Senior Sales Director, Grocery & Processor

Brief Description

Unbox Your Potential: Our customers see us as the industry leader for trusted, high quality food service essentials and supply chain solutions – and our employees see the value in what they do each day. We offer a culture supported by integrity, growth, relationships, and excellence. We’re looking for a Sales Director, Grocery & Processor – are you ready to explore your career with us?

The Sales Director will lead a sales team targeting grocery and processor business. This person will have ownership and accountability of strategy development and implementation to drive profitable growth. This business leader will also be responsible for Product Management ensuring we are offering the best products for customer applications and market needs.

As a key leader in the organization, the Sales Director will be responsible for establishing and maintaining excellent relationships with other Commercial Leadership channel leaders & Executive Leadership Team, and key target clients. The Sales Director will participate in strategic and business unit planning to develop reasonable and thorough ASP, Volume, Revenue, Margin and EBITDA projections for annual budgets/ forecasts and multi-year projections.

This position requires frequent travel (weekly) to major customer accounts

How you will make an impact:

Strategic Leadership and Execution

• Lead sales efforts of the current large “house accounts”, i.e., Processor and Grocery Store Business.
• Develop a commercial strategy in collaboration with VP, Product Management & VP, National Accounts on how to introduce customization capabilities to grocery and processor customers.
• Partner with the Supply Chain & Operations group to ensure the most cost-efficient source of supply for key products in focused segments.
• Continuously seek opportunities and tools to enhance and fuel the growth of the business.
• Manage the duality of being close to the day-to-day business performance while in parallel evaluating the needs for process, technical, and resource efficiencies to improve future business performance.
• Develop business cases and partnerships in the execution of growth initiatives (new launches, and/or categories); leverage industry trends, technology, and leading practices to challenge the status quo and drive the current & future success of the strategy; propose a long-range plan for improvements in custom business.
  
  

Commercial Leadership

• Lead sales team members to meet sales objectives targeting grocery and processor accounts. Products, Process & Pricing to help with market placement.
• Stay well-connected with customers to ensure broad market needs are being incorporated into the product development and enhancement cycle.
• Monitor the strategies and processes across the revenue cycle from customer acquisition to engagement to success.
• Support the evolving strategy, collaborate with the Sales Operations leadership team on sales processes, and metrics through process development and implementation.
  
  

Commercial Operations, Planning and Reporting

• Support the Sales Operations process (which includes CRM, Gross to Net, Pricing, Budgeting, Forecasting & Analytics) to ensure effective analysis of financial performance and sales activity of team on daily, weekly, monthly basis including channel, account type, product type, revenue, and profitability.
• Develop and deliver Custom Accounts strategies, tactics, and execution to sell product to the most valuable customers in the market with a goal to generate the most revenue and margin possible.
• Drive the CRM pipeline process and leads, adjusting as necessary to create sustainable growth.
  
  

Forecasting & Budgeting

• Develop, review, and collaborate with Vice President of National Accounts, Channel Leaders and Supply Chain on all associated Custom Accounts forecasts, and budgets.
• Build and monitor a robust and accurate pipeline through our CRM tools and forecast, adjusting as necessary to create sustainable growth.
• Establish both short-term results and long-term strategy, including volume, revenue, margin and gross to net forecasting.
  
  

Team Development

• Responsible for collaborating with ACR sales leaders and drive team towards expected sales and customer satisfaction levels.
• Facilitate alignment and effective communication within team and internal/external key partners/customers and promptly resolve any conflict to encourage productive interaction.
  
  

Requirements

What we are looking for in a prospective candidate:

• 5 years of experience selling to major accounts in the Grocery & Processor vertical
• Proven track record of developing long-lasting customer relationships
• Ability to travel as-needed (up to weekly) to visit clients within Grocery & Processor portfolio
• Excellent communication skills to work with stakeholders across various levels of the business
  
  

Summary

ACR is an Equal Opportunity Employer that recruits and hires qualified candidates without regard to race, religion, sex, sexual orientation, gender identity, age, national origin, ancestry, citizenship, disability, or veteran status.

Learn more about ACR HERE

Learn more about our Culture HERE