Works under the direction of direct manager to:

Deliver Sales Controllables

• Achieve NTS sales budget
• Achieve in-store presence objectives
• Spend trade funds within budget and ensure efficiency through ROI analysis

Develop Customers and Lead Brokers

• Penetrate key customers and understand Ghirardelli business development opportunities at each customer
• Understand customer timelines and requirements: proactively and constructively work back through the Ghirardelli cross functional teams to ensure alignment & success
• Create long term business relationships and foster a sustainable competitive advantage for Ghirardelli
• Develop strong team partnerships with our brokers and align them to the Ghirardelli Game Plan

Be a Leader within the Company

• Demonstrate passion, commitment and integrity in all activities
• Treat confidential information as such
• Take both a top-line and bottom-line perspective on all issues
• Collaborate effectively across all functions
• Sell, Live, Demonstrate and Protect the Premium-ness of our Products
• Build the Ghirardelli Brand Equity by demonstrating quality in everything you do

Achieve MAPS Objectives

Assortment:

• Develop and execute assortment reviews for key customers
• Develop ongoing distribution objectives for customer and/or broker teams.
• Develop and execute new item presentations to meet current and future objectives
• Increase distribution of Ghirardelli and improve ACV of existing distribution.
• Forecast all new item changes vs. budget on a monthly and more frequent basis when needed.

Promotion/Pricing:

• Plan and implement promotional plans with key accounts
• Price point management vs. objectives which includes price change implementation as needed
• Develop selling tools for all brokers and distributor representatives
• Ensure accurate monthly forecasts for all promotional and non-promotional volumes
• Track all key initiatives on a timely basis
• Manage both trade, non-trade and CP funds to meet financial goals
• Work with broker analysts to maintain all deductions less than 60 days

In-Store Excellence:

• Work with both brokered and Ghirardelli retail sales teams:
  • Planogram development and adherence to match Ghirardelli goals
  • All Ghirardelli products merchandised together (Premium portfolio blocks)
  • Establish monthly goals/actions to deliver excellent in-store conditions
  • Ensure proper POS is utilized and in place

Other Responsibilities:

• Report sales and prepare category reviews/business reviews for key accounts as needed
• Travel to each broker office as needed
• Collect competitive activity on an ongoing basis and be a category expert for customers/brokers
• Be prepared for Ad Hoc tasks and projects helping internal resources on existing product analysis and new product launches

WHO WE ARE

At Ghirardelli, we're on a mission to become a one billion dollar brand and beyond. We want to be every consumer's first choice of premium chocolate, and we believe we can do that through our products and the way we do business, which are all inspired by our brand commitment to Making Life A Bite Better. We are a company committed to both personal and professional growth and believe that each employee contributes directly to Ghirardelli's growth and success.

Under the direction of a Director or Team Lead, the Region Manager will be responsible for achieving sales, profit and instore conditions for assigned customers.

The Account Representative has responsibility for a group of customers within a geography. This could be either direct customer responsibility or brokered customers. In the case of brokered customers, the Region Manager is also responsible for providing direction to brokers and managing the broker relationship. Achievement of goals are greatly influenced by the following objectives: new distribution target attainment, trade promotion budget adherence/efficiency, forecasting excellence, expense management and achievement of Game Plan initiatives.

They should be the champion of the Ghirardelli premium brand name with the customer, enhancing the Ghirardelli premium image through appropriate pricing and promotional activities.

This is a remote role. The territory includes CA, AZ, WA, OR, ID and HI. The preferred location is Northern CA.

• BA/BS Degree preferred with a minimum of 3 years of direct or support of account selling and/or broker sales experience; or a combination of equivalent education and experience.
• Strong oral and written communication skills
• Experience with forecasting and promotional planning/deduction management systems
• Ability to analyze promotional spend and adjust to increase ROI for Ghirardelli
• Demonstrated ability in public speaking and making effective customer presentations
• High level of follow-up, availability and responsiveness to internal and external partners.
• Good organizational and time management skills
• Strong analytical and computer skills (MS Office Suite)
• Exhibit high level of focus and account penetration
• Extensive knowledge and experience with channel and/or customers is highly desired
• Prior direct management or support of accounts and/or broker sales experience required

Other Job Requirements

• Travel on average 40% of the time
• Ability to travel to various locations across the country or local travel to meetings
• Works out of home office and/or broker offices as needed
• Rare to Occasional ability to lift and carry up to 50 pounds*
• Occasional to Constant Repetitive Fine Manipulation (keyboarding, ten key, writing)
• Rare to Occasional Simple Grasping
• Occasional to Frequent Sitting
• Occasional to Frequent Walking
• Occasional twisting of the neck and waist
• Rare to Occasional Reaching at or below the Shoulder level
• Occasional to Frequent usage of verbal communication equipment (phone, radio, cellular)
• Rare to occasional squatting (filing & retrieving files)

Salary: $107K to $140K/yr. + Bonus Eligibility