Job Summary

The General Sales Manager is responsible for leading the overall sales performance, execution, and team development within their assigned division (Matador- Byron, Conyers, Westpark area). This role drives world-class retail execution, achieves sales and distribution targets, and builds a high-performing team aligned with company standards and culture.

The GSM acts as the critical link between company strategy and field execution, ensuring that sales plans, distribution priorities, and performance expectations are consistently delivered across all routes, accounts, and teams within their division. The GSM leads through Regional Sales Managers and Key Account Managers and is accountable for the overall performance of their division.

Responsibilities

• Own and deliver division-level sales performance, including volume, market share, distribution, and profitability


• Own and present on annual Business Planning (BP) and MPRs


• Develop and execute annual and monthly sales plans aligned with company goals


• Establish and drive key performance indicators (KPIs) to ensure achievement of volume and execution targets


• Monitor and respond to market conditions, competitive activity, and local dynamics impacting performance


• Ensure flawless execution of:
  
  
  
  • Route-to-market strategy
  
  
  • Distribution standards
  
  
  • In-store merchandising and standards
  
  
  
  


• Partner with logistics leadership to evaluate and optimize routing, service frequency and account coverage


• Maintain adherence to company and supplier (RBNA) execution standards


• Lead, coach, and develop a high-performing team including Regional Sales Managers and Key Account Managers, inclusive of performance reviews and development plans 


• Build a strong bench of future leaders through ongoing development and succession planning


• Foster a culture of accountability, engagement, and high performance


• Spend consistent time in the field working alongside teams to:
  
  
  
  • Provide coaching and feedback
  
  
  • Evaluate execution and standards
  
  
  • Identify opportunities for improvement
  
  
  
  


• Support training initiatives to improve sales capability and execution consistency


• Manage division-level budgets, expenses, and resource allocation to achieve profitability targets


• Collaborate with Finance/AR on budgeting, forecasting, damages, and performance tracking


• Develop accurate forecasts for volume, distribution, and sales performance


• Analyze performance data to identify trends, gaps, and opportunities


• Partner with Operations to ensure alignment between sales execution and operational capabilities


• Partner with Safety & Compliance Director on safety initiatives and processes


• Partner with HR on recruiting, onboarding, training, and workforce planning


• Maintain strong relationships with supplier partners (including RBNA) to align on strategy and execution within their division


• Identify and implement improvements to sales processes, execution, and team performance


• Share best practices across divisions and contribute to organizational learning


• Ensure consistent implementation of company processes, routines, and standards