Northwest Regional Sales Manager

Northwest Regional Sales Manager

Company Overview

For over two decades, Eco-Products has been providing customers with better choices by producing foodservice packaging and paper products made from renewable resources and recycled content. All of our products are made with materials that are gentler on the planet, and we continually strive to drive innovation in our field in all areas of sustainability. Our goal is to build a vibrant business on sustainable business practices, serving as an example to others and leading change in our industry and local communities wherever we operate.

Summary of Position

The role of the Northwest Regional Sales Manager is to oversee all sales activities in their assigned region. The region includes Washington, Oregon, Idaho, Alaska, and BC Canada. This position works with distributors, large leverage operators (LLO’s) in university, healthcare and corporate food service segments, independent restaurants, emerging chains and office channel dealers to grow sales in the region. The Northwest Regional Sales Manager also oversees, trains, and evaluates the performance of broker groups representing Eco-Products in the region through an objective planning process.

Reports To: Director of Sales

Essential Duties/Responsibilities

This position is responsible for growing market share in the assigned region as well as delivering company objectives for both top line revenue and EBIDTA goals. Additional duties and responsibilities include, but are not limited to the following:

·  Execute a pull-through sales strategy by selling to large leverage operators (LLOs), regional chain accounts and other strategic accounts needed to drive business through distribution.

·  Manage broker representation in the region, including training, goal setting, and measuring performance.

·  Negotiate local sales and marketing programs with distributors.

·  Work with the National Accounts team to execute pull-through sales on contracts and drive compliance of these contracts in the region.

·  Effectively manage pricing and EBITDA margin in the region and execute on market price adjustments.

·  Work with the Sales Coordinators and Sales Analyst to adjust forecast both up and down for changes in business.

·  Assist the company in achieving its sales objectives of expanding distribution accounts in the following segments; paper and jan/san distributors, redistributors, office products dealers, regional broad liners and specialty distributors.

·  Analyze monthly sales reports in order to identify changes in customer ordering patterns and respond accordingly.

·  Maximize all opportunities in the sales pipeline including taking of market share from competitors and by closing sales.

·  Sell consultatively and make recommendations to prospects and clients of the various packaging solutions the company offers for their sustainability issues.

·  Develop a database of qualified leads through referrals, telephone canvassing, face to face cold calling on business owners, direct mail, email, and networking. Manage opportunities within the company’s CRM tool.

·  Respond in a timely manner to all current customer needs.

·  Create and present persuasive presentations.

·  Accomplishes all tasks as appropriately assigned or requested.

Qualifications: Experience, Competencies and Education

·  General understanding of foodservice distribution, competition and disposables markets

·  Ability to manage all aspects of supplier relationship

·  Excellent customer service skills and the genuine desire to negotiate win/win situations

·  Ability to work independently and collaboratively as a team to achieve goals

·  Ability to self manage remotely including strong planning and time management skills

·  Intermediate Microsoft Office and computer skills; PowerPoint, Excel skills including knowledge of pivot tables, sorting functions, formulas and CRM solutions

·  Maintain professional internal and external relationships that meet company core values

·  Ability to travel 50 – 70%; may be required to work weekends for tradeshows, etc.

·  Some physical labor required

·  Undergraduate degree from an accredited university preferred

·  5 or more years of foodservice industry experience

·  Sales management experience preferred

·  Successfully demonstrate the ability to manage brokers through objective planning

·  Proven interest and demonstrated past involvement in environmentally responsible causes, issues and organizations

·  Professional appearance

Location: Candidate should reside in the Seattle marketplace.

Additional Responsibilities

The above are intended to describe the general requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or requirements. The omission of specific statement of duties does not exclude them from the position.

Compensation & Benefits

Eco-Products offers a competitive benefit package to eligible employees. The benefit package includes health, dental, and vision coverage, flexible spending accounts, life and disability insurance, sick and vacation paid leave, wellness incentive program, paid holidays, 401(k) with Company contribution, and an alternative transportation incentive program.

The Company is dedicated to the principles of equal employment opportunity.