Territory Business Manager - Southern California

The Territory Business Manager (“TBM”) is a critical front-line sales role responsible for covering a specific geographic market and driving Kraft Heinz market share & profit. This is not a traditional sales role. We are searching for a candidate who shows a high level of ownership for their business and is adept at selling solutions and has a consistent record to win new business. We are seeking a candidate who is eager to trail-blazer- influencer- and activator with internal and external key partners from the first day on the job. This role reports to the Regional Sales Manager.

Due to customer connectivity- we require this role to be based in Southern California.

• Control both Trade Budgets tied to both distributors and operators
• Conduct at least 16 quality calls per week (as defined)
• Support our Sales Ops & Planning team by accurately forecasting business product demands through timely volume submission forms (“VSF”)- e.g.- a VSF for each reported win (new and renewals)
• Handle business and travel budgets
• Drive penetration of high priority SKUs (strategic/branded and profit oriented)
• Drive the business against all aspects of the Foodservice TBM playbook
• The Foodservice TBM is responsible for a geographic market in the Field sales organization- passionate about driving branded market share and profit
• Responsible for the end-to-end selling process – generating interest- establishing new business- and maintaining current business
• Establish Joint Business Plans with all Distributors and ensure regular JBP reviews and actions are completed
• Identify and handle a robust pipeline of high-value opportunities (distributors and operators) with support of Sales Ops & Planning team
• Follow the Foodservice Playbook
• Drive profitable sales and execution plans with local distributors and operators
• Work through the stated quarterly & annual priorities - especially sales & marketing (e.g.- Limited time offer activations- new innovations- etc.)
• Lead the bottom-up sales planning process for assigned territory and build effective proposals- based on customer needs- insights- and the customer's decision criteria
• Deliver on assigned distributor & operator revenue targets- and the sales incentive plan (“SIP”)
• Support the “Order to Cash” process. Assist Customer Service in management of Distributor Orders- aid in resolving Invoice Payment discrepancies/deductions issues- etc.

Qualifications

• Experience in restaurant- culinary- and/or distributor industry preferred.
• Bachelor's degree preferred or relevant field sales/retail experience
• Ability to lift to 50 pounds
• Knowledgeable with strong business intuition shown by discernment that not every sales opportunity is equal and a track record of securing profitable volume and walking away from less profitable deals.
• Strong analytical skills validated by previous experience using systems for governing and recording sales- effective business planning and data-driven strategy for maintaining current and securing new customers.
• Effective communication skills- both verbal and written- shown by presentation- influence- and negotiation with internal and external partners.
• Ability to adapt selling skills to virtual platforms (MS Teams- Zoom- Google Meets- FaceTime- etc.) and deliver on those expectations.
• Sales experience required with a demonstration of territory management resulting in profitable volume- customer penetration- attainment of new customers and growth.
• Overnight Travel is required- and the amount varies by territory.
• Proficiency with Microsoft Excel- PowerPoint- Outlook- and our CRM system (Salesforce.com)

#LI-Location:
San Diego- CA; Los Angeles- CA; Orange County- CA