Director of Retail Sales - CPG
GENERAL PURPOSE OF JOB:
Our client is a nationwide distributor seeking a Director of Retail Sales - CPG / Grocery. The Director will have a background in grocery retail and will own / manage the relationship and business with the assigned national accounts. The Director of Retail Sales - CPG / Grocery will be accountable for managing and growing L&R revenues, achieving/exceeding revenue targets in assigned customer accounts. The Director of Retail Sales - CPG / Grocery will report to the Chief Customer Officer.
LOCATION: Fully Remote
SALARY: Up to 170K Annually + Bonus
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Understanding the customer’s business, their needs and pain points; positioning the company to deliver value to customers in line with the organizations' value proposition
- Building out the vision to grow assigned accounts; developing, and owning account plans to achieve that vision, leading the execution of the plan
- Identifying the key players across all levels in the customer organization, gaining access to them, developing strong, trust- based relationships with them
- Preparing and delivering compelling presentations of the company’s services and value to broad range of client personnel from C-level executives to store managers
- Preparing, delivering and negotiating proposals
- Conducting regular business reviews with the customer to ensure alignment and to identify growth opportunities
- Participating in category, reset and promotional planning meetings and providing insights, thought leadership and best practices to increase customer sales
- Regularly reviewing discontinued and out of stock items and providing the customer with replacement recommendations
- Defining the vision and plan for resets and project managing the execution
- Organizing vendor days to share vendor business and product updates with customers and to introduce proposed vendors to customers
- Partnering with sales analysts to review analytics and improve customer level KPIs
- Collaborating with the category team to develop new product offerings
- Gaining the events calendar and promotional information from customers, sharing it internally, collaborating with operations, logistics, marketing and merchandising teams to ensure sell-through targets, fill rates and required inventory levels are achieved
- Building and actively managing a robust opportunity pipeline to achieve quarterly and annual sales targets
- Developing timely and accurate sales forecasts
- Managing account information, opportunities and sales activity in CRM and keeping CRM updated at all times
- Orchestrating cross-functional internal teams (e.g., sales operations, merchandising, logistics, legal, finance) to proactively address customer needs and to ensure customer success and satisfaction
- Keeping informed about the progress on customer and vendor on-boarding processes and providing regular updates to the customer
EDUCATION AND EXPERIENCE:
- 10+ years of sales and account management experience in the supermarket, grocery retail channel selling to category management, merchandising and retail operations teams
- Consistent track record of achieving / exceeding sales quota
- Consultative selling skills
- Advanced Microsoft Office Suite skills in particular with Powerpoint
- Strong executive presence, comfort in managing senior client relationships
- Excellent oral and written communication skills
- Stellar interpersonal skills, ability to empathize with and influence people from diverse backgrounds
- Strong sense of ownership, proactive, can-do attitude
- Curiosity and vigor to learn, grow and challenge the status quo
- Passion for exceeding customer expectations
- Bachelor’s degree
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職階等級
主任 -
工作類型
全職 -
工作職能
行銷、業務銷售和業務開發 -
所屬產業
運輸、物流、供應鏈和倉儲、批發業和倉儲與儲存
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醫療保險 -
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眼睛保險 -
401(k)
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