Eastern Regional Sales Manager

POSITION SUMMARY:

**Candidates must be geographically based in the Northeastern United States and within one hour of a major airport.  The geographic location of candidates will be taken into consideration during the application process.**

The Eastern Regional Sales Manager reports to the Director of Sales, Distribution Channel and partners closely with the sales team to drive the company’s strategic sales initiatives and meet revenue goals.  The ideal candidate will bring a strong combination of industry expertise, strategic thinking, and business acumen to drive growth and profitability.  This position helps to create alignment by collaborating with cross-functional teams - both internal and external - to identify opportunities, optimize processes, and deliver impactful solutions that align with our company goals.

The Eastern Regional Sales Manager is also responsible for the development and performance of sales initiatives in the Eastern U.S. in the Natural and Conventional retail channel. S/he oversees broker teams and provides leadership to achieve assigned quarterly sales goals while maintaining company margin and EBITDA requirements. 

This position is eligible for remote worksite status with monthly travel required. Employee must be able to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

RESPONSIBILITIES:

Eastern US Sales Management – Natural and Conventional

• Actively wields deep understanding of the natural product industry and its major players including natural and conventional key accounts, distributors, brokers, HBA brands, etc
• Manages multiple key natural and conventional accounts in the Eastern territory including, but not limited to, INFRA, NCG, Fresh Thyme, Earth Fare, Wegman’s, Publix, Harris Teeter, Market Basket, Ahold banners, Giant Eagle, etc
• Manages additional accounts as assigned, including smaller direct accounts in the Eastern US (Merz Apothecary) 
• Drives sales strategy to support company goals in the Eastern U.S. region, such as EBITDA; strategically distill goals and execute for success at the retailer level
• Maintain and share in-depth understanding and management of their territory – including account ranking, distributor breakdown, spend requirements
• Leverages data to sell and support strategic actions across assortment, price and promotions, including: Performing data analysis and calculations as needed, such as turn rate, margin, etc. 
• Analyzing promo ROI and make adjustments to future promotions as needed
• Continuously monitoring key account success and profitability and look for opportunities for improvement
• Maintaining targeted spend rates for top key accounts
• Validate retailer chargebacks and provide the necessary documentation to dispute deductions when needed
• Lead and interface with brokers, including: Management of EO’s network of Eastern brokers – natural, conventional – to achieve individual regional sales goals
• Create and assign quarterly broker KPI’s and evaluate performance to ensure goals are being met 
• Build and maintain quarterly guidebooks and sales tools for broker teams
• Contribute to broker newsletters
• Implement promotional strategies and sales programs within the Eastern region
• Effectively communicate item launches, sales initiatives and merchandising goals to broker teams and monitor their execution
• Maintain successful relationships with category managers, buyers and decision makers in key accounts to grow current business while maintaining profitability
• Conduct retailer line/category reviews to optimize product placement and present new items 
• Confidently and effectively present data and proposals to internal and external stakeholders
• Manage new item submission process, including presentations, promotional calendars and retailer funding forms
• Maintains full ownership of assigned Key Account Planners and updates regularly to reflect current business activities Regularly update assigned Key Account Planners 
• Forecast activity for assigned key accounts, including: Creation of annual forecast, by month, with quarterly updates
• Integration of necessary metrics that inform the process/result
• Act as a positive and professional ambassador of the company in all work settings, including positive representation at sales team meetings, buyer meetings, trade shows, etc
• Assist in distributor inventory management and planned demand execution for key accounts
• Partner with Sales Team Analyst and Coordinator to communicate meeting goals and needed metrics for current business and selling slides in upcoming reviews
• Coordinate with eCommerce Sales Manager in communicating necessary website updates with key accounts, including the addition of new products, updated product images, and/or copy
• Maintain organized retailer files utilizing G-Drive

Other Responsibilities:

• Actively participates in internal sales meetings and collaborates with all members of the Sales department
• Troubleshoot and find solutions
• Work closely with sales leadership to implement new processes and procedures related to the continuous improvement of the department
• Work with other internal departments as needed to ensure all sales processes are running smoothly 
• Travel as necessary for buyer meetings, category reviews, trade shows, sales meetings, market tours, new broker trainings, etc. – must book your own travel/accommodations with company credit card
• Follow company expense requirements 
• Consistently communicate and ask questions, including providing essential feedback from the field to necessary internal departments
• Perform other tasks and projects as directed by management

SKILLS/QUALIFICATIONS:

• Must live in the designated Northeast region of the U.S. within 1 hour of a major airport
• Self-starter with outstanding motivational skills – a team builder and territory leader
• Analytical and detailed oriented, with ability to maintain organized recordkeeping and identify data discrepancies
• Strong ability to multitask and manage time and tasks 
• Excellent oral and written communication skills, with ability to clearly and proactively message relevant information
• Exceptional interpersonal skills and ability to interact with people at all levels 
• Ability to analyze data and perform calculations to assess progress of initiatives and propose courses of action

EDUCATION AND EXPERIENCE: 

• BA/BS Degree Required in Marketing (or closely related field) with sales experience
• Minimum of 4 years of related sales experience
• 3+ years experience in the Natural Products Industry working with HABA brands strongly preferred
• Thorough understanding of the distribution model and experience working with UNFI, KeHE, and other natural products distributors required
• Prior distributor and broker experience required
• Prior forecasting experience required
• Previous experience with SPINS platform and related reports strongly preferred
• Working proficiency in G-Suite – Gmail, Google Sheets, Google Slides, etc. 
• Intermediate proficiency in Excel - including ability to use basic formulas, vlookup, and pivot table functionality
• Previous experience with NetSuite preferred

PHYSICAL REQUIREMENTS:

This position requires the ability to work on office equipment including a computer for a prolonged period of time. 

COMPENSATION AND BENEFITS:

• Range dependent upon experience and location: 89k to 136k annual salary
• Medical, dental, vision, and ancillary insurances
• Paid time off, Sick/Wellness Time, Paid Holidays, Volunteer time, and additional time off benefits
• 401K Retirement Plan with employer match
• Free products and fantastic discounts for yourself, and family/friends!
• Stipends for cellphone, internet, PPE (such as steel toe boots), and English or Spanish Language courses

GENERAL WORK ENVIRONMENT:

This job operates in a home office environment and routinely uses standard office equipment such as computers and phones.  

This position also requires travel and the ability to navigate airports and transportation options to meet with customers and attend trade shows.

EO Products is an equal opportunity employer.  Qualified applicants will receive consideration without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.