Grows, protects, and maintains UNFI’s market share within the assigned region through new affiliations and by supporting existing customers with new store development, store upgrades, acquisitions, and brokerage initiatives. Identifies new market opportunities, builds strategic partnerships, and drives long-term value and sustainable revenue growth. Emphasizes strategic thinking, relationship development, and strong communication, along with effective persuasion, negotiation, and closing skills.
Job Responsibilities:
Supports development and implementation of the region’s key initiatives as identified through the annual planning process, leading to specific strategies and implementation plans to grow and/or protect UNFI’s market share
Gains buy-in from Region President, VP Sales, VP Market Development, Merchandising, Logistics, Finance, HR and Corporate leadership regarding territory strategies and plans
Communicates priorities, standards and expectations
Focuses on market development strategies for our current customer base, the affiliation of external retailers and retention of business through succession planning/ brokerage
Forecasts revenues, expenses for their assigned territory.
Establishes and maintains relationships with territory target accounts
Works with team to establish a pipeline of prospective customers
Shares best practices, market analysis, consumer research and/or other resources to help retailers position and compete effectively Engages in extensive interaction with executives both within UNFI and in the industry at large
Coordinates projects with several departments in a manner consistent with the needs of all parties, this coordination will be necessary to facilitate affiliation projects, new store development, expansions, upgrades, acquisitions and store brokerage
Specific coordination will be between Sales, Finance, Business Analysis, Logistics and legal/credit, must possess sufficient knowledge of each of these areas to properly accomplish this function
In conjunction with Business Analysis, accountable for financial projections showing the feasibility and profitability of projects in which a proforma is created and will be accountable for the accuracy of the projections
Able to coordinate with several departments while in the field
Success will also be measured by maintaining a high workload through project volume and activities associated with seeking out all potential opportunities
Supports and implements key initiatives of the region
Implement strategies for current customers and attract new customers
Education/ Certifications:
7+ years success in sales/account management
5+ years of people management experience
Experience in developing and carrying out business plans, sales plans, and commission programs
Demonstrated experience and knowledge base of Strategic and Core Account Management principles and philosophies
Substantial working knowledge of operating results for both retail and wholesale operations will be required
Understanding and knowledge of company products
Working knowledge of sales forecasting, programs, promotions and related techniques
Working knowledge of Profit and Loss Statements
Proficiency in Microsoft Office Suite
Working knowledge of margin and company profitability
Experience managing and developing people for sales positions
Knowledge/Skills/ Abilities:
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 on a regular basis, 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 (major):
Travel is required up to 50% for this position
#LI-Onsite
UNFI is an Equal Opportunity employer committed to creating an inclusive and respectful environment for all. All qualified applicants will receive equal consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, national origin, disability, protected veteran status, or other protected ground. Accommodation is available upon request for candidates taking part in all aspects of the job selection process. - M/F/Veteran/Disability. VEVRAA Federal Contractor.
Compensation:
UNFI anticipates paying the above-referenced pay rate (or within the above-referenced pay range) for this position. Actual Pay, where applicable, will depend on a number of factors, including, but not limited to, education, experience, training, and any requirements under applicable collective bargaining agreements. UNFI is committed to transparency in pay in compliance with applicable state and local laws.
Benefits:
For Washington positions (or positions that may be performed remotely from Washington), https://www.unfi.com/jobs-more-info-wa.html for Washington-specific paid time off details.
Candidates hired into this position will also be eligible to participate in the following benefits programs: Paid Time Off; Sick Time; paid holidays and parental leave; 401K Program; medical, dental, vision, life, and accidental death/dismemberment insurance; short-term and long-term disability insurance program, Flexible Spending Account and/or Health Savings Account, subject to meeting the eligibility requirements and the terms and conditions of these programs, and subject to any requirements under applicable collective bargaining agreements.
UNFI’s compensation, benefits, and paid time off policies are subject to change in the Company’s sole discretion, consistent with applicable law. This job posting should not be construed as an offer of employment with certain terms, nor should it be construed as a guaranteed minimum.
Qualified applications with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance and the California Fair Chance Act.
