Retail Territory Manager
Mondelez International, Providence, RI, United States
Retail Territory Manager
The role of the Retail Territory Manager (RTM) is to enhance world class Direct Store Delivery (DSD) and Mondelēz DSD execution for a set of identified customers at the retail level in a geography-based territory. The primary responsibility of the RTM is to drive Mondelēz brand growth by generating new sales within the defined territory while ensuring the execution of sales objectives and priorities across all customers and providing direction to the retail execution team, primarily Full‑Time (FT) and Part‑Time (PT) Sales Service Representatives (SSRs), through various communication tools.
RTM focus will be to sell business‑building, in‑store merchandising programs to key store personnel through effective planning, relationship building, and usage of consumer and sales data.
Each RTM will develop a specific store call/visit cadence dictated by revenue and geography to build relationships, address executional opportunities, and strategically sell into these identified stores.
Given the impact of territory to total sales, the employee will work with local sales leadership to develop strategic territory business plans for achievement of sales objectives and growth.
Additionally, the RTM will be responsible for managing, scheduling, hiring, training, coaching, and utilizing the Performance Management process to assist in correcting sub‑standard work practices by SSRs on their territory.
Primary Responsibilities
Deliver against monthly and quarterly sales objectives in assigned customers.
Ensure execution of sales priorities of assigned stores and provide direction to the retail execution team.
Utilize strong selling skills to secure incremental selling opportunities and to ensure headquarter‑authorized programs are executed to grow the business and monitor territory Key Performance Metrics.
Provide on‑site consultation and sales expertise to our customers.
Territory execution planning: Determine customer growth opportunities and tailor fact‑based sales presentations to store needs, store demographics, and customer base to drive store/customer growth.
Establish and maintain rapport with key store personnel to grow business by identifying incremental opportunities for their customers, determining appropriate solutions to issues, and providing an overall high level of customer service.
Directly manage a team of FT and PT SSRs with people responsibilities including scheduling, recruiting, hiring, coaching, developing, training and utilizing the Performance Management process.
Communicate plans and effectively deploy merchandising resources within territory budget to build sales volume at store level.
Communicate with Full‑Time Order Writers (FTOWs) to ensure proper credit process and disposal of unsaleable merchandise from all stores is followed.
Work with customer and/or FTOWs to ensure sufficient product is ordered to support consumer take‑away, inclusive of shelf and displays.
Directly manage in‑store execution processes of FT and PT SSRs to minimize waste/unsaleables.
Strategically plan and execute store call/visit cadence to foster store‑level relationships and sell as needed.
Conduct all business operations within Mondelēz International safety guidelines.
Key Competencies Required
Drive for results.
Excellence in establishing and maintaining effective relationships with customers and Retail Team.
Strong ability to plan, organize and prioritize.
Strong negotiation/problem‑solving skills.
Superior interpersonal skills (verbal, non‑verbal).
Intellectual horsepower.
Technically savvy (for systems navigation).
Requirements
At least 18 years of age and a valid driver’s license issued by the state of residence.
High School Diploma or GED required; college degree highly preferred.
Flexible work schedule required, including weekends and holidays.
3–5 years of selling experience with a strong sales background and excellent understanding of business processes and systems.
Ability to perform physically demanding work in a fast‑paced environment and meet defined physical activities (frequent lifting, bending, carrying up to 25 lbs., occasionally over 50 lbs., pushing, pulling, etc.) while adhering to safety expectations and processes.
Successful completion of drug test, MVR check, and general background check.
Mondelez International offers a company vehicle, which includes a gas card and vehicle maintenance program.
Salary & Benefits The base salary range for this position is $56,200 to $77,275; the exact salary depends on experience, skills, education, and location. In addition to base salary, this position is eligible for participation in a highly competitive bonus program with possibility for over‑achievement based on performance and company results.
Health insurance, wellness and family support programs.
Life and disability insurance.
Retirement savings plans.
Paid leave programs.
Education‑related programs.
Paid holidays and vacation time.
No relocation support available.
Equal Opportunity Employer Mondelēz Global LLC is an Equal Opportunity Employer/Protected Veterans/Persons with Disabilities. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected Veteran status, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by law. Applicants who require accommodation to participate in the job application process may contact 847‑943‑5460 for assistance.
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RTM focus will be to sell business‑building, in‑store merchandising programs to key store personnel through effective planning, relationship building, and usage of consumer and sales data.
Each RTM will develop a specific store call/visit cadence dictated by revenue and geography to build relationships, address executional opportunities, and strategically sell into these identified stores.
Given the impact of territory to total sales, the employee will work with local sales leadership to develop strategic territory business plans for achievement of sales objectives and growth.
Additionally, the RTM will be responsible for managing, scheduling, hiring, training, coaching, and utilizing the Performance Management process to assist in correcting sub‑standard work practices by SSRs on their territory.
Primary Responsibilities
Deliver against monthly and quarterly sales objectives in assigned customers.
Ensure execution of sales priorities of assigned stores and provide direction to the retail execution team.
Utilize strong selling skills to secure incremental selling opportunities and to ensure headquarter‑authorized programs are executed to grow the business and monitor territory Key Performance Metrics.
Provide on‑site consultation and sales expertise to our customers.
Territory execution planning: Determine customer growth opportunities and tailor fact‑based sales presentations to store needs, store demographics, and customer base to drive store/customer growth.
Establish and maintain rapport with key store personnel to grow business by identifying incremental opportunities for their customers, determining appropriate solutions to issues, and providing an overall high level of customer service.
Directly manage a team of FT and PT SSRs with people responsibilities including scheduling, recruiting, hiring, coaching, developing, training and utilizing the Performance Management process.
Communicate plans and effectively deploy merchandising resources within territory budget to build sales volume at store level.
Communicate with Full‑Time Order Writers (FTOWs) to ensure proper credit process and disposal of unsaleable merchandise from all stores is followed.
Work with customer and/or FTOWs to ensure sufficient product is ordered to support consumer take‑away, inclusive of shelf and displays.
Directly manage in‑store execution processes of FT and PT SSRs to minimize waste/unsaleables.
Strategically plan and execute store call/visit cadence to foster store‑level relationships and sell as needed.
Conduct all business operations within Mondelēz International safety guidelines.
Key Competencies Required
Drive for results.
Excellence in establishing and maintaining effective relationships with customers and Retail Team.
Strong ability to plan, organize and prioritize.
Strong negotiation/problem‑solving skills.
Superior interpersonal skills (verbal, non‑verbal).
Intellectual horsepower.
Technically savvy (for systems navigation).
Requirements
At least 18 years of age and a valid driver’s license issued by the state of residence.
High School Diploma or GED required; college degree highly preferred.
Flexible work schedule required, including weekends and holidays.
3–5 years of selling experience with a strong sales background and excellent understanding of business processes and systems.
Ability to perform physically demanding work in a fast‑paced environment and meet defined physical activities (frequent lifting, bending, carrying up to 25 lbs., occasionally over 50 lbs., pushing, pulling, etc.) while adhering to safety expectations and processes.
Successful completion of drug test, MVR check, and general background check.
Mondelez International offers a company vehicle, which includes a gas card and vehicle maintenance program.
Salary & Benefits The base salary range for this position is $56,200 to $77,275; the exact salary depends on experience, skills, education, and location. In addition to base salary, this position is eligible for participation in a highly competitive bonus program with possibility for over‑achievement based on performance and company results.
Health insurance, wellness and family support programs.
Life and disability insurance.
Retirement savings plans.
Paid leave programs.
Education‑related programs.
Paid holidays and vacation time.
No relocation support available.
Equal Opportunity Employer Mondelēz Global LLC is an Equal Opportunity Employer/Protected Veterans/Persons with Disabilities. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected Veteran status, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by law. Applicants who require accommodation to participate in the job application process may contact 847‑943‑5460 for assistance.
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