Welch's

When people think of Welch's, they think of our great tasting juice and jelly and a trusted, iconic brand. People also think we are a big company, We're not. We're a co-operative, owned by the family farmers who grow our delicious and nutritious grapes. Our work allows our farmers to maintain an agricultural way of life, send their children to college, and hand their farms down to the next generation as was done for almost 150 years.

 

At Welch's you'll find people who are genuine and talented, and a collaborative community. We think like farmers- we're agile, we're resilient, and passionate about our grapes and our brand. We're real and honest people with a shared purpose. And we're building a team that's playing to win and daring to try new things.

 

We are looking for an National Accounts Foodservice West to join our team reporting to the Sr Director of Foodservice and Alternative Channels. The Region Sales Manager leads the sales execution of selling the products into the strategic Foodservice Non-Commercial and Distribution customers in assigned geography or markets by effectively penetrating account opportunities.  Collaborate and lead the broker sales agency to drive customer strategies and execute market plans.  These objectives include effective planning, optimizing distribution and trade spending, forecasting, gaining cross-functional alignment, effective communication both internal and external, customer insights and reporting that will drive profitable growth for Welch's and our customers.

 

He/she will:

  • Create and execute the business plan through the annual business cycle.  Work to maximize the business plan sales and profit within brand strategies and guidelines.
  • Conduct market analysis to determine customer needs, quantify opportunity, and propose financials for sales accounts.
  • Manage development activities and support GTM Hunting model with volume and profit objectives.
  • Develop, foster, and maintain strong customer relationships while ensuring proper communication of vital information.
  • Lead and collaborate with broker sales agency driving market initiatives turning them into actionable plans to deliver growth.
  • Delivers sales presentations to key customers, often in coordination with Broker Sales Agency
  • Provide product training at sales agency and distributor level
  • Achieve volume targets on new business. Regularly update and communicate progress to Director.

Who You Are:

  • Must demonstrate sales management experience in the management of multiple product categories, and customers. Demonstrate in-depth knowledge in sales, trade and marketing concepts and methods.
  • Must have a strong base in development and maintenance of customer relations and promotions management.
  • Must be capable of effectively interpreting and using multiple information sources to develop strategy and tactics.
  • Proficient in Microsoft Office tools and applications. (i.e. Word, Excel, PowerPoint, Outlook).
  • Must be able to establish and maintain strong internal and external working relationships (External - Strategic customers, Internal Broker Sales Agency, Sales Planning, Marketing, Customer Service).
  • Must have experience in trade spending management; proven fiscal responsibility.
  • Excellent knowledge and experience with the Food Service Channel.
  • Understanding of how to leverage Food Service Contracts to enhance Welch's position with customers.
  • Demonstrated excellence in communication and time management skills to follow up both internally and externally.

Minimum Qualifications

  • BA/BS degree in Business, Marketing, or related field required.
  • Minimum of 5 years progressive foodservice sales management experience, to include account management.
  • Experience managing Broker Sales Agency.
  • Based in Western portion of US.
  • Travel Required (est 50%)
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