What you'll do
The Director of Sales is accountable for the achievement of account-specific goals, including volume objectives, forecast accuracy, promotional execution, distribution targets, new item speed to shelf, SRM management, and retail execution. As the Director you will deliver creative, fact-based solutions and thought leadership for your accounts as well as those of your direct reports. In this position, you will be responsible for customer headquarters calls and directly managing the business flow with the broker networks for Meijer and Spartan Nash. Additionally, you will lead the broker and direct sales force and broker for other Central regional accounts. And this is how you will do it…
- Achievement of sales objectives and specific volume goals through execution of account plans and brand strategies.
- Focus on achievement of optimal AMPPS (assortment, merchandising, price, promotion and shelving) by account.
- Develop and deliver customer plans to achieve objectives within budget, and short- and long-term solutions through best practice thought leadership.
- Present annual business plans to customers and execute plans.
- Manage trade funds to support marketing and promotional plans, determining pricing and distribution, while negotiating with accounts in a direct and indirect sales environment.
- Work closely with Category Management, Trade Marketing, and other team members to produce timely business updates for senior leadership.
- Collaborate with Customer Service, Demand Planning, and KIND internal teams to manage supply chain both directly and indirectly to deliver goods in timely and efficient manner.
- Provide strategic direction and guidance to broker team to support AMPPS planning and customer meetings.
- Manage broker partners through meetings (both in-person and virtual), scorecard creation, and clear communication and follow-up to ensure execution excellence.
- Manage and develop KIND team members in the Central/West region.
- Serve as a member of the Grocery leadership team.
You are...
- Genuine in your KINDness for your team members, while holding them to high standards
- Driven to make your work and the output of your team better each day
- Enthusiastic about your own development as well as developing others
- Passionate about collaborating cross-functionally to drive business change, even when it’s difficult
- Team-oriented
- Genuine in your desire to help make the world a KINDer place, committing to always spreading and celebrating KINDness
You have...
- Bachelor’s Degree required, or equivalent work experience
- Minimum of 7+ years of CPG experience in Sales, Account Management, Marketing, Category Management, or related field
- Expert knowledge of concepts within the sales function and basic knowledge in other areas, such as sales operations and supply chain
- Expert understanding of CPG industry and competitive landscape
- The ability to portray a confident and winning attitude in challenging business interactions
- Excellent verbal and written communication skills and story-telling ability
- Experience using a Trade Management system to manage planning and customer P&Ls
- Working knowledge of trade promotion management and customer and business impacts preferred
- Proven experience that reflects being results-oriented
- Demonstrated ability to negotiate and influence outcomes with both internal and external contacts
- The ability to apply financial data to make decisions and influence outcome; understanding of financial metrics, including margins, retail math, forecast/projections, velocities, and other analytical skills not mentioned
- The ability to lay out practical and logical assortment plans based on retail space, inventory turn, and sell through
- The ability to tell a holistic story versus taking a transactional approach
- People Management skills to lead and elevate performance of a team of 3 direct reports
- Must be based in the Central market to support: Meijer, Spartan Nash, Supervalu, Hyvee, AWG, Certco, Brookshire Grocery, and Schnucks.
Pluses
- Prior experience calling on Central regional grocery customers a plus
- Prior experience elevating business relationship and influencing multiple levels at Meijer a plus
- Broker management experience is a plus
- People management experience is a plus
- Prior Trade Marketing and/or Category Management experience a plus
Certain states and localities require employers to post a reasonable estimate of salary range. A reasonable estimate of the current base salary range for this position is $110,500 to $147,000. Actual salary will be based on a variety of factors, including location, experience, skill set, performance, licensure and certification, and business needs. The range for this position in other geographic locations may differ.
