Retail Territory Manager
Mondelēz International, Leesburg, VA, United States
Retail Territory Manager
The Retail Territory Manager (RTM) is responsible for enhancing world‑class Direct Store Delivery (DSD) and Mondelēz DSD execution for identified customers within a geographic territory. The primary goal is to generate new sales, achieve sales objectives, and provide direction to the retail execution team, including Full‑Time (FT) and Part‑Time (PT) Sales Service Representatives (SSRs). The RTM sells business‑building, in‑store merchandising programs to key store personnel through effective planning, relationship building, and the use of consumer and sales data. Each RTM develops a specific store call/visit cadence driven by revenue and geography to build relationships, address execution opportunities, and strategically sell into identified stores. The role works with local sales leadership to develop strategic territory business plans and manages scheduling, hiring, training, coaching, and performance management of SSRs.
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 opportunities and ensure headquarters‑authorized programs are executed to grow the business and monitor territory key performance metrics
Provide on‑site consultation and sales expertise to customers
Plan territory execution: determine customer growth opportunities and tailor fact‑based sales presentations to store needs, demographics, and customer base
Establish and maintain rapport with key store personnel to identify incremental opportunities, resolve issues, and deliver high‑level customer service
Directly manage a team of FT and PT SSRs, including scheduling, recruiting, hiring, coaching, training, and performance management to correct substandard work practices
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, including shelf and displays
Minimize waste/unsaleables by directing in‑store execution processes of FT and PT SSRs
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
Drive for results
Excellence in establishing and maintaining effective relationships with customers and the retail team
Strong ability to plan, organize, and prioritize
Strong negotiation/problem‑solving skills
Superior interpersonal skills (verbal and non‑verbal)
Intellectual horsepower
Technically savvy (system navigation)
Requirements
At least 18 years of age and a valid driver’s license
High School Diploma or GED required; college degree highly preferred
Flexible work schedule, including weekends and holidays
3–5 years of selling experience with a strong sales background and understanding of business processes and systems
Ability to perform physically demanding work in a fast‑paced environment, including frequent lifting, bending, and carrying up to 25 lbs. (occasionally over 50 lbs.) 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 and Benefits The base salary range is $56,200 to $77,275, depending on experience, skills, education, and location. The position is eligible for a highly competitive bonus program with potential for overachievement based on performance and company results. Benefits include health insurance, wellness and family support programs, life and disability insurance, retirement savings plans, paid leave, education programs, paid holidays, and vacation time. Some benefits have eligibility requirements and many are fully or partially subsidized by the company. No relocation support is 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.
For more information about your Federal rights, please see eeopost.pdf; EEO is the Law Poster Supplement; Pay Transparency Nondiscrimination Provision; Know Your Rights: Workplace Discrimination is Illegal.
Job Type Regular • Field Sales • Sales
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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 opportunities and ensure headquarters‑authorized programs are executed to grow the business and monitor territory key performance metrics
Provide on‑site consultation and sales expertise to customers
Plan territory execution: determine customer growth opportunities and tailor fact‑based sales presentations to store needs, demographics, and customer base
Establish and maintain rapport with key store personnel to identify incremental opportunities, resolve issues, and deliver high‑level customer service
Directly manage a team of FT and PT SSRs, including scheduling, recruiting, hiring, coaching, training, and performance management to correct substandard work practices
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, including shelf and displays
Minimize waste/unsaleables by directing in‑store execution processes of FT and PT SSRs
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
Drive for results
Excellence in establishing and maintaining effective relationships with customers and the retail team
Strong ability to plan, organize, and prioritize
Strong negotiation/problem‑solving skills
Superior interpersonal skills (verbal and non‑verbal)
Intellectual horsepower
Technically savvy (system navigation)
Requirements
At least 18 years of age and a valid driver’s license
High School Diploma or GED required; college degree highly preferred
Flexible work schedule, including weekends and holidays
3–5 years of selling experience with a strong sales background and understanding of business processes and systems
Ability to perform physically demanding work in a fast‑paced environment, including frequent lifting, bending, and carrying up to 25 lbs. (occasionally over 50 lbs.) 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 and Benefits The base salary range is $56,200 to $77,275, depending on experience, skills, education, and location. The position is eligible for a highly competitive bonus program with potential for overachievement based on performance and company results. Benefits include health insurance, wellness and family support programs, life and disability insurance, retirement savings plans, paid leave, education programs, paid holidays, and vacation time. Some benefits have eligibility requirements and many are fully or partially subsidized by the company. No relocation support is 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.
For more information about your Federal rights, please see eeopost.pdf; EEO is the Law Poster Supplement; Pay Transparency Nondiscrimination Provision; Know Your Rights: Workplace Discrimination is Illegal.
Job Type Regular • Field Sales • Sales
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