Regional Sales Manager - Southeast

Job Description

Job Description

Description:

The Regional Sales Manager is responsible for driving sales performance and market growth within a defined geographic region while building strong, sustainable partnerships with all stakeholders. This role reports directly into the North American Field Sales Director and is responsible for developing strategic plans to meet revenue targets, drive new store acquisitions, manage multi-customer portfolios, and manage a strong retail engagement in the market. The role will also analyze market trends, identify areas of opportunity and ensure alignment to overall sales strategy. 

Role Responsibilities and Essential Functions:

Retail Partner Account Management

• Develop and execute regional sales strategies that align with national objectives and overall company business plan including value-added site visits of at least 20 stores per week. 
• Establish and grow independent retail partner accounts in assigned regions inclusive of regional and national key multi-unit accounts with a key focus on creating long-lasting relationships with clients, distributors and partners. 
• Ensure all Vital Essentials product categories are represented in the retail partner stores. 
• Educate and train retail partners on Vital Essentials products to support healthy pets while ensuring alignment with needs and demands of the pet industry. 
• Effectively reengage with former retail partners to introduce new Vital Essentials with goal of relaunching in the retail space. 
• Proactively strategize account management to achieve sales metrics and targets with corrective plan for any deviations. 
• Analyze market trends, competitor activity, and areas of growth opportunities with a plan of action to meet the changes. 
• Manage budget and spend on trade and other business-related expenses to ensure value-added costs with profitable growth. 
• Promote and manage national programs and engage retailers in such programs (Astro Loyalty, Astro Offers, LMS, etc.)
• Secure effective merchandising and placement of products in all stores. 

Distributor Representative Management

• Develop strategy for distributor partnerships at a regional level that aligns with national objectives. 
• Analyze distributor data for opportunities and strategize with distributor key account managers to open new regional key account businesses.
• Independently train and present business reviews and opportunities for distributor sales meetings and presentations.
• Develop working relationships with distributor territory managers to become the number one brand recommended in the region.
• Partner with distributor representatives to target accounts and develop mutual plans to secure orders and placement
• Attend distributor events and open houses in assigned region.
• Forecast accurate inventory levels to ensure distributor warehouse has in-stock products.

Other Duties

• Collaborate with internal teams such as Brand, eCommerce, and other departments to ensure end-to-end management of sales to distribution.
• Coach, lead, and mentor other Vital Essential Regional Sales Managers and learn from other successes on the team
• Support and attend events including demos, sampling, and offsite activities. 

Requirements:

  Education and Experience: 

• Bachelor’s degree in sales, marketing, business administration or related field (required)
• 3+ years of experience in the independent pet specialty channel working with distributors to expand rooftops and item penetration, preferably with a high growth pet food brand or distributor (required) 
• Experience in multi-region or expanded territory sales management while leading a team of direct sales managers (preferred)

Skills and Abilities: 

A successful Regional Sales Manager will: 

• Have proven experience and skills in sales leadership, preferably in the pet food industry.
• Effectively be able to provide solutions tailored to retailer's market dynamics. 
• Be confident when interacting with senior leaders on regional chain accounts.
• Have a basic understanding of retail operations, planogram compliance, customer engagement strategies, and account management.
• Be an excellent communicator with strong organizational and interpersonal skills 
• Work independently and manage time efficiently. 
• Be proficient in Microsoft Office (Excel, Word, PowerPoint); familiarity with retail merchandising software is preferred. 
• Have a passion for pets and pet products is highly desirable.
• Be able to travel at least 50% of the time and up to 90% of the time while maintaining a valid driver’s license