EO Products · 3 hours ago
Eastern Regional Sales Manager
New York, NY
Full-time
Remote
Mid Level
$89K/yr - $136K/yr
4+ years exp
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Responsibilities
Eastern US Sales Management – Natural and Conventional
Actively wields deep understanding of the natural product industry and its major players including natural and conventional key accounts, distributors, brokers, HBA brands, etc.
Manages multiple key natural and conventional accounts in the Eastern territory including, but not limited to, INFRA, NCG, Fresh Thyme, Earth Fare, Wegman’s, Publix, Harris Teeter, Market Basket, Ahold banners, Giant Eagle, etc.
Manages additional accounts as assigned, including smaller direct accounts in the Eastern US (Merz Apothecary)
Drives sales strategy to support company goals in the Eastern U.S. region, such as EBITDA; strategically distill goals and execute for success at the retailer level
Maintain and share in-depth understanding and management of their territory – including account ranking, distributor breakdown, spend requirements
Leverages data to sell and support strategic actions across assortment, price and promotions, including: Performing data analysis and calculations as needed, such as turn rate, margin, etc.
Analyzing promo ROI and make adjustments to future promotions as needed
Continuously monitoring key account success and profitability and look for opportunities for improvement
Maintaining targeted spend rates for top key accounts
Validate retailer chargebacks and provide the necessary documentation to dispute deductions when needed
Lead and interface with brokers, including: Management of EO’s network of Eastern brokers – natural, conventional – to achieve individual regional sales goals
Create and assign quarterly broker KPI’s and evaluate performance to ensure goals are being met
Build and maintain quarterly guidebooks and sales tools for broker teams
Contribute to broker newsletters
Implement promotional strategies and sales programs within the Eastern region
Effectively communicate item launches, sales initiatives and merchandising goals to broker teams and monitor their execution
Maintain successful relationships with category managers, buyers and decision makers in key accounts to grow current business while maintaining profitability
Conduct retailer line/category reviews to optimize product placement and present new items
Confidently and effectively present data and proposals to internal and external stakeholders
Manage new item submission process, including presentations, promotional calendars and retailer funding forms
Maintains full ownership of assigned Key Account Planners and updates regularly to reflect current business activities Regularly update assigned Key Account Planners
Forecast activity for assigned key accounts, including: Creation of annual forecast, by month, with quarterly updates.
Integration of necessary metrics that inform the process/result
Act as a positive and professional ambassador of the company in all work settings, including positive representation at sales team meetings, buyer meetings, trade shows, etc.
Assist in distributor inventory management and planned demand execution for key accounts
Partner with Sales Team Analyst and Coordinator to communicate meeting goals and needed metrics for current business and selling slides in upcoming reviews
Coordinate with eCommerce Sales Manager in communicating necessary website updates with key accounts, including the addition of new products, updated product images, and/or copy
Maintain organized retailer files utilizing G-Drive
Actively participates in internal sales meetings and collaborates with all members of the Sales department
Troubleshoot and find solutions
Work closely with sales leadership to implement new processes and procedures related to the continuous improvement of the department
Work with other internal departments as needed to ensure all sales processes are running smoothly
Travel as necessary for buyer meetings, category reviews, trade shows, sales meetings, market tours, new broker trainings, etc. – must book your own travel/accommodations with company credit card
Follow company expense requirements
Consistently communicate and ask questions, including providing essential feedback from the field to necessary internal departments
Perform other tasks and projects as directed by management
Qualification
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Required
Must live in the designated Northeast region of the U.S. within 1 hour of a major airport
Self-starter with outstanding motivational skills – a team builder and territory leader
Analytical and detailed oriented, with ability to maintain organized recordkeeping and identify data discrepancies
Strong ability to multitask and manage time and tasks
Excellent oral and written communication skills, with ability to clearly and proactively message relevant information
Exceptional interpersonal skills and ability to interact with people at all levels
Ability to analyze data and perform calculations to assess progress of initiatives and propose courses of action
BA/BS Degree Required in Marketing (or closely related field) with sales experience
Minimum of 4 years of related sales experience
Thorough understanding of the distribution model and experience working with UNFI, KeHE, and other natural products distributors required
Prior distributor and broker experience required
Prior forecasting experience required
Working proficiency in G-Suite – Gmail, Google Sheets, Google Slides, etc.
Intermediate proficiency in Excel - including ability to use basic formulas, vlookup, and pivot table functionality
Preferred
3+ years experience in the Natural Products Industry working with HABA brands strongly preferred
Previous experience with SPINS platform and related reports strongly preferred
Previous experience with NetSuite preferred
Benefits
Medical, dental, vision, and ancillary insurances
Paid time off, Sick/Wellness Time, Paid Holidays, Volunteer time, and additional time off benefits
401K Retirement Plan with employer match
Free products and fantastic discounts for yourself, and family/friends!
Stipends for cellphone, internet, PPE (such as steel toe boots), and English or Spanish Language courses
Company
EO Products
We provide natural personal products that perform and enhance your beauty and well being.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Brad Black
Co-CEO & Founder
Company data provided by crunchbase
