Job Overview:

This position is responsible for the development, coordination, and selling activities within the territory to ensure ongoing sales growth for assigned categories/brands and UNFI customers. This role will be responsible for managing assigned categories/brands growth while achieving sales and gross margin targets. This role will collaborate with Region Sales on the development and growth of assigned categories/brands within their assigned accounts.

Job Responsibilities:

Strategic Sales Development & Account Results: 

• Works independently with customers and Region Sales to support current sales base, educate and suggestive sells to deliver profitable sales at retail and wholesale.   Skilled in joint business planning with customers focused on distribution, shelf, merchandising, and pricing elements to deliver short and long-term objectives of both the customer and UNFI.
• Responsible for the sales, profits, and vendor funds within their assigned accounts.  
• Owns and identifies customer needs and owns/drives opportunities of programs to increase and develop new business in accounts.
• Partners and collaborate with the Region Sales team as an expert in programs, categories, and brands for assigned accounts.
• Collaborate with Region Sales in conducting annual business reviews and joint business plans with assigned accounts.
• Establishes selling and program and objectives for accounts.
• Develops, manages, and sustains strong working relationships with internal and external constituents to drive overall sales growth and profitability of the categories/brands in assigned accounts.
• Monitors progress/performance to ensure expected outcomes are achieved.
• Manages and leads customer sales meetings/calls as needed/necessary to provide expertise to drive program adoption.
• Establishes and maintains a regular schedule of sales calls on assigned accounts.
• Sells in early adoption of new items and programs to assigned accounts.
• Participate in in-person UNFI and industry events/shows as needed to drive category sales and meet with customers/suppliers.
• Performs other job duties as assigned/required.

Collaborates across boundaries to partner and drive results

• Initiates and acts on business opportunities.
• Collaborate with Region Sales to align on sales expectations and business initiatives.
• Monitors the changing environment and competition to be sensitive to region and retailer needs; this includes maintaining a strong working relationship with region retailers.
• Owns and develops plans to achieve delivered objectives/budget/results.

Communications: Serves as a communication link between assigned accounts and UNFI:

• Represent UNFI as a subject expert for assigned categories/brands with customers.
• Works collaboratively with Region Sales.
• Share insights and feedback with the region promotion team.
• Attends and participates in sales meetings, region sales, and customer events.
• Good judgment is required for this position as there may be times when direct supervision may not be immediately available. 

Job Requirements:

Education/ Certifications:

• Bachelor’s Degree Preferred, or equivalent experience and training.

Experience: 

• (5) Five years of related experience is required.
• Center Store category/brand experience preferred. 

Skills/Abilities:

• Strong strategic, planning, and organizational skills are essential.
• Ability to work with an array of products and services.
• Familiar with grocery retail and wholesale operations.
• Must have strong relationship-building and customer service skills.
• Analytical and problem-solving skills, experience in taking initiative and making appropriate decisions.
• Must be able to adapt to competitor and/or market shifts, must be able to learn/adapt quickly to changes and cooperate/promote partnerships.
• Ability to produce proven results of the desired outcome.
• Strong detail orientation skills essential.
• Proficiency with computer systems and applications (especially Word, Excel, PowerPoint essential.)
• Proven ability to take direction from multiple sources.
• Ability to show personal initiative and commitment and to work independently.
• Ability to sell in a consultative manner.
• Ability to work cross-functionally with different internal departments.

Work Environment:

Remote Role: 

• This position is classified as remote where the associate will perform remote work from their primary residence. Remote associates are welcome to work from the office but are not required to do so. While remote associates are not required to work from an office regularly, they may be required to come to the office or other UNFI locations for necessary business reasons or if directed to do so by their manager.

Travel:

• Ability to work in retail stores up to 75% of the time with potential overnight travel.
• Must live within the region or territory.

Physical Environment/Demands:

Office Roles:

• Most work is performed in a temperature-controlled office environment.
• Incumbent may sit for long periods at a desk or computer terminal.
• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• Incumbent may use calculators, keyboards, telephones, and other office equipment during the normal workday.
• Stooping, bending, twisting, and reaching may be required in the completion of job duties.