Regional Sales Manager, Southwest (Sales)
Recognized as a Best Places to Work in Vermont for the fifth year in a row, New Chapter is a certified B-Corp, and an Organic, Non-GMO and certified Gluten Free manufacturer of dietary supplements that places our employees and our consumers first. We are a wholly owned subsidiary of Procter & Gamble. We invite you to discover a new chapter in your career, and in your life, by considering this opportunity to join our team! We strongly encourage applications from diverse communities across race, gender, sexual orientation, religion, ethnicity, national origin, and other marginalized communities.
ROLE PURPOSE: The main purpose of the Regional Sales Manager role is to deliver New Chapter's mission by driving revenue growth, delivering profitability, developing effective partnerships with strategic customers and leading and influencing independent contractors to achieve targets throughout the assigned territory. The assigned territory for this role is based in Southern California.
MAJOR ROLE ACCOUNTABILITIES:
- Responsible to deliver revenue expectations and sales targets for assigned strategic customers and across the expanded scope of total regional customer performance by:
- achieving or exceeding revenue projections
- optimizing Core product assortment and maximizing shelf share and brand presence
- attaining promotional allocations and New item acceptance
- ensuring trade spend execution and compliance
- Own the strategic planning process as directed by leadership and joint business plans for strategic customers that align with New Chapter's strategic imperatives and optimize business development and results
- Engage directly with strategic customers both in-person and virtually within the designated region to ensure accomplishment of strategic imperatives and compliance of retailer execution at point of sale.
- Lead, coach and develop independent contractors and/or broker networks to achieve targets by:
- ensuring independent contractors and/or brokers have a functional and compelling understanding of the brand and products to gain retailer acceptance and drive advocacy and awareness
- establishing collaborative, growth-oriented relationships by developing and delivering prescriptive sales presentations, effectively leveraging New Chapter sales tools, plans and strategies to ensure the highest levels of performance are delivered and the New Chapter brand equity is protected
- managing progression of key performance indicators through reporting and proof of performance
- Work collaboratively and cross functionally with Sales Ops, Sales Education, Customer Support to develop efficiencies and proficiencies with independent contractors and/or broker networks and resolve customer disputes
- Capture and share out industry insights and competitive brand tactics across New Chapter channels to inform the business of customer needs and purchasing trends to new shape the brand vision and go to market strategies
- Execute immediately on strategies and tactics as directed by leadership to enhance customer relationships based on prioritization and identify ways to drive deeper household penetration
KEY COMPETENCIES:
- Operates with integrity, especially in the face of challenge. Provides inspiration and builds trust with customers and independent contractors and/or broker networks. Embodies an ownership mentality and passion for the New Chapter mission
- Demonstrates qualities of a high performing business driver and people leader, effective in resource development, empowerment and discipline
- High level of analytic capability, able to make decisions on cost-benefits trade-offs and provide guidance to customers through sharing of consumption insights, consumption trends analysis and has a strong command of New Chapter brand equity and value proposition within Natural channel
- Highly effective communicator, able to deliver plans and strategies concisely and persuasively to customers and articulate clear and prioritized action steps and results to independent contractors and/or broker networks. Able to negotiate to mutually productive agreements, anticipates breakdown and objections and plans to overcome
- Regularly exhibits resilience, courage, composure, and reacts with grace under pressure. Understands and adapts quickly to organization change and able to articulate challenges and potential solves
- Thoroughly understands and consistently uses available technology and tools independently while remaining open to learning new tools or technical skills.
- Travel extensively for customer visits within territory, trade shows, corporate events and trainings (minimum of 50% daily travel into territory and overnight travel based on geographical logistics and customer prioritization)
- Operate with agility to conduct multiple tasks within specific time lines, accomplish goals and objectives with high proficiency and manage the physiological demands associated with performance based roles and requirements
EXPERIENCE, EDUCATION and CREDENTIALS:
- BA in related discipline preferred
- Minimum of 5 years of experience in sales management and/or people leadership with a proven track record of driving profitable growth and demonstration of established high performing customer relationships
- Strong knowledge of the consumer products industry and brick & mortar retail; experience in the Natural products channel is a plus but not necessary.
- High proficiency in using technology particularly Excel, Outlook, PowerPoint; preferred experience with business management and analysis such as Power BI
New Chapter is an equal opportunity employer
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
