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Regional Sales Manager

Location: 

FL, US OH, US PA, US VA, US RI, US MA, US NH, US CT, US MD, US NY, US SC, US WV, US NC, US NJ, US GA, US ME, US

Req ID:  25217
Segment:  Sales

Rich’s, also known as Rich Products Corporation, is a family-owned food company dedicated to inspiring possibilities. From cakes and icings to pizza, appetizers and specialty toppings, our products are used in homes, restaurants and bakeries around the world. Beyond great food, our customers also gain insights to help them stay competitive, no matter their size. Our portfolio includes creative solutions geared at helping food industry professionals compete in foodservice, retail, in-store bakery, deli, and prepared foods, among others. Working in 100 locations globally, with annual sales exceeding $3.8 billion, Rich’s is a global leader with a focus on everything that family makes possible. Rich’s®—Infinite Possibilities. One Family.

PURPOSE STATEMENT

Meet f’real

f’real, a wholly-owned subsidiary of Rich Products Corporation, designs, sells and markets authentic milkshakes, smoothies and frappes all made from real ingredients – ice cream, fruit, milk and coffee. f’real f’natics freshly blend our delicious products in our patented blender in almost 20,000 locations across the globe.  f’realies (aka employees) have one purpose – to create happiness in a cup for people everywhere by blending delicious flavors with magical moments!

 

Meet Your Job

The Regional Sales Manager (RSM) is responsible for leading a group of regional and independent customers in a geographic region to drive f’real equipment distribution into new locations, as well as maximize f’real velocity within our existing customer base. This includes developing the go-to-market vision, the prioritization and communication leadership with those customers . This position manages an Independent Sales Manager (ISM) and collaborates heavily with the other members of the geographic team including the Team Lead and Customer Experience Manager (CEM). The RSM works closely with the Marketing and Customer Support to ensure that we have the right products, equipment and customer service to reach our company objectives and drive objectives with his/her customer base and at f’real. The RSM may also be responsible for driving new sales in other channels of business as determined by company management.

KEY ACCOUNTABILITIES/OUTCOMES

Primary Responsibilities

  • Customer Segmentation & Prioritization: go-to-market strategy, the prioritization of accounts within Regional and Independents customer segments, and the appropriate resources and support. This includes how we best collect and manage leads to maximize conversion, as well as how we can drive velocity and cups sales with current customers.
  • Regional Account Management: manages a group of regional accounts and leads all planning and communication with those customers; recommends equipment (new and upgrade), products and solutions including finance programs to best address customer and distributor needs; conducts regular customer performance reviews and annual Joint Business Plans; partners closely with Marketing to determine the budget for each Key Account and helps coordinate ongoing program and promotional support.
  • Distributor Leadership: develops and manages key distributors in region. 
  • Voice of Customer: helps generate insights and customer input to represent the voice of the customer and ensure that the f’real program meets current and future needs.
  • KPI Reporting: works closely with cross-functional partners to monitor, analyze and report on KPIs. 
  • Customer Satisfaction: in partnership with Customer Support, helps measure customer satisfaction and contributes to strategic initiatives to optimize this over time.
  • Manages ISM: manages 1-2 ISMs, ensuring we hire the best talent, mentor and coach the team, enable training and development, and provide succession planning for direct reports.
  • Cross-functional Collaboration: works closely with Marketing on annual Plans, Business Reviews and customer support to maximize cup velocity and drive distribution opportunities; collaborates with Customer Support Team and Customer Expereince Managers to ensure 360-degree support and communication with the customer to address any concerns on equipment, parts, warranties, down-time, velocity, etc.

 

Accountabilities and Performance Measures

  • Achieves blender and freezer sales targets for region
  • Delivers velocity (same store sales) targets for strategic Regional customers
  • Manages Sales budget (sales adjustments, expenses and G&A) to Plan with Sales Operations to maximize lead conversion and customer support, while optimizing f’real’s profitability
  • Delivers forecasted program ROIs
  • Maintains high customer satisfaction ratings 
  • Completes strategic customer account plans that meet company and customer standards
  • Completes required training and development objectives within the assigned time frame and ensures team does so as well

 

Environmental Job Requirements and Working Conditions

  • This position requires approximately 30% travel to meet with our customer base, attend market/distributor trade shows and collaborate with his/her geographic team
  • Current, valid driver’s license required
  • Ability to lift and move equipment up to 50 pounds occasionally (i.e. trade shows)
KNOWLEDGE/SKILLS/EXPERIENCE

Help Us Meet You

Qualifications

  • Four-year college degree required
  • Minimum 5 years of sales experience in a business-to-business sales environment
  • Experience managing an associate is preferred
  • PC and Microsoft Office proficiency
  • Salesforce experience, or equivalent, strongly preferred
  • Experience with convenience stores, foodservice, distributors or retail a plus

 

Position Core Competencies

  • Leadership: Demonstrated ability to lead, motivate and drive a team to meet company objectives. Strong mentor that trains, coaches and mentors their team for success and engagement. 
  • Financial Acumen: Can develop and drive financial objectives for f’real and our customers.
  • Solution Selling: Evaluates customer and distributor needs and creates value-add product solutions that are differentiated in the marketplace. Addresses customer and distributor concerns with empathy and seeks mutually beneficial outcomes. 
  • Sales Management: Takes a strategic approach to expanding  freal’s customer and distributor base profitably achieving sales targets. Negotiates, effectively exploring alternatives to reach positive outcomes. Manages customer and distributor relationships by applying proven fundamentals such as establishing rapport, determining customer and distributor needs, guiding customers and distributors to solutions and ensuring understanding of actions and agreements.  Leverages company resources where appropriate.
  • Team Management: Understands how to best recruit, engage, train, mentor and retain top talent and develop and cohesive team. Able to partner effectively with cross functional partners across the company.
  • Market Knowledge: Applies consumer, customer, distributor, market, industry and competitive knowledge to identify opportunities that maximize company’s competitive position. Utilizes metrics and scorecards effectively.
  • Product Knowledge: Understands and leverages the portfolio of products and product solutions within various categories to maximize sales and profit. 
  • Strategy: Able to assess market conditions and insights to develop company and Sales-specific strategies. Can define opportunities and the strategies and tactics needed to reach company objectives.
  • Communication: Excellent written and oral skills. Clear, concise communication style and ability to motivate and drive a team. 

 

Personal Attributes

  • Ambitious and proactive 
  • Can-do, positive attitude and good sense of humor
  • Strong interpersonal and collaboration skills
  • Ability to thrive, influence, and operate in a fast-paced, entrepreneurial environment
  • Organized and efficient – manages resources and communication effectively
  • Charismatic and empathetic style that engages others
  • Innovative and creative approach to ideas and problem-solving 
  • Ability to multi-task and prioritize under deadlines

Rich Products Corporation, its subsidiaries and affiliates (“Rich’s”), are committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, age, physical or mental disability, veteran or military status, genetic information, gender identity, sexual orientation, marital status or any other legally recognized protected basis under federal, state, or local law. The information collected by this application is solely to determine suitability for employment, verify identity, and maintain employment statistics on applicants.

 

Applicants with disabilities may be entitled to reasonable accommodation under the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Rich’s. Please contact Rich’s Human Resources department at asc@rich.com if you need assistance completing this application or to otherwise participate in the application process.

BRINGING YOUR BEST SELF TO WORK.

As a family-owned company, caring for our associates—their whole selves—is a top priority. That’s why we provide benefits and tools to help our people balance the integration of work and life:

  • Competitive compensation
  • Health & financial benefits
  • Paid time off
  • Parental leave
  • Family planning support
  • Flexible work policy
  • Associate affinity groups
  • Volunteering & community impact opportunities
  • Holiday gatherings
  • In-house taste tests (we are a food company after all)!

It’s all part of how we support our family of associates. Because in the company of family, all things are possible.

MEET RICH’S.

Rich’s, also known as Rich Products Corporation, is a family-owned food company dedicated to inspiring possibilities. From cakes and icings to pizza, appetizers and specialty toppings, our products are used in homes, restaurants and bakeries around the world. Beyond great food, our customers also gain insights to help them stay competitive, no matter their size. Our portfolio includes creative solutions geared at helping food industry professionals compete in foodservice, retail, in-store bakery, deli, and prepared foods, among others. Working in 100 locations globally, with annual sales exceeding $3.8 billion, Rich’s is a global leader with a focus on everything that family makes possible. Rich’s®—Infinite Possibilities. One Family.


Job Segment: Sales Management, Sales Operations, Regional Manager, Marketing Manager, Sales, Management, Marketing

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