Regional Business Manager

ABOUT ELMER’S

 

Elmer's markets hundreds of products developed to meet the ever-changing needs of consumers. They range from a full line of adhesives, arts, crafts, educational and licensed products for children to a complete offering of craft, hobby, office and home repair products for adults. Headquartered in Columbus, Ohio, Elmer’s mission is to inspire people to create, build and learn for life.

 

Can you imagine a more satisfying business to be in?

 

SUMMARY:

Under the direction of the Area Director, the Regional Business Manager will develop and manage Elmer’s business within a particular geographical and/or account area.  Manage and motivate various broker organizations to achieve sales volume, distribution objectives, and profit goals for company products within established cost parameters.

 

RESPONSIBILITIES:

· Manage the company’s sales activities through brokers/Rep’s so as to achieve volume and distribution targets and build long-range franchise for all products.

 

· Establish, with Area Director, sales volume, distribution, variable customer contribution, promotional and other objectives for each broker account in his/her territory and develop action plans for their implementation.

 

· Develop and maintain cordial and mutually beneficial business relationships with each broker and broker account.  Build broker enthusiasm and, through them, customer enthusiasm for company products and merchandising plans.  Ensure that channels of communication to and from brokers are open and used effectively.

 

· Develop Key Account Relationships above the buyer level to maximize Elmer’s effectiveness.

 

· Build sales volume and share of market by influencing decisions of brokers and customers’ buyers with regard to pricing, shelving, distribution, secondary locations, and participation in promotional activities, based upon analysis and interpretation of syndicated data (fact-based selling).

 

· Initiate and assist in development of customer specific promotional efforts.  Know customers’ buyers, category managers, merchandisers, store operations, and promotion managers, develop understanding of their individual philosophies, styles, and objectives.

 

· Assume leadership role in advancing Elmer’s Category Management strategies to control distribution, shelving, pricing and promotions.

 

· Work with Sales Operations, brokers and key accounts in developing fact based selling strategies, sales presentations and business reviews.

 

· Participate in the planning and execution of all promotional and merchandising activities.

 

· Co-manage the administration of promotional funds to assure efficient use.

 

· Manage, proactively, invoice deductions for all direct and broker accounts.

 

· Develop and implement plans to help brokers acquire new accounts.

 

· Train and motivate brokers and broker organizations.  Help brokers to understand and meet company standards.  Work with broker sales personnel.  Establish retail objectives, i.e. distribution, price parity, margin parity, facings, off-shelf displays.  Conduct retail market checks and individual store audits to assure account objectives are achieved and Elmer’s standards met.

 

· Evaluate broker effectiveness and, if necessary, recommend their replacement.  Coordinate the selection process for acquiring new brokers and recommend preferred candidate.

 

· Maintain open communications with Area Director, Marketing, Finance and Director of Sales Operations, providing them with information on competitive activity and effectiveness of company’s selling programs.  Respond to all headquarter requests on a timely basis.  As appropriate, request new sales and promotional support where needed to meet and exceed goals.



 



QUALIFICATIONS:

· College Degree in Business or Marketing

· 5 to 7 years experience in related businesses, either selling consumer goods or buying for retail.

· Experience managing direct accounts and/or brokers.

· Requires analytical ability and competence in computer software applications pertaining to consumer products. I.e. PowerPoint, Excel

· Excellent communications ability, oral and written.

· Self-disciplined and self-starter.

 

To apply online, please visit www.elmers.com.

 

*This position will not be offering relocation