What are the responsibilities and job description for the Zone Sales Leader position at Bimbo Bakeries?
More than 20,000 associates in bakeries, sales centers, offices and on sales routes work to ensure our consumers have the freshest products at every meal. In addition to competitive pay and benefits, we provide a safe and inclusive work environment that appreciates diversity, promotes development and allows our associates to be their authentic selves.
Position Summary:
The Zone Sales Leader (ZSL) leads a market area team to create sales opportunities and maximize sales growth, freshness, people growth, customer relationships and brand health, playing a critical role in the growth of our company and our people. The ZSL is responsible for return objectives by ensuring critical field sales initiatives are developed, managed and executed effectively in the zone marketplace and the sales center(s). The ZSL leads a team consisting of frontline Sales Professionals, Market Sales Leaders, Operational Sales Leaders and Frontline Independent Business Partners, engaging and empowering the team to create effective sales strategies, execute with excellence and deliver on accountabilities.
The ZSL coaches the team and supports them to ensure effective coaching and a culture of "For You" support cascades throughout to the Frontline as they pursue new business, recommend appropriate solutions for each customer, conduct planning, grow existing customer accounts, maximize customer retention, and grow profitable sales.
The primary role is to positively impact the ability of the sales team by leading, developing and motivating the team to grow sales while driving continuous improvement of processes to achieve world class sales operations and marketplace execution objectives.
The ZSL will lead execution of the sales and sales operations Direct Store Delivery Excellence (DSDE) Playbook throughout the zone marketplace and world-class sales center(s) with the objective of driving growth of our people and the business.
The ZSL will use his/her leadership and sales expertise to guide the field sales operations team to deliver world-class sales and merchandising in order to meet clients' critical needs and provide nutritious and delicious fresh baked goods and snacks for all Americans. He/she leverages the leadership platform to foster the personal and professional growth of the team and advance Bimbo Bakeries' USA highly productive and deeply humane purpose.
Key Job Responsibilities:
Mindsets & Behaviors
* Demonstrates and champions the organization's leadership behavioral competencies (E4 behaviors) and understands, embodies and leads DSD Excellence practices and playbook.
* Embraces the value of constant improvement to take appropriate actions that result in constructive change of self, teams, and work processes.
* Exemplifies the characteristics of BBU and its brands and extend those brand values through your daily activities to build brand strength and loyalty.
Roles & Responsibilities
* Develops revenue, returns and profit targets for the Region Team (Zone team?) and for each MSL and OSL.
* Collaborates with Market Sales Leaders to establish store-level growth plans that connect to the Zone objectives for revenue, freshness, and realization; while building customer relationships that align with planned store level growth goals.
* Holds Market Sales Leaders accountable to achieving sales growth and freshness targets through world-class merchandising and gold standard perfect store practices.
* Leads effort to engage the frontline by listening to survey feedback, holding roundtables and driving action plans for change
* Responsible for the maintenance of exceptional customer and trade relations
* Drives and supports the achievement of safety goals; coaches and leads the awareness of safety programs accordingly to eliminate unsafe acts, eliminate workplace injuries, and lead local organization to achieve the goal of zero injuries and maintain and enforce BBU Food Safety and internal audit standards.
* Quantifies and articulates sales information and objectives on a regular basis upward, laterally and downward
* Directs and coordinates collaboration on business activities between all sales support functions to ensure seamless execution of sales initiatives and identify / communicate improvement opportunities.
* Leads, trains and develops team members through a disciplined coaching process to maximize business opportunities, achieve sales objectives, and to identify high potential associates for future consideration.
* Builds an engaged, frontline focused sales culture through consistent prioritization of business partners' capabilities, needs and business growth.
* Empowers and holds team accountable to successfully complete Leader Standard Work and drives continuous improvement through the Leader Standard Work process.
* Leads consistent execution of the DSD Excellence world class sales practices in the market and in the sales centers, operating as a brand steward at all times.
* Ensures sales centers are maintained to world-class standards through a fully engaged, team approach to accountabilities.
* Manages all controllable expenses related to Sales Center(s)
* Identifies / eliminates waste and manages labor costs to maximize the return on investment in resources.
* Responsible for final review and approval of new routes, route splits, route restructures in support of maintaining the optimal sales structure and ensuring route health.
* Additional duties as assigned
Selling Capabilities
* Establishes sales strategies to drive sales growth including the development of defenses against competitive threats
* Responsible for ensuring the Order Management process is understood and used by each level of the team to achieve the optimal order and delivery schedule.
* Develops strategic execution plans to support brand marketing plans
* Ensure Bimbo Bakeries USA Way to Sell process and tools are being utilized
Retail Best Practices
* Consistently following all the steps of store visit and the Golden Path Tour in store
* Utilizes DSDE Shelf Best Practice to ensure adherence to brand and store guidelines
* Utilizes DSDE Display Best Practices to drive optimal sales and world-class merchandising presentation
* Creates and acts upon secondary display opportunities within store to meet DSDE Optimal Display Placements
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Key Behavioral Competencies:
* Zone Sales Leader Specific Competencies:
o Ability to effectively manage direct reports at the senior manager and professional staff level.
o Ability to engage and inspire frontline associates to pursue the BBU vision for growth
o Ability to support established project objectives, checkpoints and timelines and manage team members to meet project tasks and expectations.
o Ability to effectively lead process change to implement new processes.
o Ability to expand business value opportunities, guide sales opportunities, and motivate the field sales team to accomplish zone goals and targets.
* Sales Leader Core Competencies:
o Ability to create a culture and team with operational capabilities to achieve BBU's objectives.
o Ability to empower and involve associates in planning and decision making.
o Ability to engage and develop others through coaching.
o Ability to establish objectives, ownership of work, and accountability for results.
o Ability to create culture where encouragement and recognition are fundamental operational tenets.
o Ability to provide vision and champion change
o Ability to build credibility and lead by example
o Ability to solve complex problems and make profitable decisions
* Sales Professional Core Competencies:
o Ability to exchange complex information effectively to reach agreement in ambiguous or difficult situations.
o Ability to negotiate effectively while building trust with others.
o Operates with a sense of urgency and takes initiative.
o Ability to actively listen and clearly communicate to build trust.
o Ability to mindfully plan in order to drive results
o Ability to operate with a customer focused mindset with the intent to build mutually beneficial partnerships.
Education and Work History:
Bachelor's Degree in Business Management or Marketing, MBA preferred. A combination of education, training and experience that results in demonstrated competency to perform the work may be substituted.
Ideal candidate will possess:
- 5 - 7 years management experience in all aspects of food sales or relevant responsibilities in comparable industry.
- Experience leading salaried associates with team responsibility.
- Exceptional knowledge and history of accomplishments in sales and management roles.
- Experience working in or managing an Account Executive role is a plus.
- Proven track record of effective leadership including people development.
- Requires excellent presentation and written/oral communication skills, as well as the ability to effectively negotiate and influence others.
- Excellent organizational, analytical, and planning skills.
- Computer skills and proficiency, specifically PowerPoint, Excel, and Word is required.
- Labor relations experience with union organizations preferred.
- Travel is required, 35%.
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Physical Demands:
* Able to use a variety of communication methods on frequent basis.
* Use a notebook computer and standard office equipment printers, fax, phone etc.
* Able to sit, stand, stoop and have use of hand motor coordination regularly.
* Use various forms of transportation for extended periods of time on periodic basis.
Bimbo Bakeries USA is an equal opportunity employer with a policy that provides equal employment opportunity for applicants and employees regardless of race, color, religion, disability, gender, age, national origin, sexual orientation, gender identity, marital status, pregnancy, veteran status, or any other classification protected by law.