SUMMARY: Director of Sales, Publix & HEB represents company with customers and broker personnel as a strategic partner. They are responsible for delivering the revenue, profit, and market share objectives by providing outstanding leadership, strategy development, business plan deployment, fact based selling and world class tactical execution. Role is an individual contributor managing National Accounts and Brokers.
Develop the strategic and tactical “blue print” for the business with specific customers. Conduct periodic market and store visits to drive sales/marketing strategy performance.
Actively participate in the goal to make the sales team world class in the field. Include conducting annual broker reviews to maintain “A” players, utilizing innovative strategies to driving business results and deliver the company’s revenue, profit, and market share goals within budget.
Build and maintain positive contact/business relationships with customers, brokers and account representatives in order to facilitate solid forward thinking results oriented partnerships.
Lead the account planning process and periodic customer business reviews. Develop and implement comprehensive sales presentations to promote and generate sales consistent with customer potential.
Partner with broker representatives and serve as a resource for market growth opportunities, proposals and programs. Assume a lead role in contract negotiations, presentations, and sales closings.
Work as leader of cross-functional teams to ensure dedication to customer support in order to maintain quality service and a constant supply of products to all accounts.
Stay informed of new products, marketing strategies and services of competitors. Provide such information to company and broker representatives appropriately.
Manage performance and trade marketing funds in accordance with budget allocation.
Actively participate in the sales team’s strategic operational and financial success by adopting and implementing proven fact based selling techniques, analysis, and reporting, utilizing IRI (Information Resources Inc.) and other reputable industry resources to make recommendations and develop action plans.
Manage all administrative tasks associated with business unit requirements from a data driven fact-based orientation.
Outstanding demonstrated leadership skills.
Excellent strategic capabilities.
Solid conceptual thinking abilities.
Strong results orientated presentation with keen intuitive instincts.
Excellent business planning/organizational/project management skills with previous business management/development experience.
Solid understanding of the financial impact of sales.
Strong working knowledge of supply chain principles/processes.
Understanding of the impact consumer trends and preferences has on the food industry.
Demonstrated success in developing business opportunities, identifying customer needs and changes in their markets.
Solid interpersonal skills.
Demonstrated success in developing broker and/or customer relationships.
Excellent ability to manage through indirect relationships.
Excellent negotiation and “closing” skills.
Excellent verbal and written communication/presentation skills.
In-depth working knowledge of fact based selling, category management, consumer goods, and sales & marketing.
Strong analytical/quantitative skills.
Highly Skilled at data analysis using IRI (Information Resources Inc.) and/or other technology resources to perform analysis and recommend strategies.
Proficient in the use of Excel, Word, Access, PowerPoint and Outlook computer skills.
Valid driver’s license.
Excellent trade relations.
EDUCATION AND EXPERIENCE REQUIREMENTS:
Bachelor’s degree (Business, Marketing preferred) or approved equivalent preferred.
5 - 10 years consumer goods sales and/or marketing with a minimum of 3 - 5 years of broker management experience.