National Sales Manager B2C at Marukan Vinegar - Marukan Vinegar U.S.A. Inc.

• Manages company’s contracted Regional Sales Managers and the broker network.  Provides day-to-day direction and approval of all sales activities.
• Directs the Assistant Sales and Marketing Manager in his or her duties, which include;
  • Consumer syndicated data analytics and reporting.
  • Trade promotion management (TPM), monitoring discount expenses and managing to within budget.
  • Ecommerce Sales through the Amazon Seller Central platform and others.
• Works with Accounts Receivable to reconcile customer deductions and account for sales department spending.
• Works with Sales Coordinators to provide direction on order entry, customer service, shortages and/or timing of sales order shipments, and all other customer issues or concerns.
• Communicates sales forecasts and immediate product demand to Production and Transportation Departments to maximize sales and minimize shortages.
• Develops and updates the pricing strategy for the B2C Sales Division.
• Makes annual and monthly sales forecasts and sales related expense budgets.
• Oversees promotional planning for the all retail Grocery Division to achieve maximum sales while keeping spending within budget.  Communicates the promotional plan to Regional Managers and brokers.
• Has the responsibilities of a Regional Sales Manager in Canada or any other regions without RSM coverage.
• Represents company at Trade Shows, Conferences, Distributor/Customer Events and manages personnel and logistics for such activities. Decides which events to participate in based on ROI and intangible benefits of participating. Maximizes/monetizes all trade events and reports outcomes to VP of Sales and company officers.

• Sales – B2C Division, including Grocery and Ecommerce, excluding JFC accounts.
• Marketing – Product offering, pricing, trade and consumer promotion.  Use of the company website and social media.  New item development from concept to launch.
• Administrative – Prepare reports for VP of Sales to present to executive management and board of directors. Attend and participate in these meetings as necessary.

• Reports to executive managers and VP Sales in a weekly sales meeting. Recaps activities in weekly sales notes which are sent to Japan headquarters.
• Leads a sales meeting with the regional sales managers and staff on a regular basis.
• Assists in providing information on outstanding receivables and deductions with accounting manager and AR clerk in a weekly meeting.
• Travels to all primary sales regions of the company at least once per year.  Reviews quarterly sales objectives with Regional Managers.
• Attends major customer category reviews and broker/distributor training sessions as needed.
• Evaluates regional managers. Incentivizes, trains, disciplines and makes changes in personnel when necessary.
• Works with RSMs to evaluate and grade brokers at least annually. Incentivizes, trains, improves execution or makes changes in the broker network when necessary.
• Maintains up to date records of retail distribution and pricing activity in retail stores for Marukan and competition.
• Implements company policies and procedures in areas of responsibility.
• Product Knowledge: Stay updated on product features, benefits, and competitive advantages to effectively sell to consumers.

• Performs special projects and other miscellaneous duties as assigned.

• Minimum Bachelor’s degree in Business, Sales, Marketing, or Management

• Strong understanding of retail grocery trade, specialty grocery distributors.
• Understanding the “Go To Market” strategies of specialty food manufacturers using specialty, natural and ethnic distributors, wholesalers and direct buying retail customers.
• Extensive knowledge of grocery and specialty food broker networks across the U.S.
• Consumer behavior as it relates to grocery and specialty food consumers.
• Strong financial background as it relates to managing the Sales Department P/L.  Must be able to make reasonably accurate sales forecasts and budgets based on factual data, dynamics in the industry, critical thinking and practical intuition.

• Minimum ten years of food industry experience in related positions or equivalent.

• Leadership skills that will influence team members to embrace change and commit to a culture of continuous improvement and high achievement.
• Strong interpersonal and communication skills, both verbal and written (in English) including customer sales reviews, public speaking, training of distributor or broker sales forces, employee reviews, interviews, and conflict resolution.  Must be able to clearly report sales opportunities, progress, and challenges to executive management.
• Strong strategic, analytical, and budgeting skills needed for determining sales department policies and procedures, decision making, creating sales presentations using sales reports and syndicated data, writing and managing sales targets, promotional strategies, and budgets.
• Ability to travel up to 50% of the time per month, about 25% of the time per year.  Should be an efficient traveler who can work from the road
• MS Dynamics 365 ERP system and related applications
• Microsoft Office Suite including Outlook, Teams, Excel, Powerpoint, Word, etc.
• Using the Internet for research, customer databases and portals

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