Herr Foods Incorporated

Job Description

The individual in this position is responsible for: prospecting, obtaining and closing sales to new customers to achieve budgeted sales goals; achieving revenue growth in existing accounts by utilizing a creative and consultative selling approach in the sale of Herr’s branded, Control brand, and Private Label snack products; developing and implementing sound selling strategies that are specific to each targeted new and existing account in the designated geographical territory; utilizing strong negotiation efforts to preserve business. This individual is responsible for establishing new relationships and building existing relationships with buyers and brokers in these accounts.

The incumbent for this position must be a high energy person with a positive attitude and the ability to overcome adversity. The individual must possess a proven track record of successfully achieving sales and profit growth in a chain account with success in multiple stores. The individual must be comfortable with having large sales goals without a structured and/or existing customer base and capable to excel in an independent work environment. They must possess a professional yet persistent sales strategy with strong forward thinking skills. They must also reflect a professional image related to the Herr’s culture.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

Develop and implement strategic sales plans to accommodate corporate goals that are catered uniquely to each account, which includes the following:

Schedule’s appointments with buyers and brokers of existing accounts on a planned timeline that best fits the needs of the accounts sales plans and objectives.

Schedule’s appointments with buyers of prospect accounts by researching the internet, cold-calling over the phone and/or in person, networking and any additional resources that assist in obtaining an initial face-to-face sales meeting.

Acquire in-depth industry and competitive knowledge through internet research, IRI data and additional creative research resources to prepare sales presentations catered unique to each sales meeting by utilizing power point, excel, Stratum and Herr’s promotional product, marketing and display abilities.

Prepare customer costs by analyzing the product categories based off of the Herr’s standard selling price, cost of goods, transportation, promotional spending, overhead, shrink and competition, to stay in align with profit goals.

Establish and maintain a high level of customer satisfaction by communicating and working with the VP, National Sales, National Sales Program Manager, National Sales Coordinator, National Sales Administrative Assistant; and managers in Manufacturing, Supply Chain and Marketing.

Analyzes sales and profit goals for each account by utilizing Stratum.

Research and inquire with each account about their private label needs.

Attend trade shows to represent and promote Herr’s Foods Inc. products.

Monitor and evaluate the activities and products of our competition.

Schedules own travel plans including air, hotels and rental cars.

Supervisory Responsibilities

This job has no supervisory responsibilities.

Competencies                                               

To perform the job successfully, an individual should demonstrate the following competencies:

Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.

Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.

Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.

Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.

Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs work flows and procedures.

Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in a group problem solving situations; Uses reason even when dealing with emotional topics.

Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values

Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.

Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.

Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.

Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.

Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.

Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.

Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.

Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience                                                                                                                            

Equivalent combination of education and experience would consist of either:

• Bachelor’s degree from a four year college related to sales, marketing, and/or business.

OR

• Six to eight years field experience, including sales and budgeting, preferably related to Consumer Product Goods (CPG) Management, Key Accounts, and/or National Accounts.

Language Skills                                            

Must have the ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Must have the ability to write reports, business correspondence, and procedure manuals.  Must have the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Mathematical Skills                                                 

Must have the ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.  Must have the ability to compute rate, ratio, and percent and to draw and interpret bar graphs.

Reasoning Ability                                                     

Must have the ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Must have the ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills    

To perform this job successfully, an individual should have proficient knowledge in the following areas of Excel: creating workbooks, formatting spreadsheets, calculating data using formulas and utilizing/developing charts and graphs. An individual should have proficient knowledge and experience in creating professional presentations using Power Point. An individual must also be proficient in Stratum (Silvon).

Certificates, Licenses, Registrations

Must possess a valid driver's license with a clean driving record.

Other Skills and Abilities                                                    

Must be able to read, write, understand and speak English.

Experience in Key Accounts and Broker Management preferred.

Established relationships or contacts within the industry are preferred.

Other Qualifications                                                

Must possess a stable work history with good references.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is regularly required to stand; walk and frequently required to climb or balance; stoop, kneel, crouch, or crawl and taste or smell. The employee must frequently lift and /or move up to 25 pounds and occasionally lift and/or move up to 50 pounds.  The employee must have vision corrected to 20/30 or better. The employee may be required to drive up to eight hours at a time.  The employee may be required to fly up to eight hours at a time. 

SUMMARY

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is occasionally exposed to outside weather conditions. The noise level in the work environment is usually quiet.