Senior Director, National Accounts

2 weeks ago

Dorchester Center, United States Keurig Dr Pepper Full time
Job Overview

The Senior Director, National Accounts will be responsible for Keurig Dr Pepper's (KDP's) full portfolio of business in the Grocery channel of trade, with responsibility for Ahold Delhaize divisions (Food Lion, Giant Co., Giant Food, Stop & Shop). The Sr. Director of Sales will lead the sales team and deliver strategic direction of the customer relationship. This role will contribute to volume, profit, and share growth by driving distribution and availability across KDP brands, and by developing and executing a net sales and margin strategy at retail across the KDP DSD & WD Portfolio. The Sr. Director of Sales will be responsible for executing KDP commercial priorities and channel strategies and must proactively partner with internal KDP resources that influence and help drive execution of the strategic plan as well as assist with budget management to maximize return on investment.

The ideal candidate will bring 15 or more years of Consumer-Packaged Goods (CPG) sales leadership experience and a background of partnering with senior levels at customer headquarters. They will have experience building a joint business plan (JBP), as well as demonstrated use of syndicated data in a solution-selling environment. Additionally, this position will partner with Broker Retail Execution and administrative team to drive WD Hot & Cold sales.

The position can be based in Boston, MA or Charlotte, NC and will travel approximately 40%

Relocation eligible for non-local candidates

Responsibilities
  • Contribute to the development of the Annual Operating Plan.
  • Oversee cross-functional customer focused team to ensure customer revenue and profitability are maximized.
  • Lead existing and development of forward-looking Keurig Dr Pepper sales strategy for the customer.
  • Lead the implementation of sales strategy to deliver identified sales Key Performance Indicators (KPI's).
  • Build and implement key customer strategies to attain volume growth targets and achieve category objectives, build market share, expand distribution, and ensure retail prominence at all customers.
  • Develop sales talent with capabilities to deliver against future and current requirements.
  • Lead and negotiate sales contracts that drive profitability and sales growth for Keurig Dr Pepper.
  • Highlight risks and opportunities for generating revenue and profitability growth.
  • Participate as a member of the leadership team for the Strategic Grocery Team.
  • Develop and permeate high level customer relationships with senior leadership at all customers.
  • Partner with internal brand and category teams to develop strategic decisions on portfolio management.
  • Improve processes, procedures and efficiencies related to customer business, customer service, and supply chain, by working cross-functionally.
  • Foster an environment that empowers the account team with responsibility and the authority to achieve goals, as well as holding each member accountable for the attainment of those goals.
  • People leadership: you will be responsible for setting positive work culture, managing and maximizing talent, performance management, communications and building team culture to ensure high performance results.


Requirements

  • Bachelors degree; MBA a plus.
  • At least 15 years of sales experience within Consumer Products industry with progressive career experience to senior level roles inclusive of people leadership over a customer focused sales team.
  • Strong financial acumen and understanding of key business drivers for customer and KDP.
  • 5 years of strategic sales leadership experience with a customer-focused team in grocery channel with CPG and/or small appliance manufacturers.
  • Proven success developing, retaining, and leading a sales organization.
  • Exceptional sales skills including negotiation, conflict management, account management, account penetration, strategic selling, category management, sales forecasting, and leading edge sales strategies.
  • Strong demonstrated track record of goal achievement with high integrity.
  • Ability to uphold safety standards, identification and implementations of continuous process improvement processes.
  • Ability to lead according to our company values and follow Keurig Dr Pepper policies and procedures.
  • Position will be located in Boston, MA or Charlotte, NC and travel will be approximately 40%

Company Overview

Keurig Dr Pepper (NASDAQ: KDP) is a modern beverage company with a bold vision built to deliver growth and opportunity. We operate with a differentiated business model and world-class brand portfolio, powered by a talented and engaged team that is anchored in our values. We work with big, exciting beverage brands and the #1 single-serve coffee brewing system in North America at KDP, and we have fun doing it

Together, we have built a leading beverage company in North America offering hot and cold beverages together at scale. Whatever your area of expertise, at KDP you can be a part of a team that's proud of its brands, partnerships, innovation, and growth. Will you join us?

We strive to be anemployer of choice, providing a culture and opportunities that empower our team of ~28,000 employees to grow and develop. We offer robust benefits to support your health and wellness as well as your personal and financial well-being. We also provide employee programs designed to enhance your professional growth and development, while ensuring you feel valued, inspired and appreciated at work.

Keurig Dr Pepper is an equal opportunity employer and affirmatively seeks diversity in its workforce. Keurig Dr Pepper recruits qualified applicants and advances in employment its employees without regard to race, color, religion, gender, sexual orientation, gender identity, gender expression, age, disability or association with a person with a disability, medical condition, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law.

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