Market Development Leader III-Clinton, MD

The Opportunity

The Market Development Leader III (MDL III) fills in for the Sales Operations Director (SOD) when the SOD is absent due to PTO, etc. The MDL III works closely with Independent Operators (IOs) and Master Distributors (distributors) to achieve maximum sales profitability and market penetration.

• Tailor communications for IOs and distributors to convey the Company’s sales, service, and merchandising strategies, ensuring proactive and professional relations are maintained.
• 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 the IOs to hear their concerns and facilitate solutions.
• Facilitate ways to improve results of IOs and distributors by providing information on suggestions to grow market share, including executing promotional ad activity, following store level planogram, delivering successful new product introductions, securing additional space, obtaining new points of interruption, and building relationships at store level.
• Ensure that the obligations and rights of both the Company IOs and Distributors are preserved.
• Aid in planning and facilitating quarterly meetings in collaboration with the Sales Operations Director and the rest of the MDL team to encourage IOs and distributors to use all tools and mediums available to realize the full sales potential of their business.
• Coordinate with the SOD and the Sales Operations Center of Excellence to deliver safety training materials and talks as well as other trainings as needed.
• Work in the field with 2-3 IOs per week, performing in-store selling to gain additional space and displays, conducting store visits, and providing route ride-a-longs when requested.
• Operate a motor vehicle, including a route box truck, safely, and run an open route occasionally when the Company has bought a route back from an IO or distributor.
• Act as key liaison between Independent Operators and the Company to assist in resolving IO issues regarding Settlement Statements.
• Ensure that expenses submitted in Concur are business related and that the Travel and Expense Policy is followed.
• Manage mileage effectively and assist the SOD in managing the temporary and/or hourly or commissioned sales team to ensure that costs are minimized.
• 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, such as Good Manufacturing Practices, GMPs; OSHA standards; FDA standards; and work and safety rules at all times.
• Adhere to all policies, guidelines, and procedures.

What You’ll Do

• Fills in for the Sales Operations Director, SOD, as needed, when the SOD is absent due to PTO, etc.
• Tailor communications for IOs and distributors to convey the Company’s sales, service, and merchandising strategies, ensuring proactive and professional relations are maintained.
• 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 the IOs to hear their concerns and facilitate solutions.
• Facilitate ways to improve results of IOs and distributors by providing information on suggestions to grow market share, including executing promotional ad activity, following store level planogram, delivering successful new product introductions, securing additional space, obtaining new points of interruption, and building relationships at store level.
• Ensure that the obligations and rights of both the Company IOs and Distributors are preserved.
• Aid in planning and facilitating quarterly meetings in collaboration with the Sales Operations Director and the rest of the MDL team to encourage IOs and distributors to use all tools and mediums available to realize the full sales potential of their business.
• Coordinate with the SOD and the Sales Operations Center of Excellence to deliver safety training materials and talks as well as other trainings as needed.
• Work in the field with 2-3 IOs per week, performing in-store selling to gain additional space and displays, conducting store visits, and providing route ride-a-longs when requested.
• Operate a motor vehicle, including a route box truck, safely, and run an open route occasionally when the Company has bought a route back from an IO or distributor.
• Act as key liaison between Independent Operators and the Company to assist in resolving IO issues regarding Settlement Statements.
• Ensure that expenses submitted in Concur are business related and that the Travel and Expense Policy is followed.
• Manage mileage effectively and assist the SOD in managing the temporary and/or hourly or commissioned sales team to ensure that costs are minimized.
• 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, such as Good Manufacturing Practices, GMPs; OSHA standards; FDA standards; and work and safety rules at all times.
• Adhere to all policies, guidelines, and procedures.

Education

• High School Diploma is required.
• Bachelor's degree in business is preferred.

Experience

• Minimum of 10 years of experience in sales operations, preferably in snacks, grocery, or beverage industry.
• DSD 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 the day’s 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. Must have 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 effectively 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.

Benefits

• Medical, dental, and vision plans.
• Lifetime 401(k) with employer match.
• Profit sharing, bonus plan, employee stock purchase plan.
• Company car, fuel card, and cell phone reimbursement.
• Monthly paid time off and six paid company holidays.

Why Utz?

• We’re More Than Just Chips—we’re a Family.
• With Over 100 Years Of Heritage And a Bold Vision For The Future, We Offer Medical, dental, and vision plans.
• 401(k) with employer match.
• Profit sharing, bonus plan, employee stock purchase plan.
• Company car, fuel card, and cell phone reimbursement.
• Monthly paid time off and six paid company holidays.
• Continuously Pursuing Excellence!