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National Account Manager - Latin Channel

Position Summary:

Lead and direct V&V’s sales resources and distribution network within a Region to increase revenue and tonnage sales aggressively assertively through effective sales and service through retail and food service channels.


Primary Responsibilities:

  • Develop a vision and sales plan for the Region, and direct sales team and distributors to achieve the vision and plan.

  • Responsible for achieving customer sales goals, allocated budget, and profit/loss results.

  • Lead and develop team to achieve revenue, tonnage, and other performance objectives.

  • Develop and manage business relationships with V&V’s brokers, retailers, customers, distributors, within grocery and restaurant chains and as well as the regional offices of national chains.

  • Ensure the Regional sales resources and distribution network identify and develop high potential accounts and effectively position V&V as a “value creating” supplier and business partner.

Key Activities:

  • Responsible for managing sales team including merchandisers within your Region. Will set goals, provide performance feedback, establish continuous improvement plans for assigned staff that will aid in developing region.

  • Establish the vision, priorities and objectives for the sales teams, other sales personnel, retail customers, brokers and distributors within the assigned Region and monitor performance.

  • Develop and implement a sales plan for the Region to significantly increase V&V’s sales while also developing high opportunity accounts.

  • Determine how direct sales personnel and brokers are to be deployed in the Region.

  • Provide focused leadership to drive sales and service improvements, making significant and rapid short-term impact while building for the long term.

  • Work with the Sales Manager(s) and their teams to ensure that resources are effectively deployed to grow V&V’s retail, foodservice, and grocery businesses.

  • Work with the Account Executives and broker and distributor management to develop broker/distributor-specific marketing plans and to ensure that broker and distributor sales personnel are properly trained, deployed, and engaged in growing V&V’s business with their customers.

  • Build and develop the Region, via own staff and via distributor and broker network. Recruit, select, develop, and supervise, Distributors and Brokers.

  • Assist in the recruitment process when necessary.

  • Motivate, inspire and coach regional sales personnel, merchandisers, brokers and distributors to implement the vision, meet or exceed their assigned sales objectives and position V&V as a “value creating” supplier and business partner.

  • Proactively build senior level customer relationships with and sell to grocery and restaurant chains and regional offices of national chains within region.

  • May assume lead account exec role for key strategic accounts within a Region.

  • Responsible for resolving issues within assigned Region.

  • Collaborate with other Regional Sales Managers and their teams to share important competitor and customer learning’s.

  • Ensure that the regional sales team develops the required sales and sales management capabilities to accelerate V&V’s growth.

  • Responsible for complying to all Safe Quality Food (SQF) polices/procedures and requirements for position.

Performance Metrics:

  • Regional revenue and tonnage increases

  • Broker and distributor sales results

  • V&V market share

  • Product freshness at customer

  • Employee development and satisfaction

  • Customer satisfaction

  • Expense management

  • Forecast accuracy

  • Safety

Necessary Experience:


  • Outside business-to-business sales experience and proven track record, including national or major regional account management.

  • Formal supervisory responsibility over an outside / remote staff.  Has supervised account execs and sales managers.

  • At least fifteen years total work experience.

  • Ten + years experience in sales, including some sales experience in consumer packaged goods. 

  • Bachelor's degree or equivalent.


  • Strong preference for experience in food, preferably perishables, ideally dairy.

  • Has experience targeting the Hispanic market

  • Has worked with (sold to) regional retail and foodservice trade, and has established relationships

  • Strong preference for DSD sales experience.

  • Having lived and worked within the region is a plus


Skills Required:

  • Highly effective salesperson. Able to lead by example.

  • Understands premium branded perishables sales and service.

  • Knowledgeable of sales to, and management of, distributors, brokers and Direct Store Delivery.

  • Able to take ownership for the business in a Region, from a strategic and tactical perspective.

  • Understands retail merchandising; will work to improve our presence / presentation in stores.

  • Bicultural understanding and awareness of Latino and American cultures (via their own ethnic background or experience in sales or marketing to an ethnic target market)

  • Hands-on and can-do orientation

  • Strong interpersonal skills with the ability to build very good working relationships with customers, and all key interfaces.

  • Effective interdepartmental communicator, problem-solver.

  • Effective leader, coach trainer, mentors.

  • Fluent Spanish and English (written and spoken)

  • Solid analytical skills.

  • Able to work effectively with lean resources.

Absence of Supervisor:

In the absence your direct supervisor, it is your responsibility to refer to key personnel of equal status for any food safety issues. Please refer to the organization chart of responsibility or ask your supervisor for further clarification.


Why Should you Apply?

  • Competitive Pay

  • Growth and Advancement Opportunities

  • Sign-on Bonus

  • Competitive Benefits (Medical/Dental/401K)

  • Paid Time Off (Vacation/Sick/Personal)

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