JOB TITLE: Manager, Customer Account – NorthWest
COMPANY NAME: The WhiteWave Foods Company
INDUSTRY: Consumer Packaged Goods
LOCATION: Portland, Oregon, USA
COMPANY DESCRIPTION: With our pioneering Horizon Organic, Silk, International Delight and Land O’Lakes brands in North America and Alpro and Provamel brands in Europe, WhiteWave Foods has made healthy, alternative food choices mainstream, creating not just new categories, but a new consumer mind set. At heart, we are creators, engaged in the making of a new kind of Food Company. We are unique in possessing both the creativity and the scale not only to meet the world’s emerging needs, but to shape them, and help define the future of food.
As we experience growth, and as our portfolio of products grows, we maintain a constant focus on our environmental and social responsibilities. We pursue reductions against waste, water usage and greenhouse gas emissions throughout our operations, focusing on our plants and our company owned farms. We are also champions for food security, lending our support to national hunger relief organizations and those that operate in our local communities.
POSITION DESCRIPTION: This position is responsible for first line selling and partnering with the Acosta broker team in the OR, WA, ID, MT, and UT Markets in order to develop and execute the sales strategy and business relationships for all Company products. This position is located in Portland, OR.
RESPONSIBILITES: Identify sales strategies and develop existing business while seeking new business development opportunities.
o Responsible for working cross-functionally with supply chain, finance, marketing, general management in this high profile account.
o Set up advertising and promotional schedules with Wholesalers and Retailers (chains and independents).
o Manage local Broker relationship to ensure respective objectives are clearly communicated and achieved.
o Responsible for understanding national market dynamics to recommend regional products and sales strategy.
o Provide a detailed analysis concerning expenditures versus sales forecasts.
o Provide input to budget and monitor expenses accordingly.
o Introduce new products to Wholesalers, Purchasing, Retailers, and Sales Agents to insure there is a comprehensive speed to market plan to capture fair share of segment.
o Conducts detailed analysis of business trends for each brand to include: brand share, pricing, promotion levels, and trade class development; Formulates specific action plans to address problems and maximize opportunities.
o Provide detailed information to management about each individual product line. Measure success and failures and make necessary improvements.
o Implement and negotiate advertising contracts.
o Develop and maintain an extensive customer database.
o Attend Industry Trade and Distributor shows as necessary.
o Assist in collecting unauthorized deductions.
o Maintain monthly activity reports, updates, etc. for management review.
o Manage MEI requirements – including volume and trade spend
Preferred Candidate Qualifications:
Knowledge, Skills and Abilities
o 3-5 plus years directly related experience in the CPG Foods Industry at a regional sales manager level.
o Experience working at a regional level encompassing handling multiple territories.
o Experience in sales forecasting.
o Prior Grocery or retail chain sales experience
B. Education and Experience
o Bachelor’s degree required
C. Nonessential Qualifications
o Knowledge of budget process
o Excellent negotiation skills.
o Excellent presentation skills.
o Relationship management skills
o Excellent communication skills.
o Excellent sales management skills.
Materials and Equipment Directly Used:
o Office machinery including: computers, printers, fax machines, copiers, telephones, etc.
o Software including: Microsoft Office, Lotus Notes
Typical Physical Demands:
o Requires eye-hand coordination and manual dexterity sufficient to operate a keyboard, photocopier, telephone, calculator and other office equipment. Requires normal range of hearing and vision to record, prepare and communicate appropriate reports.
o Requires prolonged standing, bending, stooping and stretching.
o Requires working under stressful conditions or working irregular hours.
o Occasional high stress work may require dealing with customers/clients.
Typical Mental Demands:
o Must understand vague and implicit instructions, and react favorably in all work situations. Must be mentally adaptable and flexible in dealing with a variety of people.
o Must be able to deal with a variety of emotions and frustrations in making business decisions. Emotional stability and personal maturity are important attributes in this position.
o Must be able to communicate providing verbal feedback in a professional manner.
o Must be able to resolve problems, handle conflict and make effective decisions under pressure. Must have a long attention span in order to listen to people, perceive the real problems and bring issues to a successful conclusion.
o Requires public contact and excellent interpersonal skills.
o Ability to give, receive and analyze information, formulate work plans, prepare written materials and articulate goals and action plans. Must understand people and be able to communicate effectively with them.
o Home Office Environment.
o 50% Travel. As this is a regional role, travel will cover multiple states
The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.
SALARY: WhiteWave Foods Company offers a competitive salary and bonus potential. The company also provides a comprehensive benefits package as well as many other company sponsored benefits.
Nothing in this job description restricts WhiteWave Foods rights to assign or reassign duties and responsibility to this job at any time.
The WhiteWave Foods Company provides equal employment opportunities to all employees and applicants for employment without regard to sex, race, color, religion, marital status, national origin, age, sexual orientation, disability, veteran status, pregnancy or any other factor that may be protected by law. This policy extends to all employees and includes all aspects of the employment relationship. WhiteWave Foods is an Affirmative Action/Equal Opportunity Employer.
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