Regional Sales Manager - Distributors

Come join the Tillamook Team where our philosophy is “Dairy Done Right.” As an independent farmer-owned cooperative, we have been guided by good, honest values since 1909. We believe in putting quality over profit, natural over artificial, and that hard work can never be outsmarted. We’re taking a stand for real food, because everyone deserves better.

We invite members of all diverse communities to join our workforce. At Tillamook, we believe that inclusion and diversity are central to our cultural strategy. In order to achieve our growth ambition and compete and win in the marketplace, we believe we make better decisions and build stronger teams when we invite and rely on diverse perspectives, thoughts, backgrounds and cultures into our work and to fuel our innovation and growth. To us this means creating a climate of inclusion where all employees feel valued and a sense of belonging. We believe this will make us a better consumer brand and employer.

About you:

What does real food mean to you? Is your favorite dish a cheesy casserole? Perhaps a decadent and indulgent ice cream? Either way, your identification with food is important to us. People who fit well here at Tillamook have a commitment to quality in everything they do. Our team members understand our vision, contribute to our mission, thrive on innovative thinking, hard work and good, honest values.

About us:

Our team members understand our vision, contribute to our mission, thrive on innovative thinking, hard work and good, honest values. We live by these shared values: We are Good Stewards, We believe in Uncompromising Quality, We work as One Team, We Play to Win, and We Genuinely Care for each other.

What you will do:

The Regional Sales Manager (RSM) is responsible for delivering the Tillamook revenue objectives for their assigned area of responsibility (AOR). Led by business insights and a customer-focused approach, the RSM will localize sales objectives and strategies to their assigned AOR. The RSM will work with, and manage our external sales agents (if applicable), along with our internal cross-functional teams to accomplish those objectives. The RSM is responsible for developing value-added business relationships and lead or enable customer calls in their AOR. The RSM is responsible for being the internal Tillamook expert on their customers within their AOR and can effectively combine customer strategy and Tillamook strategy into execution that achieves the business objectives. The RSM is responsible to hold the sales agents, customer, and internal team accountable for executing the plan, monitoring marketing conditions in AOR, identifying competitive threats and solving business problems.

The RSM’s AOR will include: Leading the execution within the retail distributor business, which may include national and/or regional distributors within North America; Building value-based relationships in the distributor network and influencing their decision making relative to the availability and sale of Tillamook products; Owning distributor marketing program negotiations/follow through.

The RSM will be a well-balanced leader who is consistent in driving results through collaboration, accountability, and a strategic mindset. The RSM is responsible for executing the plans through effective forecasting, pricing, and trade plan management, as well as cross functional collaboration with consumer & market insights, shopper marketing, marketing, supply chain and demand teams, and external collaboration with sales agents and customers.

The Regional Sales Manager will effectively lead sales and marketing agencies that support and enable successful execution of the Retail Sales business strategy. The RSM will be responsible for delivering financial metrics which include: Volume, Trade, Net Sales, Deduction Management, and Forecast Accuracy. The RSM will provide clear feedback to the broker leadership and broker representatives on their progress towards annual goals and objectives. Internally, act as a teacher, mentor and/or coach to other members of the selling team to exemplify best in class sales leadership skills.

Here's a day in the life:

· Deliver, exemplify and coach on Tillamook’s commitment to Customer Experience Excellence to build and strengthen our bond with distributors and the end customers that lead them to enthusiastically support Tillamook.

· Interview and hire new distributors and brokers to support the Tillamook business.

· Collaboratively and independently create and deliver compelling selling narratives and customer presentations, and must demonstrate excellent presentation skills.

· Demonstrate advanced and current knowledge of all Tillamook products and their key attributes, as well as that of key competitors (sensory, category dynamic, consumer)

· Develop and plan monthly and annual forecasts, while working collaboratively with Demand and Supply teams to ensure forecast accuracy to drive financial results, production planning and on time and in full product delivery.

· Act as the distributor expert internally, providing education, insights, competitive market intelligence, on customers and competition within the distributor landscape.

· Work collaboratively with internal Omni-Shopper team to plan and provide support to execute distributor or account specific marketing plans (if applicable).

· Collaborate with Consumer and Market Insights Teams to gather data, build usable reports and draw valid conclusions via syndicated data sources (Spins/IRI/Nielsen) that solve our customer’s business problems and delivers on category & product expertise.

· Works across projects outside of immediate distributor business to improve business processes, strategies and executions

· Attend and manage sales conventions, association relationships and trade shows as needed for building and maintaining trust with distributors and customers.

· Champion change through elimination of barriers and optimizing service to provide highest level of distributor customer service.

· Effectively enroll and train broker(s) and broker representatives on TCCA product knowledge, policies, processes, and sales systems.

· Consult regularly via category & business reviews with the customer category managers & key account management personnel to affect business growth.

· Work under pressure, meet deadlines, and be flexible in working on multiple projects simultaneously with little supervision.

Education :

Bachelor’s degree in Marketing or Business Management preferred.

Knowledge, skills, and abilities:

· 2-3 years relevant distributor/cpg retail sales/account management experience. Demonstrated experience calling on distributors or customers at their corporate or regional headquarters.

· Must be willing to travel up to 40% of the time.

· Overall comfort with computer systems is a must, including advanced skills in Microsoft programs including Outlook, Word, Excel and PowerPoint.

· Demonstrated knowledge of syndicated data sources (IRI/Nielsen) and manipulating data.

· Demonstrate outstanding verbal and written communication skills, including listening skills.

· Demonstrated attention to detail and accuracy.

· Knowledge of conflict resolution best practices and keen ability to creatively problem-solve.

Industry leading benefit and reward programs:

We offer outstanding benefits to our employees. For more information, please visit the careers page: www.tillamook.com/careers.

We are committed to creating a diverse culture and inclusive conditions where all employees are heard, valued and feel a sense of belonging. We rely on different perspectives, thoughts, backgrounds and cultures to inform our work, to help us be better as a brand and as an employer and to fuel our success. We are seeking talent from a wide range of diversity, perspectives and backgrounds to join our exceptional organization and help us build our future.

Tillamook County Creamery Association (TCCA) is a Drug-Free Workplace. EEO/AA