Relationship Manager

Position Summary

This Relationship Manager will control their success in driving business growth by proactively targeting and building strategic relationships with existing distributors. A key focus will be working closely with our current distributors to ensure that current brand customers are satisfied, growing our business with these brands, and attracting new, larger brands from distributors that currently operate below our volume thresholds.

A successful Relationship Manager has a proven track record of success in retaining and growing a book of business. They should have experience working within a distributor network or distribution environment. This role will involve managing and prioritizing opportunities, qualifying potential new clients, understanding clients’ business drivers, building relationships, presenting solutions, and closing the business.

 

Company Overview         

Morrison Cup Solutions is a dynamic and rapidly expanding foodservice packaging company headquartered in Oklahoma City. We're on a mission to revolutionize how America's independent retailers build their brand, with a core focus on making custom-branded cups accessible and effortless. By aggressively challenging traditional manufacturing limitations through innovative, shorter production run capabilities, Morrison Cup Solutions is poised to become the leading branded cup provider for the small to medium-sized customer segment nationwide.

We offer an extensive range of high-quality cups and accessories, including foam, paper, and plastic options, with custom branding that turns cups into mobile billboards for our clients. Our commitment to low minimum runs, nationwide distribution, and stellar customer care, including in-house printing and expert creative support, sets us apart.

With decades of experience and a proven track record of customer satisfaction, we are seeking a Relationship Manager to cultivate and expand our network of distribution partners, driving distributor sales and solidifying our position as a leader in the industry. Join us as we disrupt the market and empower local businesses to elevate their brand presence through strategic partnerships.

 

Position Duties And Responsibilities

This Relationship Manager will be primarily charged with supporting Morrison Cup in each of the following areas of responsibility:

• Managing Existing Distributor Relationships (Retention of current business)
• Expanding Current Accounts
• Sales Planning
• Follows Sales Process

For each of these, the specific duties, activities, and measurements have been defined on the following pages.

Managing Existing Distributor Relationships (Retention of current business)

• Retains customer volume, sales, and profitability through proactive stewardship of the firm’s relationship with assigned customer accounts.
• Build and nurture relationships with wholesale distributors and key stakeholders
• Serve as the primary point of contact for distributor issues, conflict resolution, and support
• Collaborates directly with Brands within the distributor network to ensure that we are meeting and exceeding their expectations
• Coordinate promotional campaigns, product launches, and pricing strategies
• Demonstrates outstanding communication with end users/executives, tailoring messages based on style and situation.
• Handle graphics requests for new items and revisions of existing items
• Report on forecast vs actual for MTS products
• Uses strong problem-solving skills and has technical prowess to get hands-on if needed.
• Gains referrals and introductions to other regions within the distributor
• Assist other members of the Sales Team with customers outside the assigned territory when required.
• Addresses any issues promptly, including production concerns, quality defects, or misprints.
• Research lost accounts, identifying reasons for loss and options for recapturing
• Responsible for attending trade shows for assigned distributors

Expanding Current Accounts

• Works closely with Category/Regional Managers from our Distributors to position Morrison Cup to attract more business
• Collaborates directly with Brands within the distributor network to help identify opportunities for new business
• Develop and execute channel strategies to increase market share and revenue
• Quickly onboarding new distributor accounts that may be won and assigned to the Relationship Manager from the Business Development team
• Analyze sales data and distributor performance to identify growth opportunities
• You must have enthusiasm and energy, with the ability to keep a high level of activity going and can handle pressure.
• Monitor industry trends and competitor activities to inform strategic decisions
• Handles objections and challenging questions with tact.
• Shows resilience and ability to handle rejection.
• Gains and demonstrates technical expertise and knowledge of Morrison Cup products and markets by:
  • Generating new and repeat sales by providing product and technical information promptly.
  • Determining customer requirements and expectations to recommend specific products and solutions.
  • Recommending alternate products based on cost, availability, or specifications.
  • Educating customers on terminology, features, and benefits of products to enhance product-related sales and customer satisfaction.
  • Showing willingness to continue learning about new products and uses, as well as confidence in being an expert.
• Focuses on increasing both the number of orders and the dollar value from Distributors.

Sales Planning

• Build a strategic sales plan for the Distributors they are working with
• Executes the sales plan and communicates progress against the plan – this includes being fully prepared for and engaged in 1:1 meetings:
  • Understands what’s working and what’s not and makes necessary adjustments in the sales approach or activity levels to achieve sales team revenue and profitability goals.
  • Proactively communicates unexpected increases or decreases from new or lost opportunities.
  • Submit forecasts and pipeline reports to the manager on a timely basis.
• Manages and progresses a qualified pipeline of opportunities by prioritizing opportunities.
• Focuses activities on the best prospects.

Follows Sales Process

• Demonstrates proficiency in all aspects of the sales process (plan, contact, qualify, discover, propose/quote, and close), specifically:
  • Understands what the client needs and recommends the best solution.
  • Presents price, credit, and terms per standard procedures.
  • Accurately processes customer transactions such as quotes, orders, demo equipment, or returns.
  • Obtains accurate information from vendors relating to ship dates and delivery, and monitors ship dates scheduled to ensure timely delivery and expedite as needed.
  • Increase sales and average order size through cross-selling, up-selling, add-on sales, and offer promotional sale items to improve profitability.
  • Contacts customers following sales to ensure ongoing customer satisfaction and proactively resolve any complaints.
  • Proactively manages customer satisfaction and service delivery by anticipating potential service problems and monitoring customer satisfaction.
• Compliance with the Morrison Cup sales management system by:

• Consistently forecasting a sales pipeline with sufficient activities planned to achieve personal revenue goals, profitability goals, and manufacturer quotas.
• Proactively communicating unexpected increases or decreases in demand for products.
• Submit reports on a timely basis and thoroughly prepare for and actively engage in 1:1 meetings with the sales manager.

Key Relationships

This Relationship Manager position reports directly to the National Sales Director and is directly responsible for meeting sales goals, and will work closely and collaboratively with a number of colleagues. The following lists those key internal positions:

• National Sales Director – The Relationship Manager receives direction from the National Sales Director and maintains regular communication through regularly scheduled one-on-one meetings and periodic check-ins. Cooperative activities include onboarding, the creation of a sales plan, pipeline discussions, and prioritizing work efforts.
• Business Development Team – The Sales Team all work towards improving overall revenue, profitability, effectiveness, and customer satisfaction. But the Business Development Team will focus on growing new distributor relationships. Once established, these accounts will selectively transition to the Relationship Manager, whereby they will be accountable for the ongoing relationship
• Sales Operations – The Relationship Manager will work closely with sales ops teammates who are aligned to specific distributor accounts. These sales ops teammates will be processing daily orders from distributors, cross-referencing pricing and program details that the Relationship Manager helped establish.
• Estimating Division – The Relationship Manager will work closely with the estimating team to provide solutions that meet the clients’ needs.

Territory

This role holds ownership of the entire distributor relationship within their assigned territory.

• The Relationship Manager's capacity and assigned territory will be determined based on factors such as the number of regional territories, number of brands, overall revenue potential, and industry segments (e.g., restaurants vs. C-stores).

Measurements and Indicators

Morrison Cup has placed significant importance on outlining the expectations for the hired Relationship Manager position. In addition to the information outlined in the job profile, the following measurements could be utilized as performance indicators. Specific goals and relevant importance will be determined in each category once the Relationship Manager has joined the team.

Providing Customer Support and Communication

• Customer satisfaction
• Customer recognition
• Customer success stories
• Account retention
• Client satisfaction

Expanding Current Account & New Business Development

• Opportunities created
• Growth of accounts
• Increased number of orders from Distributors
• Increased dollar value from Distributors
• New Brands brought in from Distributors below the volume threshold

Sales Planning

• Sales plan completed
• Pipeline management:
  • Sufficient and accurate pipeline
  • Number of opportunities in each phase of the pipeline
  • Number of days opportunities have been in each phase
• Timely sales reports
• Review sales plan regularly with the manager

Follows Sales Process

• Number of opportunities
• Number of quality calls
• Face-to-face meetings with key stakeholders
• Progression of opportunities through the sales cycle
• Individual performance:
  • Revenue vs. plan
  • Gross margin vs. plan
  • Outstanding quotes
  • % of quotes converted
• Revenue Retention
  

 

Compensation

Morrison Cup offers a competitive compensation program, allowances, and an excellent benefit package.

• Market competitive
• Salary + bonus
• Benefits include Medical, Dental, Vision, Life Insurance, Long Term Disability, 401(k), and PTO

 

Minimum Qualifications

• Prefer at least 3-5 years sales experience or channel management, preferably in manufacturing or distribution
• Demonstrated success in meeting sales goals and growing sales
• Experience in B2B sales is a plus
• Excellent communication, negotiation, and presentation skills
• Data-driven mindset with proficiency in CRM and analytics tools
• Ability to travel as needed to maintain distributor relationships

Physical Demands                       

The physical demands and environment described here are representative of those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• No special physical demands are required.
• General office environment in which this position includes periods of telephone and computer work that may require sitting for periods of time.
• This position requires a moderate level of local travel (approximately 15% of the time in the field) and will include periodic overnight stays.

Email your resume to Human Resources at jobs@morrisoncup.com.

 

 

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