Manager, Regional Sales

ABOUT BAY STATE MILLING:

Bay State Milling is a family-owned company with a strategic intent to support the growth of the next generation grain-based foods in North America by providing a leading array of plant-based ingredients. Since 1899, we have proudly provided exceptional quality flour and grain products, and we continue to build on our legacy as we bring new supply chains and technologies into our realm of capabilities.  Our Core purpose is to provide food ingredients to promote the growth of healthful and affordable food choices for the consumer.

We recognize that the universe of grain-based foods is constantly changing and responding to consumers’ desire for variety, healthfulness, great taste and affordability in their food choices. We are not afraid of change; in fact, we believe that change cultivates opportunity. Our goal is to stay a step ahead of our customers’ needs, while always maintaining the trust they have placed in us for generations. We are committed to maintaining our Core Values of INTEGRITY, QUALITY, CREATIVITY, CARING, and COLLABORATION in pursuit of achieving this goal.

SUMMARY  

The Regional Sales Manager is responsible for defining and executing geographic account strategies, leading cross functional teams and Territory Sales Representatives while developing, marketing, and selling Bay State Milling’s comprehensive capabilities primarily to local and regional accounts focused on segments in but not limited to, commercial baking, food manufacturing, chain manufacturing, and distribution who utilize grain-based value-added ingredients.

ESSENTIAL DUTIES & RESPONSIBILITIES

Milling and ingredient solutions in grain-based foods are foundational to Bay State Milling’s strategy with our mission being to build healthful and affordable food choices for the consumer. Our Company is a leader in conventional, whole grain, multi grain, organic, specialty, and gluten free products providing a broad spectrum of seeds, grain blends, and flours that can cost effectively create flavor, improve nutrition, and drive consistency for our customers.

• Sell grain-based value-added ingredients to include but not limited to wheat flour, ancient grains, rice, specialty oats and blends to selected local, state, regional, and national customers.
• Deepen customer relationships and strengthen Bay State Milling’s geographic presence and market penetration with commercial baking, food manufacturing, and food and ingredient distribution.
• Daily management for administration facilitation around credit, contract management, deductions, functions as a liaison between other field sales, R&D, PAT, Transportation, Procurement and internal operations. Must operate with a broad understanding of the food industry and commodity markets.  Must have a broad understanding of how it relates to our business.
• Lead, manage, supervise, train, and develop Territory Account Managers and Representatives.
• Develop and prioritize customer engagements to leverage and sell the combined BSM ingredient portfolio
• Manage the contribution margin on customer sales which includes:
  • Regional sales strategy development
  • Budgeting & forecasting
  • Pricing responsibility and accountability
  • Formal customer relationship management
  • Monitor, and communicate customer business performance
• Collaborate cross-functionally with Corporate Management, Sales & Marketing, R&D, Operations, QA, Transportation, and financial job families to create enterprise customer awareness and deliver relevant, timely, and profitable customer solutions that create and optimize value.

QualificationsTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and EXPERIENCE  

Bachelor’s degree preferred and/or five years selling or general experience in the food, food distribution, or food manufacturing business with excellent oral and written communication skills. Incumbents must possess strong leadership, negotiation, presentation and self-motivation skills as well as a working knowledge of computerized business and communications applications. Incumbent must have the ability to plan and prioritize.

Physical DemandsThe physical demands described here are representative of those necessary by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, use hands to figure, handle, or feel; reach with hands and arms; and talk and hear.  Employees are frequently required to stand, walk, climb or balance, and must occasionally lift and/or move up to 50 pounds.   Specific vision abilities required by this job include close vision, distance vision, and ability to focus.  The employee is also required to travel via automobile, train and plane for long distances on a regular basis.

Work EnvironmentThe work environment characteristics described here are representative of those that are essential for an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The primary work environment is an office environment.  The noise level in the work environment is usually low.  Travel requirements will require frequent visits to manufacturing facilities that will expose the employee to machinery, moderate to high noise levels, airborne particles, dust, and heat.  Hearing protection is required in certain areas of the plant.

FOOD SAFETY / SECURITY REQUIREMENTS:

The Company is committed to producing and delivering defect-free products.  To ensure this, all employees are required to train on and adhere to the Good Manufacturing Policies set forth by the Company as they pertain to personnel practices, equipment, and facilities.  It is also vital that all employees be aware of the work environment and when possible, prevent accidental or intentional adulteration of products produced at this facility.  As a result, any employee has a right to put a product on hold if they have a concern.  At the plant level, only the Quality Assurance Manager and General Manager have the authority to release products on hold.