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