The Field Sales Representative (FSR) represents KIND as “the face of the brand” within his/her assigned territory, building relationships with a variety of retailers to influence:
- New item acceptance
- Prime shelf placement
- Bar & granola sets (i.e., adjusting sku mix)
- Secondary displays
- Promotions (both national and on an account-by-account basis)
- Ads to support promotions and increased distribution
- Demo and event support, where appropriate
The FSR will be expected to take ownership of his/her territory and must be willing to adapt a variety of roles to grow sales. Key roles include:
- Adaptable: The FSR may be asked to develop a sales presentation one day, make a corporate call the next, and then demo at a trade show. The FSR must be able to transition quickly between tasks and effectively prioritize business needs.
- Personable: Due to the variety of accounts he/she calls on, the FSR is highly personable, comfortable talking to customers from different backgrounds.
- Goal-oriented: Moreover the FSR is an effective communicator who can not just build rapport but also accomplish sales goals.
- Quick learner: Because KIND is a fast-growing and innovative company, the FSR will be expected to quickly identify decision makers, build relationships, learn his/her territory’s sales environment, and keep up-to-date on KIND’s benefits and strategy.
- Innovative: The FSR will be encouraged to use creativity in managing his/her territory through innovative sales campaigns and ad ideas.
The FSR will work from home but will travel frequently to accounts within his/her assigned territory. On average, the FSR will travel 4 to 4.5 days per week and will spend 0.5 to 1 day per week in his/her home office. To effectively work from home and on the road, the FSR must be extremely self-motivated and organized.
1. Assist the Regional Sales Manager & District Sales Manager in the execution of the sales plan, meeting both personal and regional sales goals.
2. Build relationships with all decision makers within assigned territory, including:
- Whole Foods: all team members including grocery team leaders, assistant team leaders, grocery specialists and marketing managers
- Natural accounts: grocery/store buyers, employees
- Independent grocery accounts: grocery/store buyers, employees
- Distributors: representatives, representative managers
- Brokers: representatives, representative managers
3. During in-store calls:
- Identifies key store decision makers.
- Effectively communicates KIND’s point of differentiation and brand strategy. Describes product features to store employees and customers. Highlights any special pricing, new products, product revisions, etc.
- Observes displays of both company and competitor product on store shelves, reporting pricing, shelf space, and promotions changes,
- Observes sku mix in store and prompts decision maker to adjust mix accordingly.
- Observes inventory levels in stores and prompts decision maker to reorder when inventory levels appear low.
- Observes customer reaction to special promotions and includes comments on call report.
- Completes call report at the end of each store visit.
- Completes all call follow-up, including working with distributor/broker reps to accomplish sku mix changes and distribution gains.
- Respond to customer requests quickly and professionally.
- Participates in bar & granola resets, advising customers on placement of not just KIND but competitors as well.
4. Reports on growth, expansion, or closing of doors in assigned territory. Visits other retailers that are not customers to observe and report on competitive displays and pricing.
5. Coordinate demo and event support with Field Marketing Manager in markets with Field Marketing support.
6. May involve some weekend or evening schedule during special promotions.
The jobholder is challenged to maintain a high level of rapport with respect to each retail store. The Field Sales Representative is the first point of contact between the retailer and KIND; therefore, he/she must exhibit a level of integrity and professionalism at all time. The jobholder must have exceptional personal organizational skills while remaining flexible to ever-changing demands and priorities from the retail marketplace. He/she must have excellent listening skills and be able to adapt to a variety of personalities and styles while exhibiting good judgment at all times.
Education and Experience:
Experience: Candidate must have 1-3 years of Sales experience to be considered for the position. Natural industry and/or CPG industry experience with current relationships considered a big plus.
Education: The candidate must have a college degree or equivalent work experience.
Physical: The jobholder needs to be physically fit and capable of bending and lifting to set up displays, adjust shelves during resets, move product, etc. as necessary during account calls.
Driving: Good driving habits are required. Must provide proof of insurance, valid state motor vehicle driver’s license. Job involves heavy daily travel within assigned territory.
Personal: The jobholder must demonstrate excellent communication skills, both verbally to build retailer relationships and in writing to accomplish follow-up. Experience as a salesperson, merchandiser or retailer is necessary (1-3 years minimum is preferred). Jobholder must demonstrate experience with the Internet and Microsoft Word, Excel, Outlook & PowerPoint. Additionally, a passion for health and/or natural foods is a big plus.