Sr. Director of Sales, Walmart

About Us:

TRILLIANT FOOD & NUTRITION, located in Little Chute, WI is a state-of-the-art, vertically integrated production facility that has been a pioneer in the U.S. specialty coffee market since 1979. We have used our years of experience and skill in the traditional coffee segment to produce one thing: great coffee. Our facility features the most current, high-speed equipment to support our commitment to quality, value, speed-to-market, and innovation.

HORSESHOE BEVERAGE COMPANY, located in Neenah, WI is a leading ready-to-drink beverage manufacturer focused on providing consumers with an outstanding beverage experience wherever, whenever. Leveraging industry-leading talent, state-of-the-art equipment, and our vertically integrated supply chain, we strive to be at the forefront of beverage innovation each day and deliver the highest quality beverages to our customers first.

Position Overview:

Reporting to the Vice President of Sales, the Sr. Director of Sales directs and manages the sales function and builds and maintains the internal and external sales team required to ensure flawless execution associated with the Walmart and Sam’s Club accounts. They will establish goals and objectives that will deliver profitable and sustainable growth for the company. Managing both private label and brands, they will increase retail distribution, display volume, and product mix per forecast, and deliver on-budget coop spending to achieve corporate revenue and gross profit objectives.

The Sr. Director of Sales leads business development with responsibility for identifying and recommending potential new growth opportunities, performing due diligence, negotiating, and executing the initial contract. They provide sales and customer input within internal cross-functional teams in the development of strategic and annual business plans and potential new product introductions. They will be responsible for the coordination and execution of annual business plans with Walmart and Sam’s Club.

Key Responsibilities:

• Ensure the sales structure, talent and focus is adequate to deliver the Company’s strategic and

annual plans.

• Participate in cross-functional business planning to establish annual revenue plan, coop

spending, and sales expense budgets. Operate department within approved budgets.

• Ensure completion of the Walmart and Sam’s Club plan and utilize it to provide input into the

sales forecast. Provide input on potential new distribution by class of trade.

• Direct, manage, and support the Brokers and Retail Team to achieve planned and/or forecast

sales objectives. These include:

o Establishing sales dollar, product mix, and distribution objectives for the Walmart and Sam’s

Club accounts, as well as others.

o Conducting weekly meetings and joint calls with the Business Development Manager to assist

in developing the business.

o Communicating comprehensive annual sales plans to include new item selling materials, full

marketing and brand support information, distribution, merchandising, pricing and shelving

objectives, coop spending and annual planning guidelines/timetables and full and complete

sales policies and price lists.

o Set coop guidelines and ensure compliance and achievement of merchandising, pricing and

distribution objectives.

o Working with business teams, develop and communicate prioritized sales objectives

leveraging consumer marketing, advertising, and promotion.

o Promptly communicate approved coop programs to the finance departments and other

impacted functional departments.

o Use results data to improve coop results, eliminate ineffective programs, and as a basis to

refuse coop for retailers that failed to demonstrate results from the program.

o Understand and clearly articulate to the leadership/business team the needs of the customers.

o Represent field sales and customers and where possible link brand strategies and customers’

strategies.

o Identify and communicate to the business team potential disconnects between brand and

customer strategies to include potential financial risks of moving forward with brand strategy.

o Once finalized, develop and gain business team alignment on trade strategies and tactics in

support of overall business strategies.

o Lead annual volume planning and forecast process:

▪ Agree on annual new item volume goals with internal stakeholders

▪ Format volume into sales reporting system—adjust for new products

▪ Confirm plan with teams, finance and deploy through Sales

▪ Summarize field pipeline forecast on new products and displays

▪ Develop trade promotion strategies and tactics by business in support of brand objectives.

▪ Provide clear direction and partner closely with marketing director and field sales to ensure

effective execution and communication of trade marketing plans and tactics.

▪ Analyze trade promotion history—determine efficiency and effectiveness by customer

▪ Develop national/regional new item trade strategies.

▪ Analyze the impact on preliminary plan volume.

▪ Develop new item sales expectations by key customers.

▪ Adjust coop roadmap and expectations based on business team and field input.

▪ Identify and execute post-promotion analyses based on business needs.

▪ Manage the development and communication of new item sales tools and collateral.

▪ Ensure tactical new item execution by customers.

▪ Develop/revise sales expectations.

▪ Ensure development of field selling tools.

▪ Deploy price/product changes and track results.

▪ Identify and execute (promoted) price analyses based on business needs.

• Develop top-to-top working relationships with Walmart and Sam’s Club leadership teams.

• Attend monthly business planning and review meetings with the accounts.

• Responsible for notifying QA/QC of any observed or reported product quality issues so that

appropriate action may be taken.

Qualifications:

• Bachelor’s degree in business administration, sales, marketing, or a related field. Master’s degree

preferred.

• Proven experience (>5 years) in a similar senior management role within commercial operations. • Strong leadership, strategic planning, and decision-making skills.

• Strong analytical capabilities and proficiency in utilizing data-driven insights.

• Excellent leadership, communication, and interpersonal skills.

• Proficiency in CRM systems and sales-related software.

• Outstanding communication, negotiation, and relationship-building skills.

Location and Pay:

We offer a competitive base pay rate and a comprehensive benefits package for full-time employees. This role is a remote position, but needs to be in or near Bentonville, AR. Travel to Little Chute, WI or Neenah, WI will be occasionally required based on business needs.

Physical and Mental Demands:

• While performing the duties of this job, the employee is frequently required to sit, hear, use

hands to type data, use a personal computer and telephone. This employee may occasionally

have to operate business machines and lift and/move up to 50 pounds.

• Specific vision abilities required in this job include close vision and the ability to adjust focus.

Reasonable accommodations may be made to enable individuals with disabilities to perform the

essential functions.

• Mental demands include multi-tasking, decision making, problem solving, comparing, copying,

computing, compiling, analyzing, coordinating, and synthesizing data.

• Potential for exposure to chemicals, heights, loud noises, mechanical equipment, wet

environments, and other potential hazards exists.

Safety Statement:

At TRILLIANT and HORSESHOE, safety is every employee’s first responsibility. We expect all employees to adhere to all safety practices, have the moral courage to stop other individuals from performing unsafe acts, and immediately report unsafe conditions.

Disclosures:

• The above statements are intended to describe the general nature and level of work being

performed by people assigned to this classification. They are not to be construed as an

exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All

personnel may be required to perform duties outside of their normal responsibilities from time to

time, as needed.

• Responsible for following food safety/regulatory policies and procedures, executing

responsibilities as identified in standard operating procedures, and reporting food

safety/regulatory concerns to the Production or Quality Manager.

• Trilliant Food & Nutrition and Horseshoe Beverage Company are Drug Free Workplaces. All

applicants are subject to a drug screen and background check as a condition of employment.

• Trilliant Food and Nutrition and Horseshoe Beverage participate in the E-Verify process.

• EEO/AA including Vets and Disabled

• If you need a reasonable accommodation for any part of the employment process, please contact

us by email at HR@trilliantfood.com and let us know the nature of your request and your contact

information.

• Trilliant Food and Nutrition is an Equal Opportunity Employer.

• The principles of the OECD and UN have been taken into consideration and used as guidance in

our human rights practices and procedures.