Director of Sales

1 month ago

Chicago, United States ForceBrands Full time

**This is not a job with ForceBrands**

The Director of Sales, Mass & Club will lead a team of Strategic Account Managers that have direct responsibility for retail customers across the Club & Mass channels. This role will center around leading and developing a high-performing team to lead and execute sales strategy across the Mass & Club Channel in the US market. Focus is on developing relationships with customer key decision makers, execution of HQ strategies, ensuring quick speed-to-market on innovation, and prudent spend of financial resources, all of which will help continue to build out a long-term sustainable US business.

This role is in a fast-paced, creative environment; it offers an opportunity to be part of building a rapidly growing business, while actively contributing towards strategy and execution.

This role is required to report to the Chicago office (min. 3 days/week). Relocation candidates will be considered from within the US.

Responsibilities include:

  • Demonstrates and upholds Core Values: Teamwork, Ownership, Respect, Humility, Grit, Adaptability, & Fun
  • Foster a positive team atmosphere, creating highly engaged, initiative-taking TEAM members.
  • Be hands-on with Strategic Account Managers: actively engage with customer meetings, attend retail work-withs, co-develop priorities, coach on annual planning, provide necessary training on sales/business acumen.
  • Help to establish RESPECT and confidence with customers. Build and strengthen relationships across customers, brokers, and distributor partners.
  • Take OWNERSHIP to help team develop plans and strategies to meet or exceed the company’s annual financial and consumption targets.
  • Compile and review quantitative sales data and react rapidly to changing trends or new competitive threats and opportunities. Analyzes data to identify trends and opportunities, with a particular focus on sales driven metrics such as distribution, shelving, merchandising & pricing.
  • Ensure Strategic Account Managers execute against planning tactics of:
  • Distribution: Utilize Priority Ranking List to close/expand distribution on core voids.
  • Shelving: Work Closely with Category Management team to understand best shelving principles to share with retailers
  • Merchandising: Help account managers create merchandising and promotional programs with retailers that complement RNF strategies, tactics, and programs
  • Pricing: Assist team in collaborating with retailers on pricing guidelines & guardrails as communicated through Sales Planning & Strategy (on everyday pricing and promoted).
  • Identify opportunities to move customers from indirect purchasing to direct shipment customers. Help team develop transition plans.
  • Ensure team presents all Innovation in a timely manner, creating plans for quick speed-to-market.
  • Assist team in effectively managing trade spend against assigned trade budgets. Maximize trade effectiveness. Oversee team in following trade compliance and deduction processes.
  • Be highly engaged with Sales Planning & Strategy team to help support Strategic Account Managers in development and execution of annual customer plans.
  • Work with team to effectively manage forecasting on an accurate and consistent basis.
  • Works with Sales Planning & Strategy Team and field sales to assess risk and drive profitable growth on existing customers; scopes out and identifies opportunities with new customers.
  • Partners with Sales Planning and Strategy team to coordinates and leads Monthly/Quarterly Business Reviews
  • Keeps the work atmosphere FUN by keeping it light and welcoming
  • Other responsibilities as assigned
  • Represent brand at key trade shows, industry/consumer events.
  • Travel required 20-30%

Education & Qualifications

  • BA/BS required (Business Administration, Marketing, or similar discipline).
  • 10+ years of experience in CPG, with roles in both field sales and in headquarter sales planning preferred
  • Strong understanding of consumer-packaged goods industry, Mass & Club channels, and account-specific marketing
  • Must have strong understanding of cross-functional roles and how to partner with them (marketing, finance, operations, category management, trade marketing, sales planning etc.)
  • Has knowledge of trade marketing, programming, and trade spending as well as experience with a broad base of retail customers (chain and wholesaler)
  • Has managed and coached others. Has experience with hiring, conducting performance reviews, creating performance plans, and termination of employees.
  • Has previously had account management responsibilities for Costco, Walmart & Target and directly sold to them.

Skills and Abilities

  • An excellent communicator who thrives in a fast-paced environment. Excellent written and verbal communication skills.
  • Great coach, with a strong ability to teach others new processes across different mediums.
  • Comfortable with change and highly adaptable. Self-starter and highly motivated.
  • Embraces continuous learning and open to constructive feedback.
  • Strong ability to navigate business financials.
  • Strong analytics background and comfortable working with a wide range of data sources.
  • Results-orientated and entrepreneurial.
  • Strong in planning, facilitation, problem analysis, decision making, and solution-oriented.
  • Detailed thinker and ability to influence internally and externally.
  • TEAM player with a positive attitude.
  • PASSIONATE, with a desire to learn and collaborate.
  • Exceptional time management and organizational skills, self-starter with a high level of initiative and ADAPTABILITY
  • Demonstrates HUMILITY throughout the company daily
  • Aptitude to exhibit, RESPECT and protect Core Values in a changing environment
  • A dependable leader with strong collaboration, sensitivity, objectivity, and integrity.
  • Proficient computer knowledge: Microsoft Office, Work, Excel, PowerPoint, Outlook, etc

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