The Nestle Purina Specialty Group (NPSG) Territory Manager is responsible for building and maintaining Nestle Purina PetCare Company (NPPC) business in all assigned retail outlets. The Territory Manager is the "first line" contact with these retailers, and is responsible for achieving both Revenue and Key Performance Indicator (KPI) objectives.
This territory will include Northern Virginia, parts of Virginia and Washington DC. The Territory Manager should be willing to live in or around Fairfax, VA.
Deliver assigned Revenue Objectives as follows:
Pro Plan Objectives
Total NPPC Objectives
Achieve 100% KPI Distribution and New Item Distribution in assigned coverage accounts.
Achieve 100% In-Stock on all authorized items
Execute Monthly Drive Calendar and gain incremental off-shelf displays and end-caps.
Maintain min/max Pricing Guidelines at all assigned accounts
Execute Feeding and Training Program with in-store associates at all accounts.
Deliver assigned Revenue and KPI Objectives using the following tactics:
Selling-in NPPC products to all assigned retail outlets
Identify and Close new Distribution opportunities at all existing customers
Optimize Retail Shelf and Store conditions at all retail outlets - Secure preferred permanent merchandising locations:
Identify and close KPI distribution opportunities at all coverage accounts
Maximize inventory at retail outlets - Build and stock product displays: Assemble and stock sales ready-displays (SRD's); Pack out product from store's inventory to shelf and other point-of-sale locations.
Generate incremental sales through retail Promotion selling - Sell product at retail outlets using key consumer insights and NPPC selling tools: Pre-sell retail/store management on upcoming monthly promotions and new items;coordinate in-store demos; weekend sales, and other store special events as necessary.
Communicate market conditions at retail to NPSG - Identify and communicate competitive activity in assigned retail outlets; Retrieve and report store condition information.
Maintain 100% retail store coverage with supervisor on regular basis and make adjustments as necessary; Maximize in-store time using efficient scheduling, promotion selling tools and Retail Call Procedures Guidelines
Perform required administrative tasks, paperwork, procedures - Meet company requirements outlined in Human Resources Policy and Procedures database; Meet NPPC requirements for budgeting, expenses and reporting sales results
Establish integrated relationships throughout all levels of Key Retailers' Organizations.
Contribute to NPSG's growth by developing and communicating best practices and successes across NPSG organization. Acquire and share relevant industry knowledge to improve skill sets and develop a reputation for NPPC as the "knowledge and solutions" company within PetCare Category.
OTHER DUTIES AND RESPONSIBILITIES:
Achieve all Business Objectives
Distribution - New and Existing Items
Shelf Integrity - In-Stock, Adjacencies, Share of Shelf, Product Flow
Promotion - Off shelf merchandising, Execution of Monthly Drive Calendar
Pricing - Maintain Min/Max Guidelines
Advocacy - Execution of Feeding and Training Program with in-store Associate
EQUAL OPPORTUNITY EMPLOYER
Retail sales experience desirable.
Must have access to a car, a valid driver's license, have insurance coverage's of $100,000/$300,000/$50,000
Must be available to travel overnight (2 - 6 nights a month)
Must be willing to relocate.
Must be able to lift 50lbs of product.
Business Development; Financial Management; Selling Skills; Team Dynamics. Strong results-focused and goal-achievement skills. Demonstrated ability to achieve sales and revenue targets. Strong written and verbal communication skills. Proven ability to develop and maintain relationships with key accounts. Ability to work with others and solve problems. Strong organizational and planning skills. Ability to work independently. A personal automobile is required to manage an assigned territory, with some overnight travel required.