AAK Foodservice, a division of AAK USA, a Swedish based, world leading producer of high value-added specialty vegetable oils and fats, is a National Foodservice Manufacturer and supplier recognized as the leader in Customer Service and Innovative Solutions. Our purpose is to improve the quality of life of our customers and our employees. We make it our mission to ensure the safety of all employees, develop a highly engaged workforce, and enable our customers to meet their goals while operating in a sustainable and ethical fashion.

We make safe, enjoyable food for customers and consumers while adhering to our team values. At AAK Foodservice we encourage and challenge each other, by speaking honestly and openly and being committed and accountable to one another. We have high expectations of ourselves and rely on one another to produce an enhance trust within our team.

We are currently seeking to hire a Sales Zone Manager for the Northeast USA region.

This position works in a high performance, customer-focused team environment and is responsible for developing and accelerating the contribution profit growth of broadline and independent distributors within the Northeast Zone. This is a ?sales hunter? role designed for a very entrepreneurial minded individual who would like to make an immediate impact by building a business from the ground up. The position will employ a CCV (Creating Customer Value) consultative based selling process, a value added approach to pricing and profitability, utilize a stage-gate approach to new product development and commercialization, leverage integrated marketing, branding and promotion activities and apply deep knowledge of the foodservice marketplace/players to accelerate AAK Foodservice growth.


Responsible for:

? ?Broadline and Independent Distributor GTM (Go to Market) Plan

o ?Achieve and/or exceed Annual Operating Plan (OPLAN) Gross Contribution Profit $ (KPI #1) and Unit Volume (KPI #2) for targeted region and accounts.

o ?Develop and deploy plans, actions, and processes to MAINTAIN existing customers, GROW market share with existing customers and GAIN new customers/business in targeted regions as well as developing and implementing growth plans in additional targeted geographies as AAK Foodservice Business Strategy requires. Ensure Sales Strategy enables the business to meet annual and strategic horizon growth targets for required Gross Contribution Profit $.

o ?Develop and deploy a disciplined GTM (go to market) approach to managing development of customer relationships and a pipeline of opportunities. System needs to drive alignment of company resources with sales objectives and make use of current tools and processes as they are useful. System must also address:

? ?highly effective team selection and development

? ?efficient building of business within Sales Zones and Targeted Accounts

? ?retention of key customer information

? ?effective internal communication of customer and market developments

o ?Provide market insight about and drive geographic expansion of the broadline and independent distribution business through selection and development of key customer relationships.

o ?Provide insight about and drive product line and package option expansion through selection and development of key customer relationships.

o ?Leverage customer innovation capabilities to drive growth with strategic targets through branded and custom developed products that solve issues for growing broadline and independent distributor customers.

o ?Demonstrate macro understanding of the market demand for products through accurate, detailed assessments of competitor strategies/tactics, customer strategies key accounts and pivotal rivalries/partnerships.

o ?Translate macro understanding of market demand into effective pricing strategy recommendations and implementation on a weekly and annual basis.

? ?Business Management and Sales Reporting

o ?Responsible for forecasting monthly, quarterly and annual volume using SAP BW and APO (Advanced Planning Optimization) module for Monthly Business Reviews, Quarterly Business Reviews, monthly S&OP (sales & operations planning) meetings and development of Annual Operating Plan.

o ?Conduct Monthly and Quarterly review of sales pipeline for quality and quantity against OPLAN/budget.

o ?Maintain and update CRM system (Sales Toolbox) for contacts, complete 5 to 10 weekly call reports using Sales Toolbox on the most meaningful customer activities and customer projects for each sales person.

o ?Maintain and update sales pipeline (Global Opportunity Database) on monthly basis to communicate customer requirements to cross-functional teams for S&OP (sales & operations planning) and customer innovation implementation.

o ?Complete Monthly Business Reviews (MBR) and Quarterly Business Reviews (QBR) to assess financial performance vs. assigned OPLAN. Provide coaching to achieve and/or exceed OPLAN Gross Contribution Profit $ on individual Zone/Territory.

? ?External (Distributors? Food Shows and Marketing Programs) Customer Coordination

o ?Maintain an annual calendar of proposed food shows hosted by Broadline/Independent Distributors (current and prospective new customers) within assigned Zone, total marketing spend requested for each show and ensure required financial return on investment is achieved for each proposed food show

o ?Complete financial analysis and return on investment for each customer marketing program to determine feasibility for annual marketing program approval. Propose Base vs. Growth program thresholds to align customer incentives for accelerated Contribution Profit $ growth and obtain approval from Sales Director Broadline Distribution and/or Vice President Sales.

o ?Review customer requirements with sales team and manage execution of programs with AAK Foodservice cross-functional teams

AAK USA, Inc. is an Equal Opportunity Employer that is committed to workforce diversity. EOE. M/F/D/V.


? ?Bachelor?s Degree from an accredited institution with a major in liberal arts or science. B.S or M.S. in Food Science and/or M.B.A. is a plus.

? ?7+ years in progressively increasing responsibilities of sales and sales leadership of manufactured foods sold to foodservice broadline/independent distributors and restaurant customers (operators) in the Northeast Region

? ?Passion for coaching and developing a remote sales force through daily interaction, Monthly Business Reviews (MBR) and Quarterly Business Reviews (QBR)

? ?Ability to leverage key relationships with broadline/independent distributors and restaurant customers (operators) to gain opportunities for growth

? ?Expertise in growing foodservice business with regional and national Broadline/Independent distributors and restaurant customers (operators) into additional geographic regions

? ?Strong proficiency of P&L statement and understanding of key drivers to improving profitability

? ?Superior verbal and written communication skills of the English language

? ?Experience selling private label solutions as well as branded products

? ?Strong interpersonal skills, ability to communicate and manage well at all levels of the organization and with staff at remote locations essential

? ?Strong problem solving and creative skills and the ability to exercise sound judgment and make decisions based on accurate and timely analyses

? ?High level of integrity and dependability with a strong sense of urgency and results-orientation

? ?Expert knowledge and use of Microsoft Word, Excel and Powerpoint for internal/external customer meetings

? ?Candidates must be authorized to work in the US, now and in the future, without sponsorship

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