Market Type (EM)

Summary

Director of Sales

At our Company, we grow People, Brands, and Businesses! We are seeking a Director of Sales who will be responsible for the overall management of the assigned market(s). Title of Director Sales (vs. Sales Manager) is awarded based on a combination of the market’s volume, a number of customers and associated complexity, and the market’s strategic importance. The position is responsible for achieving the market’s Profit and Loss (“P&L”) targets, generating new business opportunities, and managing the business unit operations. It is a pivotal role in the management of the team members responsible for achieving client deliverables related to each client’s budget and bonus objectives.

What we offer:

• Full-Time Benefits (Medical, Dental, Vision, Life)
• 401(k) with company match
• Training and Career Development
• Generous Paid Time-Off 

Responsibilities:

• Manage business unit resources to deliver EBITDA* objective. [* Earnings Before Interest, Taxes, Depreciation, and Amortization]
• Identify revenue opportunities and align business unit resources to gain those new revenue opportunities.
• Work with the Business Development Manager (BDM) to organize a business unit team to retain and grow all client relationships.
• Work with all roles that have direct customer responsibility to build and nurture strong customer relationships at the mid to senior level of the organization.
• Manage and lead staffing priorities so that workload balancing/utilization is maximized.
• Ability to anticipate future market changes so that resources can be adjusted accordingly; this includes planning for new revenue growth as well as customer shifts/consolidations.

Qualifications:

• Bachelor's Degree required or equivalent experience in Sales
• 10 years of experience in sales, consumer packaged goods, and/or food brokerage organization or equivalent
• 5 years of successfully managing a P&L, budgeting and forecasting, and managing client expectations either personally or through a team
• 5 years previous experience with managing direct reports
• Extensive understanding of the Consumer Packaged Goods (CPG) industry
• Ability to research and analyze data effectively

Job Will Remain Open Until Filled

Responsibilities

The Company is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.

Position Summary

Responsible for the overall management of assigned market(s). Title of Director Sales (vs. Sales Manager) is awarded based on a combination of the market’s volume, number of customers and associated complexity, and the market’s strategic importance. The position is responsible for achieving the market’s Profit and Loss (“P&L”) targets, generating new business opportunities, and managing the business unit operations. It is a pivotal role in the management of the team members responsible for achieving client deliverables related to each client’s budget and bonus objectives.

Essential Job Duties and Responsibilities

• Achieve P&L targets: Manage business unit resources to deliver EBITDA* objective. [* Earnings Before Interest, Taxes, Depreciation, and Amortization]
• Drive revenue growth: Identify revenue opportunities and align business unit resources to gain those new revenue opportunities.
• Client Management: Work with the BDM to organize business unit team to retain and grow all client relationships. In conjunction with the BDM, ensure that a plan is in place with each client to achieve client Key Performance Indicators (“KPIs”) to create “raving fans”.
• Customer Relationships: Work with all roles that have direct customer responsibility to build and nurture strong customer relationships at the mid to senior level of the organization; help sales associates establish a pattern of regular communication and business reviews to create “raving fans” of our customers.
• Team Leadership: Manage and lead staffing priorities so that workload balancing/utilization is maximized. Engage associates so that they are a part of the ongoing solution. Set and communicate clear expectations.
• People Development: Manage talent to meet future business needs by identifying high potential(s) within the team, create and implement individual development plans for high potential(s), identify a successor, and effectively manage associates who are not satisfactorily achieving the Company, client, and/or customer performance/business objectives.
• Forecasting: Ability to anticipate future market changes so that resources can be adjusted accordingly; this includes planning for new revenue growth as well as customer shifts/consolidations.

Supervisory Responsibilities

Direct Reports

Hires, retains, trains, coaches, guides, directs, and develops direct reports using company-wide processes, tools and resources

Indirect Reports

May delegate work of others and provide guidance, direction and mentoring to indirect reports

Travel and/or Driving Requirements

Travel and driving are essential duties or functions of this job.

Travel up to 50% 

Minimum Qualifications

Education Level: (Required) Bachelor's Degree orequivalent experience

Field of Study/Area of Experience: Sales

- 10 years of experience in sales, consumer packaged goods, and/or food brokerage organization or equivalent

- 5 years successfully managing a P&L, budgeting and forecasting, and managing client expectations either personally or through a team

- 5 years previous experience with managing direct reports

Skills, Knowledge and Abilities

• Conflict management skills
• Well-organized, detail-oriented, and able to handle a fast-paced work environment
• Good interpersonal skills
• Ability to make oral presentations
• Team building Skills
• Decision making skills
• Extensive understanding of the CPG industry
• Ability to work effectively with management
• Flexible and adaptable, able to change and alter according to changes in projects or business environment
• Excellent written communication and verbal communication skills
• Strong computer skills including proficiency with Microsoft Word, Excel, PowerPoint, Access, Outlook, and web-browsers
• Ability to complete multiple duties with accuracy shifting from one to another with frequent interruptions and competing deadlines
• Ability to exercise sound judgment
• Ability to direct, lead, coach, and develop people
• Ability to research and analyze data effectively
• Demonstrated ability to provide cross-functional leadership

Environmental & Physical Requirements

Office / Sedentary Requirements

Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66% each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.

Additional Information Regarding The Company Job Duties and Job Descriptions

Job duties include additional responsibilities as assigned by one’s supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.

Important Information

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.

The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.