Home Market Foods
  • 13-Sep-2017 to 31-Dec-2017 (CST)
  • Sales
  • Norwood, MA, USA
  • Full Time

We are a growing, entrepreneurial-spirited organization seeking to add to our diverse team of committed and innovative professionals. Our work environment is fast-paced yet informal; we work hard yet have fun together. If you are smart, motivated and looking for a new challenge, consider joining Home Market Foods!


The Director of Trade Development ensures the effective and efficient functioning of the field sales organization by centralizing the interface between the field sales organization and HMF's finance, marketing, and operations departments, which increases field sales focus on customer development and the creation of profitable transactions between HMF and its customers. This position leads and facilitates the sales organization's input, priortization, development, control, and evaluation of customer marketing, trade promotion, and merchandising programs in alignment with corporate brand development strategies. Additionally, the position leads and facilitates the sales organization's input and evaluation relative to sales forecasting, budgeting, and processes related to HMF's financial resources provided to the sales organization. Key departments to interface with include sales operations & administration, customer service, category management, trade funds management, and sales planning.


Position Responsibilities


  • Monitor, audit and evaluate the business performance of the sales organization against Company objectives. Representative activities included in this responsibility are:
    • Sales scorecard key activity and objective tracking
    • Customer profitability
    • Quarterly IRI reviews as part of monthly market & shares process
    • ROI spending analysis as part of monthly trade reviews
    • Opportunity assessments
    • Competitive assessments
  • Consult with the field sales organization and represent the latest customer feedback and competitive intelligence as it relates to the required resources to achieve HMF sales objectives, and to the planning and development of customer marketing, trade promotion, and merchandising budgets or activities. Representative activites included in this responsibilty are:
    • Customer specific promotional activities
    • Pack strategy development by channel
    • Pricing changes
    • Activity level sales forecast as part of monthly S&OP process
    • Customer level trade marketing plans
    • Promotion strategy development (DSMP)
    • Trade funds management (process, CRM tool, listings, allocations & approvals)
    • Collaborative planning process management, including development of annual sales plan
    • Competitive intelligence collection and knowledge maintenance
  • Develop, prepare, and distribute the sales materials and selling tools necessary for the field sales organization to execute HMF's strategies and achieve the sales organization's in-market objectives. Representative examples include:
    • Allocations of trade promotion budget and customer specific marketing
    • New item listing assessments, approvals, and reconciliation
    • Category management presentations
    • Customer support materials (sell sheets, ad slicks)
    • Ad hoc analysis as required
  • Ensure that the sales budgets associated with assigned areas of responsibility are managed within Company guidelines
  • Represent the field sales organization's point of view in Norwood office meetings, marketing recommendations and planning meetings and business processes that budget or allocate resources, and collaboratively plan new activities designed to deliver specific revenue targets
  • Oversee the customer service department, including order processing and GDSN administration
  • Oversee sales operations & administration, including sales communications, price list administration, broker administration, and consumer complaint follow-up.


Position Requirements

 Knowledge, skills and competencies required to effectively perform the job:

  • Minimum of 10 years of experience in consumer products sales and/or marketing.
  • Past experience in similar internal corporate role, with specific focus on business and sales planning, trade funds management, and category management.
  • Strong management and leadership skills, including the ability to organize/prioritize workloads and meet deadlines.
  • Recognized ability to work across functional boundaries in the coordination of key business processes and gather the necessary support for the achievement of sales objectives.
  • Strong interpersonal skills, written and verbal communication skills
  • Demonstrated analytical skills, technical skills and computer literacy competency
  • Ability to analyze and/or utilize syndicated (IRI.) in the development of sales and/or category management presentations
  • Basic understanding of promotion agency operations and workings.
  • Strong vendor and budget management skills.


  • Minimum of a BA/BS in a business related field.
  • Advanced degree (MBA) or comparable work experience desirable

Other Requirements:

  • Ability to travel up to 50% of time
  • Ability to make customer presentations
  • Ability to persuade others
  • Ability to listen and incorporate others' points of view



About Home Market Foods


For over 50 years, Home Market Foods (HMF) has provided superior quality food products, from its beginnings as a purveyor of fresh meats to its current position as a major specialty provider of fully cooked value-added meal entrees, appetizers, and snacks for both retail and food service customers.


HMF's core business makes it the Nation's leading producer of flame broiled meatballs. As it has grown, HMF has diversified into a broad array of other fully cooked frozen products, including beef and chicken handheld products, marinated and flame grilled beef, pork and poultry entrees, and hardwood smoked pit barbecue specialties. HMF's branded products are currently marketed under the Cooked Perfect, RollerBites, Gourmet to Go, and Bahama Mama trademarks. Our outstanding line of products can be found at a variety of supermarkets, club stores, mass merchandisers and convenience stores, among others.


Home Market Foods operates in a state-of-the-art manufacturing and research and development facility in Norwood, Massachusetts.  The company is focused on continually investing in people and facilities to ensure an optimal work environment for employees and the highest quality products for consumers.


Home Market Foods
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