Regional Sales Manager – East (Natural / Grocery)

Kate Farms Inc

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The Regional Sales Manager East – Natural / Grocery (RSM-East) is responsible for multiple retail accounts throughout the Eastern US Market. RSM-East is responsible to develop and grow Kate Farms brand presence and share of market in Natural & Grocery Channels. This includes direct development of new and management of existing accounts. Primary responsibility – Generate growth in distribution, dollar sales and share of market (SOM) within budgetary guidelines in the channels and region as outlined 

  • The position requires 50-70% travel to manage sales throughout the eastern & central US Market.
  • The RSM-East/Central is required to book his/her own business travel using most economical way per company guidelines (all business travel expenses will be reimbursed by company).
  • The position requires forward planning to develop and grow Kate Farms business in the channels outlined, ultimately improving Kate Farms position in the marketplace.
  • The RSM-East/Central position requires retail account headquarter management competency.
  • The RSM-East/Central position is required to have a keen understanding of retail (store level) conditions of all assigned accounts.
  • The RSM-East/Central position requires regular sales calls in person with key customers to develop new distribution, and to conduct account planning sessions (promotional planning).
  • The RSM-East/Central is required to attend specific trade shows
  • This position is required to work with and manage food brokers at applicable accounts.
  • The RSM-East/Central is required to manage business by using internal systems, including but not limited to Master Sales Deck, Broker Management Guidelines, Trade Promotional Guidelines, Turnlink turnover order system, and Concur expense reporting system.
  • The position is required to follow published Trade Spend Guidelines (promotional spending guidelines and procedures).
  • RSM-East/Central is expected to focus on and make every effort to achieve assigned company objectives (MBOs)
  • The RSM-East/Central is expected to follow published Kate Farms employee policies, procedures and guidelines.

Essential Job Duties and Responsibilities

  • The position requires 50-70% travel to manage sales throughout the eastern & central US Market.
  • The RSM-East/Central is required to book his/her own business travel using most economical way per company guidelines (all business travel expenses will be reimbursed by company).
  • The position requires forward planning to develop and grow Kate Farms business in the channels outlined, ultimately improving Kate Farms position in the marketplace.
  • The RSM-East/Central position requires retail account headquarter management competency.
  • The RSM-East/Central position is required to have a keen understanding of retail (store level) conditions of all assigned accounts.
  • The RSM-East/Central position requires regular sales calls in person with key customers to develop new distribution, and to conduct account planning sessions (promotional planning).
  • The RSM-East/Central is required to attend specific trade shows
  • This position is required to work with and manage food brokers at applicable accounts.
  • The RSM-East/Central is required to manage business by using internal systems, including but not limited to Master Sales Deck, Broker Management Guidelines, Trade Promotional Guidelines, Turnlink turnover order system, and Concur expense reporting system.
  • The position is required to follow published Trade Spend Guidelines (promotional spending guidelines and procedures).
  • RSM-East/Central is expected to focus on and make every effort to achieve assigned company objectives (MBOs)
  • The RSM-East/Central is expected to follow published Kate Farms employee policies, procedures and guidelines.


Key Account List (sample, not all inclusive)

  • Whole Foods – NA
  • Whole Foods – NE
  • Whole Foods – MA
  • Whole Foods – South
  • Whole Foods – FL
  • Whole Foods - MW
  • Earth Fare
  • The Fresh Market
  • Fresh Thyme
  • Moms Organic Market
  • Roundys /Marianos
  • Richards
  • Kings
  • Jewel
  • Tops
  • Ingles
  • Schnucks
  • Wild by Nature
  • Weis
  • Mrs Greens
  • Coburns
  • HyVee

Minimum Job Requirements

  • Education: Minimum requirement - Bachelor’s Degree or equivalent in Business, Sales or Marketing
  • Experience: Requires a minimum of 5 years of recent sales, or equivalent related work experience
  • Must be able to manage a budget to control Trade Spend as outlined in Trade Spend Guidelines
  • Must have the ability to quickly learn functionality of proprietary software, and syndicated data used to manage our business (WFM Portal, SPINS, UNFI and Kehe data)
  • Must be outgoing, positive, willing to contribute to a positive, team oriented workplace 
  • Must have the ability to work independently, self-starter, and be exceedingly responsible
  • Must possess a cell phone
  • Must possess a vehicle (car to drive to local customers, brokers or trade shows)
  • Must have a current valid driver’s license with reliable transportation
  • Must have current auto insurance documentation
  • Possess a proactive attitude, initiative and drive
  • Must have superior negotiating and influencing skills
  • Possess excellent verbal communication skills with a keen ability to listen, communicate (written and verbal), excellent grammar, and ability to follow-up effectively with all staffing levels and customers.
  • Must possess computer skills with a keen understanding of business software such as, MS Excel, PowerPoint, and Word documents and Kate Farms email and calendar.
  • Have the ability to respond to customers, vendors and co-workers in a diplomatic and positive manner
  • Possess excellent organizational skills - Be able to handle pressure skillfully
  • Ability to multi-task, prioritize and work efficiently
  • Ability to demonstrate good common sense and sound judgment
  • Flexibility to adapt to all situations and work varied hours; possibly work weekends or evenings on occasion
  • Ability to perform at high levels in a fast paced ever-changing work environment
  • Ability to anticipate work needs and follow through with minimum direction
  • Be flexible and embrace change with a growing and evolving company