Regional Business Manager West

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Location
Any US City
Job Type
Direct Hire
Date
Oct 01, 2018
Job ID
2629814
 
JOB TITLE: Regional Business Manager - West Region
TERRITORY: CA, OR, WA, NV, MT, ID, CO, WY
 
SUMMARY
This position is responsible for the management and performance of one or more districts with at least one District manager reporting to the position. The key responsibility is sales growth through compliance, new customers, and customer satisfaction. In addition to the personnel management responsibility they may also carry personal responsibility for another district or may carry a significant National or regional account responsibility.
 
RESPONSIBILITIES
• Insure development and implementation of programs to improve product utilization (compliance) and customer value throughout the region
• Maintain relationships at franchise headquarters, and national chain local operations centers to insure program satisfaction, create competitive barriers, and tie in to local customer programs
• Insure maintenance of relationships at the supporting distribution channels in the territory
• Attend customer trade shows, conventions, charitable events as required
• Provide effective support and communications to executive level customer decision makers, including Operations, Purchasing, Training, Finance, Quality, and Customer experience
• Insure development and presentation to the customer of annual tactical and strategic business plans for each major regional chain headquartered in the territory. This should highlight the prior year’s company value and provide recommendations and actions to work with the customer to enhance the company value.
• Maintain a presence at the local restaurant level to insure a complete understanding of local restaurant practices and issues
 
Selling
• Provide continual re-enforcement of corporate value proposition to defend against competitive encroachment
• Identify unserved customers and develop target account plans to convert. Independently pursue, demonstrate value, negotiate, and close target account.
 
Business/Transaction Support
• Understand the company’s business system, to be able to intercede on the customer’s behalf when a problem or special requirement arises
• Independently solve customer problems or special requirements
• Insure timely account receivable payments
 
 
• Understand the customer and distributor channel inventory policies and requirements in order to guide the proper stocking required to provide the expected customer service
• For “A” customers act as their ombudsman by tracking the company performance to assure that the customer perceives that they are our “only customer”
 
Training
• Insure that the customer’s required training and support needs at both the restaurant and territory level to properly generate the expected company product performance are being continuously assessed. Coordinate the resources to provide the required training and support
• Develop and present customized training programs for large employee and management groups
 
Staff Development & Management
• Assess your personal training needs and seek appropriate programs
• Conduct oneself as the representative of the company core values
• Coordinate all resources required locally or nationally (if a regional chain extends past territory boundaries) to support existing or roll-out of new customers
• Demonstrate effective communication to executive company management
• Coach, mentor, train and improve the effectiveness of all direct reports.
 
Customer Process Assessment/ Problem Solving
• Understand the company’s product chemistry and oil filtration process in order to provide technical assistance and trouble shooting
• Demonstrate the knowledge and personality to act as and be accepted as an oil solution expert at both the restaurant and headquarter level
 
Territory Management
• Prepare and execute a Regional sales plan in support of the Director of Food Service Sales, and national account programs and the sales and customer growth in the region
• Insure market, customer and competitive intelligence for both the total area, and national accounts is provided
• Support the S O &P process by providing customer program and sales estimate from all regional chain headquarters located in the region
• Provide timely (monthly)territory status reports to both the Director and appropriate National Account Executives
• Insure monthly territory management plans to cost effectively cover and support the region are prepared
 
 
• Develop and manage to annual sales and expense budgets
• Timely and accurate utilization of all management software including CRM and Concur
 
Regional/National Account Management
• Prepare and execute an account sales plan in support of the Director of Food Service Sales and company goals, optimizing the growth opportunity at the account
• Coordinate all resources required to support the customer’s business plan
• Facilitate information flow and local program development amongst the District Management team through quarterly team status sessions
• Maintain accurate customer contact information for both relationship management and emergency notification
• Proactively manage account profitability by seeking alternatives to reduce product or servicing expense.
• Maintain a complete understanding of the account’s business goals, strategy, products and equipment
• Maintain accurate special product/ packaging/ labeling/ delivery information
 
REQUIREMENTS
• 4-year degree
• Executive level sales ability
• Excellent written and oral communication skills
• Sales management experience
• Demonstrated personnel management capability
• Demonstrated project coordination capability
• High level of financial and business acumen
• Proven ability to effectively interact with upper level management
• Ability to travel extensively throughout territory/country
 
PREFERRED REQUIREMENTS
• Food service experience
• Recognition by or prior experience with major QSR customers
• DGA product, operations and customer knowledge