Reference #: CSCOUSREQ59517
Since 1869, we've connected people through food they love. We're proud to be stewards of amazing brands that people trust. Our portfolio includes the iconic Campbell's brand, as well as Cape Cod, Chunky, Goldfish, Kettle Brand, Lance, Late July, Pacific Foods, Pepperidge Farm, Prego, Pace, Rao's Homemade, Snack Factory, Snyder's of Hanover.Swanson, and V8.
Here, you will make a difference every day. You will be supported to build a rewarding career with opportunities to grow, innovate and inspire. Make history with us.
Why Campbell's...
Benefits begin on day one and include medical, dental, short and long-term disability, AD&D, and life insurance (for individual, families, and domestic partners).
Employees are eligible for our matching 401(k) plan and can enroll on the first day of employment with immediate vesting.
Campbell's offers unlimited sick time along with paid time off and holiday pay.
If in WHQ - free access to the fitness center. Access to on-site day care (operated by Bright Horizons) and company store.
Giving back to the communities where our employees work and live is very important to Campbell's. Our "Campbell's Cares" program matches employee donations and/or volunteer activity up to $1,500 annually.
Campbell's has a variety of Employee Resource Groups (ERGs) to support employees.
How you will make history here...
The Zone Sales Manager (ZSM) is responsible for developing, leading and coaching a team of Market Development Leaders (MDLs) to achieve sales results, effective and timely distribution, exceed merchandising and promotional targets through planning, engagement and support for the Independent Distributor Partners (IDP) in their geography. The ZSM is also a key stakeholder and partner with the local warehouse logistics organization. Zone Sales Managers are responsible for +$75MM in revenue. The ZSM must develop and implement the zone business strategy to drive growth across brands and increase dollar share, including marketplace deployment of resources to maximize volume and minimize operating cost. The ZSM provides sales leadership across the Region or Area model in support of peers and other markets as well to drive the enterprise.
What you will do...
Independent Distributor Partner (IDP) Engagement
The key to successful customer relationships, sales growth and increased value to the IDP business model is collaboration and working together to support the local customers, brands and IDP business model.
Coach, lead and influence the internal MDL team to develop strong relationships and consistent engagement and feedback on the market and changing environment with their respective IDPs.
Cultivate, develop and implement quality joint business engagement with a variety of the IDPs inside the Zone Market. This should reflect the different business models including bakery, salty and cookie cracker. The ZSM should have solid relationships with multi truck operators as well as single route owners.
Participate regularly with the MDL in optional monthly or quarterly IDP business meetings to collaborate on operational and sales opportunity matters with the IDPs.
Coach the MDL on business cadence and discussions as a post review
Get feedback from the IDP view on the market, retailer and changing environment
Offer syndicated and retailer supplied data to discuss the state of the business across bakery, salty and cookie cracker as well as, consumer trends, key business drivers, and discover incremental opportunities.
Collaborate and leverage Business Development Managers, open routes and IDP route splits as a strategy to unlock growth and value for the IDP. These business strategies improve in-stocks, incremental displays and stronger IDP engagement with their customers.
Improve route viability by reengineering for growth and minimizing turnover of routes to support IDP engagement.
Recommend potential IDPs for open routes as potential future business partner.Collaborate with internal sales operations team to provide clear and concise communication regarding sales and distribution opportunities.
Coach and communicate clear understanding of IDP contracts and the independent distributor partner business model when advocating for the customer, the brand and the IDP in market.
Retail Development
The key to successful retail development is driving priority management and organized principles across executing the portfolio business plan to deliver the sales plan for the week, period and quarter across retailer key events and compression selling. The primary responsibility is to ensure you support the MDL prioritization to drive base and incremental growth for the portfolio leading to share growth, while meeting and exceeding the customer expectations and driving IDP value for the business model.
Develop business plans for 60-90-180 days out across all retailers and multiple geographies, to support executional excellence and share growth.
Analyze and share market conditions with MDLs, including identifying opportunities for growth and supporting them in conducting optional business meetings to drive growth of the respective businesses.
Communicate, organize and plan targets for distribution, merchandising, and promotional execution to meet the retailer level business plan by category.
Support additional market call coverage and IDP engagement needed to drive executional clarity on retailer specific promotional events on a local basis. This includes regular call coverage to stores and compression selling to district level retailer decision makers.
Communicate regularly and in a timely manner key retailer events and associated inventory recommendations or requirements to the IDP and local warehouse logistic teams to ensure seamless service to retailers.
Evaluate competitive environment and changing shopper habits to collaborate with IDPs and retail partners on developing sales plans across the local market. This could include additional fixtures, display locations or service.
Plan and collaborate to secure incremental permanent display placements, point of sale and displays throughout the store in alignment with the IDP and local key retail account decision maker.
One purpose is for stronger holding power and unlock base growth with stronger in-stocks and fewer mis picks unlocking growth in the base business.
Another purpose is to unlock incremental growth with promotion and Day 1 execution of brand and customer reduced retail events. This drive share and stronger efficiency and value with our trade dollars spent on the events.
Facilitate speed to shelf on new item innovation to meet retailer expectations.
Visit key accounts and stores to identify strengths and opportunities while building relationships with key local retailer decision makers.
Review with MDL team required resets for the IDP to adjust inventory orders and on time placement for planogram integrity measurements for each store following reset timing.
Business Fundamentals
Responsible for proactively managing, monitoring, evaluating and updating the overall business plan to meet Campbell Snacks objectives.
Communicate targets for distribution, merchandising, and promotional execution.
Assess the retailer's competitive position, behaviors and strategies and understand how they align with Campbell Snacks strategic goals and identify opportunities to create win-win scenarios.
Penetrate and establish retail relationships with elevated levels of management with focused compression selling through partnership with IDPs.
Respond with urgency to retailer concerns regarding SKU a
