Western Regional Sales Manager

Job Description

Echo Falls Seafoods is hiring for a Regional Sales Manager for our smoked and specialty seafood! We’re looking for someone with sales leadership experience and who has a strong background in CPG sales, particularly in “Better for You” categories, to help us get our products into even more independent and chain grocery stores.  Echo Falls is proud to be the top-selling smoked seafood brand in U.S. grocery stores. We honor traditional smoking methods from the regions where we source our fish, crafting authentic, high-quality, and sustainable products that bring the taste of heritage to modern tables.

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As a Regional Sales Manager, you will work to expand seafood sales to retail accounts and their distributors. You will develop sales plans and strategies to be reviewed and approved by the Director of National Sales. In addition, you will be responsible for budget and forecasting for all accounts and products. You will also represent Echo Falls on direct headquarter sales calls, working with brokers and support staff to achieve mutually beneficial sales transactions. 

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ESSENTIAL FUNCTIONS:

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Sales Management

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• Collaboration: Works to accomplish specific goals and initiatives as defined in reviews and by Management.

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• Pricing: Recommends pricing strategies and promotional programs for key customers in assigned territory.

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• Sales Plans: Develops sales plans and strategies to be reviewed and approved by Director of Sales before implementation.

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• Manage Key Accounts: Has the primary role of leading all communication between the account and the team responsible for developing business. Directly manages non-brokered accounts.

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• Presentations: Attends all “A” customer calls with accounts and or/brokers that involve first time presentations to a new customer, and/or new item presentations.

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• Foster relationships: Builds end-user relationships that both complement and transcend the broker/customer relationship. It will be critical to build relationships beyond buyer level.

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• Grocery Retail: Is responsible for packaged seafood sales to retail accounts and their distributors. This includes specialty seafood, and value-added products. Customer segments to include Chain Grocery Retail and independent retailers.

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• Foodservice: Is responsible for selected foodservice accounts as directed with emphasis on regional chain accounts with branded specific items for specialty and value-added products.

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• Distributors: Supports seafood distributors with Specialty product sales.

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Broker Management

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• Participates in the selection of new brokers with the Director of Sales and/or Company President and is responsible for their training and development.

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• Conducts regular planned reviews with brokers on performance.

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Goals

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• Sales: Meets or exceeds budget for sales and growth.

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• Budgets: Responsible for budget and forecasting for all accounts and products.

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• Customer Spending: Manages customer spending and assigns cost to the correct accrual buckets that reconcile quarterly within budget. Utilize all planning tools in this function.

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• Travel Expenses: Manage travel and entertainment budget to goal established by Director of Sales. Maintains travel schedule to support accounts sales calls and broker development.

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• Customer Receivables: Reviews A/R in group meetings and assists in resolving all overdue accounts and aged inventory meetings.

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• Aged and Distressed Items. Actively works with team to find solutions for problem products.

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Other

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• Follows all company safety policies and procedures.

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• Responds to change productively and handles other duties as required.

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• Attends trade shows as required.

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• Travel estimated at 30%.

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QUALIFICATIONS:

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• Preferred to have experience in retail CPG sales in the market where you reside. 

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• Have strong computer and communication skills.

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• Able to travel via airplane visiting customers and brokers. Nearby access to airport is important.

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• Detail oriented and a self-starter – strong work ethic.

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• Have strong written and verbal communication and listening skills. Very proficient with Microsoft Word, Excel and PPT. Can utilize pivot tables. Experience managing customer online portals.

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• Bachelor’s degree in Business Administration with an emphasis in sales/marketing preferred or equivalent experience.

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• Minimum of (5) years’ experience in sales, retail and/or foodservice operations, distribution/wholesale, and broker/territory management.

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• Must have experience successfully working with distributors, brokers and key accounts showing consistent sales growth over time while creating a positive, open, and supportive relationship with key company personnel.

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• Must be located in the Western United States (CA, WA, OR, AZ, CO, NV, UT).
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BENEFITS:

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·        Medical, dental, vision and life benefits.

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·        Wellness credits to control your insurance premiums.

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·        PTO.

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·        401(k) with generous employer contributions.

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·        8 observed paid holidays.

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