The role of the One Portfolio Sales Representative is to grow the customer's and Kraft Foods' business at the retail level. Through selling, planning, ordering and distribution, as well as effectively manage activities such as merchandising, shelving and pricing, the One Portfolio SR acts in an expert sales role to retail stores. The One Portfolio SR exploits selling opportunities at the retail level consistent with company programs and strategies to positively influence the sale of Kraft Foods products across the entire business portfolio (Warehouse and DSD).



As a result of having selling responsibility for Kraft's entire business portfolio (WH and DSD), the One Portfolio SR may have fewer routed stores than a traditional Biscuit or Warehouse Sales Representative. Consequently, longer selling frequency calls will occur each month at store level with reliance on Sales Service Reps to effectively provide merchandising support at store level. This clear and complete store ownership will enable the One Portfolio SR to improve store level relationships, identify more selling opportunities, improve scaleable retail execution and provide an overall, higher level of customer satisfaction.



Sell business-building in-store merchandising programs to key store personnel by using consumer and trade information that addresses the customer's needs.

Develop and maintain a complete knowledge of Kraft Foods products, sales systems, and procedures, including:

* Sales objectives, campaigns and promotions, sales brochures and order guides, sales presentations, sources of product and distribution, space management programs and uses, and proper merchandising.
* Perform in-store planning by tailoring programs and fact-based sales presentations to the customer's needs, store demographics, and the current consumer base in order to drive Kraft Foods and customer growth.
* Develop strong business relationships with store management to provide service and value beyond the customer's expectations.
* Work with customer to ensure sufficient product is ordered to support customer take away, including from incremental racks and displays, for DSD.
* Communicate plans and effectively manage merchandising resources to build sales volume at store level. Work in conjunction with the Sales Service Rep to ensure inventory is fully stocked, rotated and presentable at all times.

Monitor and report on competitive activity and document all pricing activities.
Qualifications


High School Diploma required, Bachelor's Degree preferred.



EXPERIENCE:
1. General/Basic Background in Functional Area - 1 year
2. Interpersonal, selling, persuasion and negotiating skills - 1year
3. Thorough knowledge of product characteristics, sales and marketing procedures - 1 year
4. Ability to apply financial data and profitability analysis.- 1 year
5. Understanding of the strategic and tactical aspects of merchandising programs - 1 year
6. Knowledge of industry and business trends - 1 year



COMPETENCIES/ABILITIES:

1. Sales Process: Aligning with customers by using a strategic and consultative sales process to understand customers' needs and exceed their expectations while growing each customer's and Kraft Foods' business.
2. Finance and Profitability: Integrating sales skills with knowledge of financial data and profitability requirements to increase the cost-effectiveness and economic performance of Kraft Foods and the customer's business.
3. Innovation and Creativity: Generating and implementing new and unique ideas and solutions that capitalize on opportunities to benefits customers and Kraft Foods.
4. Strategic Thinking & Planning: Thinking broadly and using a perspective that is larger than the sales function to create strategic customer business plans to drive Kraft Foods and customer growth.
5. Industry, Business, & Category Knowledge: Maintaining and applying an understanding of the industry and Kraft Foods product knowledge to create effective customer business solutions and partnerships.
6. Customer Partnership: Using sales and business approaches that provide service and value beyond customers' expectations and help customers identify and execute strategies for their business success.
7. Selling and Inventory Management: Fully using sales and order management systems and technologies that ensure exceptional customer service while proving cost-effective for customer Kraft Foods.
8. Information-Management: Accessing, interpreting and using customer and consumer information to improve fact based selling while working with internal and external customers to achieve desired results.
9. Promotions/Merchandising: Identifying opportunities to use promotional and merchandising techniques to develop and support business-to-business relationships between Kraft Foods and customer organizations.