Regional Business Manager – Grocery

FLSA: Exempt

Status: Full-time

Location: Los Angeles Market (Remote, must be based out of LA Market)

Department: Retail – Sales Operations

Reports to: Director Grocery

Direct Reports: 0

The Challenge (Job Summary):

The Regional Business Manager – Grocery is integral in the planning, sales, and execution of the Challenge brand across the associated market. It is the responsibility of this role to engage and partner with the customers for building our business. The role of the Regional Business Manager is for the development of volume, distribution, schematic placement, planograms, favorable pricing, and trade promotion support. The role is responsible for creating and executing on an annual budget including Sales, Gross Profit, Managing Margins, and other sales related expenses. The position requires proficiency following the company values of cooperation, integrity, work ethic, decisiveness, and agility.

Spreading Sunshine Together (Duties and Responsibilities):

·Develop and maintain consistent, frequent, sales coverage by visitation to all areas and customers with a focus on key accounts by Key Performance Indicators (KPI).

·Develop and actualize on a plan for a deep understanding of key customer contacts, gaining knowledge of their business needs and ensuring execution of Challenge’s business plans, communicating, and providing clear value proposition.

·Develop and execute a strategic and consistent pattern of store audits with subsequent reporting on findings and recommendations. Follow through on recommendations for implementation.

·Partner in the development and execute upon a yearly sales plan and budget.

·Effectively analyze and present relevant information at customer and broker meetings on volume, share, pricing, schematics, and trade support, derived from statistical sales and marketing reports. Providing key recommendations for actionable improvements.

·Analyze and present on competitive activity including, but not limited to list pricing, wholesale pricing, promotions, schematics/layouts, and other relevant activities that are impactful to the business.

·Research and provide market-based input in developing trade promotion budget.

·Develop and communicate effective trade promotion changes throughout the year for maintaining budget integrity and accurate invoicing.

·Partner with credit department to resolve discrepancies and/or disputes in a timely and positive manner.

·Provide guidance and support to brokers in assigned markets in terms of setting objectives, assisting in overcoming obstacles, partnering to achieve goals.

·Build upon the network of customers by generating leads and speaking with potential new customers about our offerings.

·Establish and maintain an effective system to ensure timely and accurate handling of new, lost, and target customers.

·Develop and implement the creation, communication, and delivery of annual customer and “go to market” plans.

·Partner in the preparation and execution of sales presentations to customers for improving upon retention and maximizing penetration.

·Stay current with changing market trends and continually seek out opportunities for growing profitable business.

·Establish and maintain involvement in industry associations for insights and opportunities for the brand.

·Maintain professional relationships with coworkers, customers, and parent company.

The Core (Key Knowledge, Skills, and Attributes):

·Ability to adapt to changing conditions and market demands.

·Emotional intelligence.

·Self-motivated and able to execute independently.

·Detail oriented yet Big Picture driven.

·Frequent travel required both locally and nationally for in-person meetings with customers and brokers to maintain and develop key relationships.

·Team player with excellent collaboration skills. 

·Strong problem solving and creative skills and the ability to exercise sound judgement and make decisions based on accurate and timely analyses.

·High level of integrity and dependability with strong sense of urgency and results-orientation.

·Excellent written and verbal communication skills.

·Motivational leader.

·Basic understanding of trade promotion accounting.

·Financial literacy at a level adequate to speak to the business needs of the industry.

The Foundation (Education and Work Experience):

·Relevant Bachelor’s Degree in Business, Marketing, or related field or equivalent work experience.

·Expertise in leading regional sales markets.

·Minimum 3 years’ experience in a consumer-packaged goods business with national distribution.

·Two or more years of experience with dairy products preferred.

·Three or more years of experience collaborating with brokers.

·Track record of developing and executing strategies to grow business in net and margin growth through market intelligence, consumer insights and innovation.

Anticipated salary range for the role is between $120,000 – $135,000 dependent upon experience and market area.

Challenge Dairy Products, Inc. complies with all requirements of the Fair Chance Initiative for Hiring Ordinance and will consider all qualified applicants in accordance with the provisions of the FCIHO for the City of Los Angeles and the Fair Chance Act of the State of California.