What you'll do
The Sr. 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 report. In this position, you will be responsible for customer headquarters calls and managing the business flow with assistance from your broker network for: Costco US, Costco Canada and BJs Wholesale. 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.
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
Must be based near a Costco Region HQ
Pluses
- Prior experience calling on Costco US, Costco Canada and BJs 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 $109,450 to $196,900. 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.
