Sales Representative

Sales Representative

Department:Sales

Territory: North East

Mission

The Sales Representative’s primary function is to maximize sales of Cordialsa USA products at various customer sites and provide excellent customer service through safe and effective planning, selling, ordering, and in store servicing. The Sales Representative identifies and acts on selling opportunities, makes secondary placements, gains extra displays, uses Point of Sale (POS), and makes effective sales presentations through use of sales data. This role works directly with store managers and store personnel to ensure a high level of sales and customer service is provided in retail accounts. Sales Representatives are one of the primary main contacts at a store and responsible for all accounts assigned within a designated territory in partnership with DPV's. The position requires driving to grocery store customers.

The Sales Representative will have routed stores with an assigned store call schedule that will vary based upon Customer selling influence, as well as selling and merchandising responsibilities at their routed stores.

Key Position Responsibilities

• Grow sales volume, market share, product distribution, space allocation, and customer service in all assigned accounts
• Develop and execute strategies to accomplish key company goals for each route:
• Sales performance by brand
• Distribution coverage and effectiveness
• Route schedules accomplishment
• In Store Active SKUs goals

• Ensure distribution and availability of products to the assigned customers
• Ensure the effective implementation of all Marketing Programs (ie: Promotions, Plano-grams, and Pricing)
• Generate selling opportunities by maintaining and increasing shelf facings / schematics and proper merchandising.
• Perform in-store planning by tailoring programs and fact-based sales presentations to the customer's needs, store demographics, and the current consumer base in order to drive Cordialsa USA and customer growth.
• Monitor and meet Company goals for unsaleable returns, shrink, A.R. and inventories
• Properly credit and dispose of all unsalable merchandise from all stores following corporate policies.
• Develop strong business relationships with store management to provide service and value beyond the customer's expectations.
• Work with customer to ensure sufficient product is ordered to support consumer take away, including from incremental racks and displays, for DSD.
• Merchandise product sections and build displays to stimulate sales when needed.
• Communicate plans and effectively manage merchandising resources to build sales volume at store level. Work in conjunction with the DPV to ensure inventory is fully stocked, rotated and presentable at all times.
• Ensure proper management of receivables
• Monitor and report on competitive activity and document all pricing activities.
• Communicate directly with co-workers on issues, specifically DPVs, openly share ideas with others, encourage performance in others, give feedback when needed, and train new employees when applicable.
• Attend monthly Territory meetings, participate in daily meetings with management and prepare necessary documentation as required.
• Utilize point-of-purchase materials to stimulate sales
• Provide excellent service to assigned accounts and create and maintain goodwill with all customers (e.g., communication, rapport building, attentiveness to customer needs, etc.)
• Complete paperwork in an accurate, legible, and timely manner
• Professionally represent the company and brand in the assigned territory
  
• Adhere to all company policies and sales procedures

Decision Making / Authority

• Portfolio to offer to each customer.
• Open new accounts within the geographic area, according to Territory policies.
• Promotions and specials management.
• Pick up expired items and/or credits according to Team leader guidance and policies.
• Negotiate end caps and secondary exhibitions based on the business plan.

Key Competencies:

• Knowledge of the customers within the area assigned is a plus.
• Utilization of innovation and creativity in generating new and unique ideas and solutions that capitalize on opportunities to benefit customers and Cordialsa USA.
• Ability to form customer partnerships that exceed expectations and help customers identify and execute the appropriate strategies for their business success.
• Ability to use sales and order management systems and technologies to ensure exceptional customer service.
• Ability to work independently.
• Flexibility with the ability to change schedule on a daily basis to meet the demands of the business.
• Demonstration of strong and effective communication skills.
• Ability to identify and solve problems with minimal guidance to minimize disruptions to the business.
• Ability to perform hard work in a fast-pace work environment and meet the defined physical activities (frequent lifting, bending, and carrying up to 25 lbs., occasionally over 50 lbs., pushing, pulling, etc.) while adhering to set safety expectations and processes.
• Proficient in the use of Microsoft Office, Internet and Cellular/Wireless devices.

Reports to:Team Leader

Network

Internal:

• Team Leader
• Territory Manager
• DPVs
• Trade Marketing Coordinator
• Operations coordinator and AR analyst

External:

• Customers
• Trade Intern
• Retail account personnel

Education

• High School Diploma or GED required; College degree highly preferred.

Experience

• Minimum of 2 years of sales & customer management; experience with a consumer packaged goods organization preferred
• Consumer packaged goods experience in a direct store delivery environment preferable.
• Previous grocery, retail, sales, and/or customer service experience a plus.

Other Requirements

• Must be authorized to work in the United States
• Bilingual Spanish / English (50% or more )
• Must have car to access multi-store locations within assigned shift
• Valid driver's license and proof of insurance
• Must live within 50 miles or 60 minutes of primary work location
• A flexible work schedule is required.
• Must be open to performing Merchandiser responsibilities, as needed.

KPIS:

• Sales Performance Brand and Total
• Distribution Coverage Customers
• Distribution Coverage Brands
• Routes schedules accomplishment
• Drop Size
• Sales Effectiveness Daily and Monthly
• Sales Frequency
• Skus / Purchase Order
• Skus by Month
• Account Receivable Turnover
• Account Receivable Aging > 90 Days
• Sales Strategic Brands