written communications, and effective presentation skills.

• Reasoning Ability:
  
  • Ability to analyze market potential and competition, sales planning, strong interpersonal managing skills with the ability to positively motivate the team towards accomplishing region and division objectives. Ability to gain the confidence and respect of associates, customers, and all levels of management. Demonstration of creativity and innovation, proficiency in Professional Selling Skills and Coaching techniques. Must be able to physically transport and handle all demonstration equipment for use at distributor events, operator presentations, and trade shows.

• Computer Skills:
  
  • Adequate computer skills for effective use and instruction of Microsoft Office and Sales Logix.

• Physical Demands:
  
  • Must be capable of carrying up to 40lb while traveling. This position requires 60% travel.

• Work Environment:
  
  • A home office is required and any necessary office equipment will be supplied. Advancement opportunities will likely require relocation.

Interested candidates should submit their applications to:

Kelly DeMorais
Basic American Foods
2999 Oak Road
Walnut Creek, CA 94597

Fax: 925-472-4314

Email: jobs@baf.com

Basic American Foods is an Equal Opportunity Employer.