District Sales Manager Designate

We're looking for dynamic people to help us keep Lance snacks on top. Our valued employees receive comprehensive benefits and work in a positive environment that encourages professional and personal development.

MAJOR JOB FUNCTION:

Provides strong leadership for our Sales Representatives, and Trainees. Must teach and train District sales team members to maximize the sales of Lance products to our customers and potential customers. District Sales Managers must be performance driven toward the Company goals of exceeding daily and weekly sales plan objectives. Above all, District Sales Managers must maintain high personal and moral standards that uphold the Lance vision of “Winning by being the best at satisfying America’s snacking appetite”.

PHYSICAL REQUIREMENTS:

1.Safely lift and load products weighing up to 50 pounds.

2.Lift, load and assemble displays weighing up to 70 pounds.


3.Assist in the loading, placement, and/or removal of vending machines that weighs approximately 600 pounds. (To include the use of a hand truck designed for moving heavy equipment.)

4.Work in all types of weather conditions.


5.Drive defensively at all times

6. Climb in and out of a truck or trailer as often as necessary.

SALES PERFORMANCE OBJECTIVES:

Key Performance Indicators are used to measure a District Sales Mangers sales performance and will be reviewed by the Zone Sales Manager on a weekly basis.

1.Exceeding Sales Plan: Responsible for increasing District and territory sales to a level that exceeds the Company and/or Zone Sales Plan objective. The Zone Sales Manager and/or Regional Sales Manager will define the minimum growth requirements based on the opportunities available. District Sales Managers are expected to exceed sales plan objectives each week they are working on territory with a Sales Rep or sales Trainee.

2.Maintaining High Service Standards: Responsible for maintaining high service standards in the branch that ensures 100% of all scheduled customers are serviced each week.


3.Execution of Promotional Activity: Responsible for identifying and implementing incremental sales activities in current and potential accounts and assigning individual territory goals. Specific incremental sales opportunities may include, but are not limited to, the following:

A.Placing secondary displays and/or other point-of-sale material that will generate increased impulse buying from Lance and/or potential Lance consumers.
B.Developing current accounts by selling new or additional products and/or product lines to expand the varieties of Lance products sold within the account.
C.Re-displaying accounts with new or larger displays that better merchandise Lance products sold within the account.
D.Ordering and selling all newly introduced products to current and potential customers.

4.Soliciting New Customers: Branch Sales Managers must set the standards for selling new accounts on a daily basis. The minimum requirement for new customers sold by the District Sales` Manager is usually two (2) new accounts per week with a goal of five (5) new accounts per week. This goal may be effected by the potential identified on the Territory Business Plan Profile.

5. Work with: Spend a minimum of 3 work with days on each route every quarter.

SALES ADMINISTRATION & ASSET MANAGEMENT:

District Managers are responsible for maintaining all files and controlling the District assets and expenses.

1.Protect Lance Assets: Review all reports associated with Lance assets. Responsibilities include but are not limited to the following:

A.Review A/R report and follow-up on missing or late remittances, variances, other outstanding monies due Lance, Inc.
B.Collecting accounts receivable with a goal of less than 10% past due. Follow-up on customers that are delinquent in their monthly payments.
C.Review Vendor reports to make sure all machines are properly charged to the correct locations.
D.Perform stock audits on all territories every 90 days to make sure inventories are balanced.

2. Inspect Route Books:Visually inspect each territory’s route books to make sure all accounts are up-to-date with a sheet for each account and proper directions. Route book inspections must be performed at least twice per year.

3. Verify VCI in Commission Vending Machines: District Sales Managers should verify the VCI in commission vending machines at least once per year. Exception would include anytime employee turnover occurs as a new Sales Rep cannot be checked on territory without first having verified the VCI in commission vendors are balanced.

4. Monitor and Control District Expenses: Review District expenses on a weekly basis and implement cost reduction programs for any area that is over budget.

5. Truck and Stockroom Inspections: Branch Sales Mangers will inspect the trucks and stockrooms a minimum of every 90 days to make sure Sales Reps or Trainees are maintaining high standards for sanitation and safety.

6. Weekly & Period Reports: District Sales Managers are responsible for completing and/or reviewing a number of weekly and period reports as defined by the Company or Zone Sales Manager.

7. Sales Rep & Trainee Job Descriptions: Branch Sales Managers are accountable for making sure the Sales Rep and Trainee is aware of their job description and all other Lance policies that may effect their performance.


BASIC WEEKLY REQUIREMENTS:

The following is a basic “checklist” for the District Sales Managers standard weekly activity when working with a Sales Representative or Sales Trainee.

1.Exceed the weekly sales Plan Objective.
2.Sell 100% of the scheduled customers
3.Identify and implement incremental sales activities in current and potential accounts. Specific incremental sales opportunities may include, but are not limited to the following promotional activity:

A.Placing promotional and secondary displays and/or other point-of-sale material that will generate increased impulse buying from Lance and/or potential Lance customers.
B.Developing current accounts by selling new or additional products and/or product lines to expand the varieties of Lance products sold within the account.
C.Re-displaying accounts with new or larger displays that better merchandise Lance products sold within the account.
D.Ordering and selling all newly introduced products to current and potential customers.

4.Make daily sales calls on new accounts. The goals for number of new account calls and new accounts to be sold are based on the number of potential accounts listed on the Territory Business Plan.

5.Update and/or complete a current Business Plan Profile and make sure the Sales Rep understands the potential and expectations for new account distribution. A copy of the TBP should be submitted to the Zone Office and District file.

6.Review a current TA with the Sales Rep making sure he/she understands his current standing and future objectives. A copy of the TA should be submitted to the district Office and Branch file.

7.Print a vendor list and check all vendors during the week. verify that all vendors are at the correct locations and accounted for.

8.Verify the VCI is correct on commission vendors.

9. Follow up on all past due accounts and past due vendor parts.

10.Check route books. Make sure every account is in the book on the right day or days and make sure the directions are correct. Re-write pages if needed to make sure they are legible.

11.Complete a Stock Audit, Truck Inspection, and Stockroom Inspection. Set the standards for maintaining a clean and neat truck and stockroom at all times.

12.Review the Sales Rep AR account and clear up any problems with outstanding money.


RELATIONSHIP:

The District Sales Manager reports to the Zone Sales Manager.
REQUIREMENTS
District Sales Manager - DSD Snackfood Industry
Lance, Inc., one of the largest manufacturers and distributors of snack products, such as Toastchee® Crackers, Thunder ™ Chips, Captain's Wafers®, Gold N Chees®, Cakes, Candy and Outpost Brand™ beef jerky, is searching for an experience District Sales Manager.
District Sales Managers are responsible for meeting and exceeding sales goals and objectives by providing strong leadership through training and development of their sales team. Responsibilities include recruiting/hiring, safety, training, tracking performance, coaching and motivating. Above all, District Sales Managers must be committed to “Delivering Extraordinary Service That Delights Our Customers.”
A minimum of one year’s experience in management and Direct Store Delivery (DSD) in the food or beverage industry is required. Some travel is required. Those who do not meet the above criteria will not be considered.
A career with Lance offers the right candidate vast opportunities in training and personal development, as well as a competitive salary and generous benefits that include Medical, Dental, Vision, Life, Flexible Spending Accounts, Short and Long Term Disability, Stock Purchase Plan and 401(K). Most benefits start in two months or less!Lance is headquartered in Charlotte, NC USA. Lance is a drug free work place. EOE/M/F/D/V. Drug and Background Checks.