Area Sales Manager - New England Market

The Area Sales Manager is responsible for achieving unit growth targets and maximizing sales performance by driving consistent service & execution, building local sales plans, and strengthening customer relationships within assigned territory. The Area Sales Manager is accountable for the overall sales and service activities and will work with the Route Sales Representatives and Station Managers to maximize sales volume within the assigned geography. Provides strategic direction to Sales Reps and ensures alignment with overarching goals and objectives. The Area Sales Manager will report directly to the Director of Retail Operations, or the Regional Sales Manager (for Northeast Region). To be successful, this person must be able to facilitate effective collaboration with regional managers, station managers, national account managers, and local retail contacts with a strong attention to detail and people management skills.

Responsibilities:

• Achieve area sales & profitability plan within assigned region by identifying trends to recommend promotions, training and other methos based on industry and competitor insights
• Establish strong selling relationships with Key Decision Makers (LGM’s, RVP’s, District Managers)

o   Create programs with local retail management to maximize sales opportunities

o   Provide weekly business update throughout the season

• Ensure readiness and attend local store walks when needed
• Lead training efforts within assigned markets to ensure all field sales personnel understand Bonnie service standards
  • • o   Pre-season kick-off meetings
    • o   Coordinate training for new hires and remedial needs for existing reps
• Serve as champion for new initiatives and ensure compliance within assigned market
  • • o   PBI, Retail Scanning, Go Spot Check
• Ensure Bonnie is consistently delivering service and execution standards through work withs and monitoring sales rep performance during early, mid, and late season
• Ensure execution of national programs and promotions as aligned to with customers within assigned market
• Coordinate with station manager on scheduling to ensure adequate inventory for national and local account plans and promotions
• Monitor sales and service performance for assigned market to identify areas of opportunity or acceleration to maximize sales
• Assist stations managers with performance management of sales representatives including mid-year and annual reviews in coordination with real time coaching opportunities
• Monitor retail environment for competitive activity and product or promotional ideas that could be internalized at Bonnie
  • • o   Provide weekly business performance updates for assigned market
    • o   Off-season planning and development
    • o   New account prospecting
    • o   Collaborate with Director of Retail Operations on improvement plans for upcoming season
    • o   Attend training and development events for continuous improvement
    • o   Retail planning with Live Goods Merchants
• Coordinate with Director of Retail Operations on development of national merchandising standards and best practices including pre-season, mid-season, and end of season execution plan
• Ensure needed merchandising resources (racks, signs, sign holders) are planned and ordered to execute national and local programs within assigned Market
• Required to spend majority of time in stores working with sales force and customers (95% during Spring Season)
• Hire and lead emergency sales reps within assigned market

Required Experience:

Minimum of 2 years’ experience in successfully managing others

Minimum of 3 years of in store service experience and store service management experience

Preferred Qualifications:

Route sales experience in direct store delivery model

Experience in live goods or seasonal categories

Knowledge, Skills & Abilities:

• Effective and timely verbal and non-verbal communication a must
• Ability to coach and train sales team in building strong relationships with retail partners
• Effective performance management skillset
• Strong understanding of in store retail environment
• Demonstrated ability to develop and execute detailed work plans
• Project management
• Must be able to prioritize and coordinate multiple projects simultaneously
• Technologically savvy and proficiency with Microsoft Office suite of products
• Ability to work independently and in a team environment is essential
• Must be flexible and willing to frequently travel within designated territory
• Aptitude to fit and affect change within a multi-dimensional culture

Work Environment:

This position will be located remotely and based within geography that the station’s service to facilitate store visits and frequent meetings with station manager and sales representatives. The job is performed primarily in a retail environment, with occasional work in a traditional office or home office setting.

Travel:

• 80% travel throughout assigned geography.
• Limited overnight travel may be expected.
• A valid driver’s license is required.