Job DescriptionSince 1869 we've connected people through food they love. Our history was created by remarkable people, ideas, and innovations. It serves as inspiration and foundation for our future success.
We're proud to be stewards of amazing brands that people trust. Our portfolio includes the iconic Campbell's brand, as well as Michael Angelo's, noosa, Pace, Pacific Foods, Prego, Rao's Homemade, Swanson, and V8. In our Snacks division, we have brands like Cape Cod, Goldfish, Kettle Brand, Lance, Late July, Pepperidge Farm, Snack Factory, and Snyder's of Hanover.
We foster a culture of belonging where people come first, and diversity is embraced. And we live our values, always, while setting the highest standards for performance.
Here, you will make a difference every day. You will be part of a dynamic, collaborative, and competitive team. You will be supported to build a rewarding career with opportunities to grow, innovate and inspire. Make history with us.
General Summary
The Distributor Sales Manager, 3 PDs (DSM) is responsible for leading 3rd Party Distributors to achieve distribution, sales, merchandising and promotional targets. The DSM is responsible for developing and implementing the business strategy for the 3PDs, including execution, communication and product/POS availability. The DSM provides sales leadership to the 3PDs and is responsible for driving engagement with senior leadership and their retail sales execution team.
Principal Accountabilities
Retail Development
* Responsible for proactively managing, monitoring, evaluating and updating the overall business plan to meet Campbell Snacks objectives through 3PD route to market.
* Create and communicate targets for distribution, merchandising, and promotional execution to exceed the business plan by category (DSMP).
* Secure retail space for new items and work with key retail customer decision makers & 3PD leadership to achieve optimal execution.
* Plan and execute compression sales calls to secure incremental execution support metrics to deliver growth with key retailers.
* Forge and develop strong relationships with key retailers and 3PD retail execution team to assist in DSMP execution.
* Assess the retail customer's competitive position, behaviors and strategies and understand how they align with Campbell Snacks strategic goals.
* Communicate retail customer insights to 3PDs to drive stronger execution results that improve the store, 3PD engagement and Campbell Snacks profit and share.
* Track and evaluate competitive threats in the market and set strategic gap closure plans to win!
* Design and forecast quarterly business plans to attain key metrics across the portfolio.
3 PD Engagement
* Cultivate, develop and implement quality joint business engagement at retail stores to optimize service, execution and sales performance for the benefit of the retail customers, 3PDs, and Campbell Snacks.
* Conduct quarterly business review meetings to collaborate on sales and operational matters with the 3PDs.
* Leverage syndicated and retail customer supplied data to discuss the state of the snacks business, consumer trends, key business drivers, and discover incremental opportunities.
Team Development (cross-functional collaboration)
* Collaborate with Campbell Snacks Sales Execution team to ensure retail standards are met and opportunities and solutions are communicated and executed to meet retailer's expectations.
* Work with ROM's and local ZSM areas to develop communications that will provide 3PD with the resources and tools required to execute MWEs and DSMPs.
* Leverage route infrastructure team to develop plans to convert 3PD markets to equity routes to align with Campbell Snacks DSD strategy (route engineering, marketing, MDMs, prospect sourcing).
* Partner with IT to ensure 3PD invoicing and ordering capabilities are in compliance with SAP (EDI, API, HighJump app conversion).
* Lead 3PD conversion/deployment from HHC to tablet application.
* Track monthly forecasts in order to maximize supply chain efficiencies and provide constructive feedback on shipments, consumption data and inventory changes. Proactively identify potential risks or threats to monthly forecasts and product supply to warehouse team.
Job Complexity
* Engage with a diverse set of outside stakeholders, including retailers and 3PDs, while navigating complex route to market distribution model and market trends
* Able to assess market needs and deploy resources against business issues and demands
* Utilize iPad business applications to provide up to date information regarding business trends
* Coach and develop 3PDs on processes and share best practices to improve results
* Identify and implement growth strategies for infrastructure opportunities (conversion to equity routes)
* Deliver gross revenue target
* Contribute to ACV display gains in key accounts and region geography
* Deliver Must Win Event objectives
* Establish strong selling relationships with key retail customers and divisional leaders of top retail accounts within district
* Engage with 3PDs in collaborative spirit to build relationships and maximize growth potential
* Period strategy meetings with 3PDs to align on goals and opportunities
Job Specifications
* Minimum education required: Bachelor's Degree.
* Years of relevant experience: 5-10 years DSD Sales experience
* Prior management experience required
* Direct Store Delivery (DSD) route to market, warehouse experience a plus
Knowledge, Skills and Abilities
* Exceptional problem solving and conflict management skills
* Strong selling and negotiation skills
* Strong written and verbal communication skills
* Self-motivated and effective team member
* Experience with technology and ability to learn iPad business applications
* Working knowledge of MS Office to include PowerPoint, Excel and Outlook
* Working knowledge of independent contractor relationship nuances
Working Conditions
* Travel required - approximately 50%
Disclaimer
The preceding job 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.
Compensation and Benefits:
The target base salary range for this full-time, salaried position is between
$72,900-$117,300
Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training. Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.
The Company is committed to providing equal opportunity for employees and qualified applicants in all aspects of the employment relationship, including consideration for employment, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, protected veteran status, disability, age, religion, or any other classification protected by law.