Job Description

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 geographic 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 objective and priorities across all customers and providing direction to the retail execution team (primarily Full-Time and Part-Time Sales Service Representatives) 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 in to these identified stores. Given the impact of territory to total sales team, the employee will work with local sales leadership to develop strategic territory business plans for achievement of sales objectives/growth. Additionally, the RTM will be responsible for managing, scheduling, hiring, training, coaching, and utilizing the Performance Management process to assist in correcting substandard work practices by SSRs on their territory.

All Retail Territory Managers must have strong selling, negotiation, and organizational skills. They must have a proven record of success in a sales capacity and have the ability to grow and manage customer and team relationships.

Primary responsibilities include:

• Deliver against monthly and quarterly sales objectives in assigned customers
• Ensure execution of sales priorities of assigned stores and provide direction to 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 in order to grow business by identifying incremental opportunities for their customers, determining appropriate solutions to issues, and providing an overall high level of customer service
• Will directly manage team of FT and PT SSRs with people responsibilities to include but not limited to scheduling, recruiting, hiring, coaching, developing, training and utilizing the Performance Management process to assist in correcting substandard work practices.
• Communicate plans and effectively deploy merchandising resources within territory budget to build sales volume at store level
• Communicate with 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 Include:

• Must be at least 18 years of age, have a valid driver's license, proof of auto insurance, and have access to the internet 
• High School Diploma or GED required; college degree highly preferred 
• A flexible work schedule is required, including being able to work weekends and holidays 
• 3-5 years of selling experience including a strong sales background with excellent understanding of business processes and systems
• Ability to perform physical demanding work in a fast-paced work environment and meet the defined physical activities (frequent lifting, bending, and carrying up to 25 lbs., occasionally over 50 lbs., pushing, pulling, etc.) while adhering to the safety expectations and processes
• Successful completion of drug test, MVR check, and general background check

Empowering People to Snack RightMondelēz International empowers people to snack right in over 150 countries around the world. We're leading the future of snacking with iconic global and local brands such as Oreo, Ritz, LU, Clif Bar and Tate's Bake Shop biscuits and baked snacks, as well as Cadbury Dairy Milk, Milka and Toblerone chocolate.We are one of the largest snack companies in the world with global net revenues of approximately $36 billion in 2023. We hold the #1 global position in biscuits (cookies and crackers) and #2 in chocolate, while we’re growing rapidly in baked snacks. We also make and sell gum & candy as well as various cheese & grocery and powdered beverage products in certain markets.We have operations in more than 80 countries and employ approximately 91,000 diverse and talented employees in our factories, offices, research & development facilities and distribution activities around the world.Purpose & MissionAll around the world, the lines between meals and snacks are blurring. Snacking – those moments when you reach for a delicious bite in between meals – is on the rise. But there is also a universal cultural tension… people don't want to have to choose between snacking and eating right. That’s why, at Mondelēz International, we empower people to snack right. This is our Purpose.Every day, we are inspired to go the extra mile to lead the future of snacking around the world. We do this by offering the right snack, for the right moment, made the right way.Our broad range of delicious snacks are what you need, when you need it. Every bite more satisfying knowing they are made with high-quality ingredients, in a way that enables people and planet to thrive.From our passionate makers and bakers around the globe to your snacking moment, Mondelēz International knows how to empower people to snack right.

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