Market Development Leader II-Vermont

About the Role

Under the direction of the Sales Operations Director (SOD), the Market Development Leader II (MDL II) partners with Independent Operators (IOs) and Master Distributors to achieve maximum sales profitability and market penetration using selling strategies and proactive communications. The MDL II informs IOs and distributors of the Company’s initiatives for sales, service, merchandising standards, and product distribution. IOs and Master Distributors are Company partners to increase the sale of products and are not subject to the company’s direction and control.

Responsibilities

• Communicate the Company’s sales, service, and merchandising strategies to IOs and distributors to maintain proactive and professional relations, ensuring all work toward gaining market share.
• Ensure the obligations and rights of both the Company, IOs, and Distributors are preserved.
• Prepare weekly volume and inventory reports and KPI scorecards.
• Provide a weekly Sales/IO Work-with planner to the SOD.
• Spend time on the DC loading docks with IOs to address their concerns.
• Facilitate ways to improve results of IOs and distributors by providing information on growing market share, including:
  • Executing promotional ad activity
  • Following store-level planograms
  • Delivering successful new product introductions
  • Securing additional space and new points of interruption
  • Building relationships at the store level
• Assist the MDL I and SOD in planning regularly scheduled workshop meetings to encourage IOs and distributors to use all available tools and mediums to realize full sales potential.
• Reinforce with retail store managers and decision-makers that Utz supports IOs and distributors and values their relationships with the Company.
• Conduct store visits in the assigned region to maintain open and proactive business relationships with customer management teams, offering Company display concepts, seasonal planning tactics, and product promotions.
• Use the Store Summary form to identify successes and opportunities to grow DSD sales, as well as underperformance by IOs.
• Work with the SOD to address IOs not meeting minimum service standards according to contractual obligations.
• Ensure required resets are successful.
• Run an open route occasionally when the Company has bought a route back from an IO or distributor.
• Operate a motor vehicle, including a route box truck, safely.
• Provide route ride-a-longs at the request of the Independent Distributor, offering route optimization and skill-sharing opportunities.
• Act as a key liaison between Independent Operators and the Company Settlement Department to assist in resolving IO issues regarding Settlement Statements.
• Work proactively in a cross-functional team with diverse groups of people.
• Work with management and associates to ensure Food Safety programs are followed.
• Report food, office, or operational safety problems to a supervisor or manager to initiate action.
• Adhere to all policies, guidelines, and procedures, including Good Manufacturing Practices (GMPs), OSHA standards, and FDA standards.
• Perform other duties as assigned that will impact and support the overall outcome of the Company’s objectives.

Requirements

• High School Diploma is required.
• Bachelor's degree in business is preferred.
• Minimum of 5 years of experience in sales operations, preferably in snacks, grocery, or beverage industry.
• DSD (Direct Store Delivery) experience is preferred.

Skills

• Knowledge and understanding of Independent Distribution models, including familiarity with Independent Operator/Distributor Agreements and the obligations and rights of both the Company and the Independent Distributor.
• Ability to multi-task and prioritize responsibilities while remaining flexible to meet daily objectives.
• Capability to build trust and rapport through persuasion and respect.
• Ethical selling and negotiation skills that can be shared with IOs and Distributors at their request.
• Proactive communication skills, both verbal and written.
• Ability to work independently and as part of a team in a fast-paced environment.
• Attention to detail and excellent organization skills.
• Proficiency in Word, Excel, and PowerPoint programs.
• Ability to embrace technology to make informed business decisions.
• Effective leadership, presentation, and communication skills to convey insights and recommendations to stakeholders.
• Effective problem-identification and problem-solving skills.
• Effective business acumen and a strategic mindset.

Certificates & Licenses

• Valid driver’s license.
• Possess or have the ability to obtain a DOT medical card.

Pay

$65,000 - $80,000 annually + bonus + company car

Benefits

• Medical, dental, and vision plans
• Life insurance
• 401(k) plan with profit sharing
• Employee Stock Purchase Program
• Annual bonus
• Company vehicle or travel reimbursement
• Fuel card and cell phone reimbursement monthly
• Career growth opportunities in an inclusive culture