Job Description
General Summary of the Role
Reporting to the General Manager, the appointee will be responsible for developing an effective sales strategy to achieve business plan objectives and ensure business growth while maintaining the desired profit margin, leading business development efforts in the markets we operate in.
The appointee will lead through the Business Development Managers to plan and execute sales programs and initiatives. The appointee will effectively lead the sales efforts while keeping an eye on the bottom-line, running a growth oriented and profitable business.
Reporting Relationships
Reports To: General Manager
Direct Reports: Regional Sales Mgrs. (1 – PNW and 1 SoCal)
Indirect Reports (if applicable): Business Development Managers (5 PNW, 7 SoCal), Sales Merchandisers (TBD)
Key Result Areas/Duties and Responsibilities
Sales & Business Development
- Provides strategic leadership and direction to the sales organization.
- Responsible for distributor key account, and regional chain business relationships, development, and account management.
- Lead the effective execution of vendor programs.
- Develops, implements, and executes sales strategies for CLIENT-USA in alignment with overall sales and company strategies.
- Accountable for the profitable growth of Client’s market share and sales revenue in the markets we operate in.
- Develops, implements, and executes annual sales planning addressing market share targets, sales programs, campaigns, and training requirements.
- Drives sales by fostering authentic customer relationships
- As a member of the senior management team, contributes to the overall planning, budgeting, and company-wide initiatives.
- Monitors market trends and competitive activities in the field.
- Builds a team of capable and engaged sales members who can successfully execute on our sales plans.
Assist in preparing sales forecasts and sales department budgets for each market. - Establishes KPI’s to delivers results against sales targets and other metrics. Strive to increase revenue on all brands.
- In coordination with the General Manager and the President, manages overall business relationships with suppliers and customers.
- Leads the effective execution of Vendor programs for the US market.
- Responsible for key account development and management.
- Works in conjunction with Operations and other cross-functional departments to ensure a responsible balance of customer sales service.
- Facilitates excellence in customer service by communicating sales plans, changes, and upcoming initiatives to key internal teams.
- Utilizes available sales reports, review trends and anomalies, and mobilize the sales team accordingly in pursuit of improvement.
- Periodically reports on business results (as required by the GM/company).
- Monitors market competition and ensure CLIENT management is alerted to any activity that may impact our revenue targets and offer constructive suggestions for overcoming challenges.
Financial Management
- Leverages management tools (Sales KPIs, Nielsen, trade spends, and the like) to analyze data on a variety of critical sales performance metrics.
- Effectively manage the team’s budget and financial objectives.
Staff Management
- Ensures adequate geographical coverage in assigned territories. Recruit the best sales talents and develops direct reports for excellence in sales techniques, processes, and product knowledge
- Provides clear direction and guidance to the team becoming a leader they can rely on to encourage, motivate, and support them.
- Provides coaching and mentoring to direct reports and sales staff in general for continued development and improvement of sales processes and performance.
- Provides product and brand marketing knowledge through sales aides and staff training seminars.
- Encourages collaboration with Operations management team to ensure operational excellence.
Qualifications
Essential
- 10-15 years’ sales management experience in packaged goods industry preferably handling premium brands
- Account management experience
- Strong business acumen
- High energy, results-oriented and focused on success
- The drive and attitude to lead a team to success daily
- Solid networking capability
- Polished and professional business approach
- Strong computer skills, aptitude for numbers and great attention to detail
- Demonstrated ability to coach, mentor and develop others
- An ability to lead a large group of people towards corporate objectives for both revenue and profitability
- Demonstrated ability in leading and implementing continuous improvement initiatives
Desirable
- Familiarity with CRM systems
- Previous experience in the ice cream industry
Competencies - Knowledge, Skills & Abilities Essential to the Role
Knowledge
- In-depth knowledge of sales management, sales lifecycle, strategies, and tactics.
- Demonstrated knowledge and understanding of consumer-packaged goods, frozen food products, the ice cream industry.
- Keen business acumen and well versed in distribution of time sensitive/transport sensitive goods
- Broader understanding of fiscal management and responsibility.
Skills
- Superior selling skills.
- Demonstrated aptitude for problem solving; ability to determine solutions for customers (consultative sales approach).
- Effective verbal and written and interpersonal communication skills.
- Excellent project management and coordination skills.
- Intermediate knowledge and skills of MS office applications and CRM systems.
- Proficiency in preparing reports and presentations.
Abilities
- Ability to grasp strategies and create tools and tactics for in field execution.
- Ability to definitively execute sales plans as intended.
- The ability to effectively create and secure new business opportunities.
- Ability to prioritize and organize effectively to meet deadlines.
- Ability to respond effectively to changing priorities, tasks, and requirements.
- Demonstrated ability to utilize tact, diplomacy, and discretion.
- Ability to motivate and engage assigned teams.
- Ability to acquire and apply job related information in a timely manner.
