POSITION OVERVIEW

Seeking a highly experienced Sales Territory Leader for our Boston, MA location. The ideal candidate must have a proven track record in calling on retail customers such as Ahold (Stop & Shop, The Giant Companies, Giant Martins), Market Basket, Shaw’s, Price Chopper, Bozzuto’s, C&S Wholesale. The Sales Territory Leader will be responsible for driving top-line volume within the authorized trade budget by leading a third-party Broker Sales Organization and working closely with customers to achieve targeted volume results.

ESSENTIAL RESPONSIBILITIES

Job Complexity:

Manage and oversee customer sales.

• Create and execute a sales plan that exceeds customer goals and consistently delivers top line volume within the trade budget.
• Establish strong relationships with key decision makers at a Director and Vice President level within customer organizations.
• Manage a high number of customers and touch points.
• Drive wholesaler volume through effective indirect level sales strategies.
• Oversee all product categories within the company portfolio.

Principal Accountabilities:

1. 1. Achieve Annual Operating Plan

• Deliver on annual operating plan targets for revenue and unit sales.
• Optimize trade spending while staying within the approved budget.

2. 2. Create Alignment with Acosta

• Set direction and expectations for Acosta in terms of distribution, shelving, merchandising, and pricing standards based on company strategic platforms.
  • Optimize distribution by achieving new item execution and eliminating retail voids.
  • Improve overall shelf positioning and brand blocks to meet company standards.
  • Execute merchandising plan to achieve volume goals within promotional guidelines.
  • Manage and adjust prices to maintain competitive edge.
• Provide clear direction to Acosta and evaluate results in a timely manner.
• Ensure customer business plans align with brand guidelines.
• Align financial goals, trade spending, and deductions.
• Penetrate Acosta at all levels within the organization.
• Facilitate effective communication with Acosta retail operations by collaborating with Retail Managers.

3. Customer Management

• Ensure customer plans align with corporate objectives to achieve team volume and share objectives for each brand/category.
• Analyze customer’s competitive position, behaviors, and strategies and ensure they align with company goals.
• Monitor industry trends, identify opportunities, and track competitive products.
• Develop and maintain relationships with key decision makers at customer accounts.
• Provide market and customer expertise to company HQ on all customer-related issues.

4. Financial Management

• Effectively manage promotional trade funding within corporate guidelines to fuel volume growth.
• Enforce company policies and ensure customer compliance with contractual commitments. Address deductions and control unauthorized chargebacks through strong customer relationships.

5. Technical Skills

• Maintain proficiency in planning systems, IRI/AC Nielsen, and all available Acosta systems.
• Demonstrate proficiency in Microsoft Office applications including Excel, PowerPoint, and Word.
• Create and deliver effective presentations.

SUPERVISORY RESPONSIBILITIES

This position does not involve any supervisory responsibilities.

Education and/or Experience

• Minimum of Bachelor’s degree (B.A.) in Business Administration, Marketing, or related field from an accredited four-year college or university.
• Relevant experience: 10+5 years in the CPG industry.

SKILLS AND ABILITIES

• Demonstrate excellent communication, problem-solving, and leadership skills.
• Proven ability to consistently meet sales quotas within authorized budgets.
• Experience in customer and broker management.
• Strong technical, business, and financial acumen.
• Ability to travel up to 50% of the time.