Regional Sales Manager in at TW Garner Food Company

About the Regional Sales Manager position

The Regional Sales Manager is responsible for driving sales, distribution, market share, and revenue growth within the Retail CPG industry across the Heartland Market / South Atlantic. This role leads the execution of Garner Foods' retail growth strategy by promoting, selling, and supporting Texas Pete and Green Mountain Gringo products with assigned retailers, wholesalers, and broker partners.

The position is accountable for building strategic customer relationships, identifying new business opportunities, managing trade investments, and delivering profitable growth. Success in this role requires strong leadership of broker organizations through clearly defined KPIs, business analytics, performance scorecards, structured communication, accountability measures, and disciplined follow-up processes that drive execution and results.

The Regional Sales Manager will monitor marketplace trends, participate in industry events, and develop customer-specific growth plans that strengthen Garner Foods' presence and performance throughout the Heartland Market.

Regional Sales Manager responsibilities are:

Sales and Profit Generation (50% of Total JD&R):

• Achieve sales, distribution, market share, and spending objectives established by the company.
• Identify and secure new business opportunities that drive profitable growth.
• Effectively manage trade and SG&A investments to achieve profitability goals.
• Lead broker performance management through regular business reviews, KPI tracking, opportunity assessments, and disciplined execution follow-up.
• Build and maintain strong relationships with retailers, wholesalers, and broker partners to drive incremental revenue and market share growth.
• Develop and execute customer business plans aligned with company objectives.

Customer and Consumer Focus (25% of Total JD&R):

• Maintain deep knowledge of Garner Foods products, categories, and competitive advantages.
• Conduct market and customer analysis to identify growth opportunities, emerging trends, and competitive threats.
• Respond promptly and professionally to customer and consumer inquiries.
• Ensure efficient management of customer requests, orders, and issue resolution.
• Cultivate strong relationships with key retailers, wholesalers, brokers, industry associations, and other strategic stakeholders.

Company Alignment and Collaboration (25% of Total JD&R):

• Utilize business systems and reporting tools to support forecasting, customer planning, budgeting, and performance tracking.
• Coordinate with Customer Service, Operations, Supply Chain, and Logistics teams to ensure successful execution and product availability.
• Partner with Marketing to develop and execute promotional and merchandising programs.
• Collaborate with Forecasting and Inventory teams to maintain appropriate stock levels and support growth initiatives.
• Provide accurate sales forecasts, business updates, and budget recommendations.

Scope:

• Responsible for the Heartland Market, consisting of North Carolina, South Carolina, Virginia, Georgia, Florida, Alabama, Mississippi, and Louisiana.
• Accountable for assigned sales volume, spending levels, distribution growth, and market share performance throughout the territory.
• Responsible for management and development of the broker network across all assigned markets.
• May manage and provide direction to sales support resources as business needs require.
• Lead all Retail CPG business activities within the Heartland Market, including customer planning, promotional execution, business reviews, and broker management.
• Drive distribution gains and successful new product introductions across assigned accounts.
• Communicate upcoming marketing initiatives and promotional programs to customers and broker partners to maximize awareness, trial, and sales performance.
• Manage assigned trade, marketing, promotion, sample, and travel budgets responsibly.
• Build multi-level relationships within customer organizations to support long-term business growth.
• Maintain awareness of industry trends, category developments, and competitive activity.
• Travel approximately 60%-70% of the time.
• Perform other duties as assigned.

Regional Sales Manager requirements are:

• Minimum of seven (7) years’ work experience in sales with a focus on the Retail CPG industry.
• Experience in the Heartland Market is strongly preferred, with proven success achieving and exceeding sales, distribution, and profitability targets.
• Demonstrated success leading and developing broker organizations through the use of clearly defined KPIs, business analytics, performance scorecards, structured communication, accountability measures, and disciplined follow-up processes that consistently deliver sales, distribution, market share, and profitability objectives.
• Knowledge of the Retail CPG industry, including market trends, competitive activity, customer strategies, category performance, and consumer preferences. Ability to clearly articulate product features, advantages, and benefits.
• Demonstrated leadership experience, including the ability to lead and motivate a sales team. Strong decision-making skills and the ability to set and achieve strategic sales goals.
• Excellent communication skills, both written and verbal. The ability to build and maintain strong relationships with clients, team members, and other stakeholders.
• Strong analytical and problem-solving skills to assess market trends, sales data, and customer feedback. Ability to make data-driven (SPINS) decisions and adjustments to sales strategies.
• Proven ability to negotiate and close deals with clients, wholesalers, and other business partners. Skill in managing pricing and contract negotiations.
• A customer-centric approach with a focus on understanding and meeting the needs of clients. Ability to provide excellent customer service and address customer concerns.
• Effective organizational skills to manage multiple tasks, territories, and priorities.
• Ability to adapt to changing market conditions, industry trends, and company strategies.
• Flexibility to travel within the assigned region as needed (60% - 70% travel).
• Experience in collaborating with cross-functional teams, including marketing, logistics, and customer support.
• High integrity, ethical standards and professionalism in all interactions. Ability to represent the company in a positive and reputable manner.
• Strong working knowledge of Microsoft applications, including Power BI, Outlook, Excel, and Word; familiarity with retail data tools such as SPINS is preferred.