Sr. Director Retail Corporate Sales (Finance)

Sr Director - Retail Corporate Sales

POSITION SUMMARY
To initiate and develop the strategic sales activities of the organization to achieve budgeted retail sales revenue, volume, profit and market share objectives.

ESSENTIAL FUNCTIONS

Essential Functions Statement(s)
• Develops, communicates and executes the Company's AOP targets in order to deliver budget sales, share, financial and other functional department goals and develops collaborative strategic plan for channel and retail customers.
• Formulate strategic plans with customers and interact with market sales teams to turn strategy into tactical plans of action for market sales teams.
• Develop, manage, and optimize the sales budget for the Small Format channel, including forecasting, tracking, and controlling expenses to maximize ROI.
• Supports company-wide communication for all appropriate touch points relative to assigned retail customers; this includes customer and other internal and external communication processes; participates in customer JACT teams for assigned retail accounts.
• Drives a collaborative price decision-making process with sales leadership.
• Establishes profitability targets; accountable for guiding and supporting the markets to achieve budgeted sales, profitability, market share and execution targets.
• Conducts frequent collaborative trade days to provide feedback on marketplace execution across the broader organization.
• Develops and maintains customer headquarter and field relationships; establishes and executes customer wiring and account call plans.
• Conducts account-specific and channel-specific training programs for targeted personnel as necessary.
• Monitors and tracks feature activity and LRB space allocations to ensure that customers are complying with CDAs and other applicable agreements.
• Initiates, prepares and conducts internal as well as external customer business reviews, sales presentations and planning meetings as necessary; Mentors field staff and coaches them through account budgets to establish realistic and attainable sales targets so they can create supporting sales decks.
• Accountable to delivering revenue, volume, pricing, gross profit and market share goals across targeted retail customers in accordance with G&J's AOP goals.
• Analyzes and assures that customer-related economic initiatives are within budgetary guidelines (e.g. CDA's, NSP, MEM, marketing programs) and confirms to the appropriate return on investment (ROI); analyzes and prepares periodic sales reports including, but not limited to sales volume and potential sales.
• Guides and directs departmental accountability for the Talent Management process including talent acquisition, on-boarding and development of succession planning to maximize human capital and business performance.
• Develops contingency plans as needed to ensure annual sales revenue, volume, pricing, profitability and market share goals are met for their respective channel of business.
• Maintains confidentiality of financial information, promotions, pricing, CDA contracts, profit and loss reports, customer information, employee information (e.g., discipline, wage information) and other sensitive and confidential information.
• Ensures that company policies, standards and procedures are met, followed and maintained in accordance with established company policy (e.g., OSHA and safety compliance, Federal/State/Local laws).
• Works assigned schedule, exhibits regular and predictable attendance and works outside of normal schedule as required to meet workload demands. Performs other related duties as required.

POSITION QUALIFICATIONS
Competency Statement(s)
• Analytical Skills - Ability to use thinking and reasoning to solve a problem.
• Business Acumen - Ability to grasp and understand business concepts and issues.
• Communication Skills - Ability to effectively communicate (both verbally and in writing) with others either individually or in a group setting.
• Customer Oriented - Ability to take care of the customers' needs while following company policies and procedures.
• Decision Making - Ability to make critical decisions while following company policies and procedures.
• Diversity-oriented - Ability to work effectively with people regardless of their age, gender, race, ethnicity, religion, or job type.
• Goal Oriented - Ability to focus on a goal and obtain a pre-determined result.
• Integrity - Ability to be truthful and be seen as credible in the workplace.
• Leadership - Ability to influence others to perform their jobs effectively and to be responsible for making decisions.
• Relationship Building - Ability to effectively build relationships with internal/external customers and co-workers.
• Sales Ability - Ability to use appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea.
• Strategic Planning - Ability to develop a vision for the future and create a culture in which the long-range goals can be achieved.

SKILLS & ABILITIES

Education: Bachelor's degree in sales management, marketing, related field (preferred) or equivalent work experience required

Experience: 5 - 7 years of proven progressive, strategic experience and success in a sales position with responsibility for management of key or large customer base; 5-7 years of previous supervisory experience.

Computer Skills: Must be proficient in Microsoft Office Suite.

Certifications &
Licenses: Valid Driver's license and must be insurable to operate a vehicle as a condition of initial and continued employment.

Other Requirements: Knowledge of: retail sales environment; beverage industry; proven sales strategies with key or large customers; promotional development; basic financial management; Microsoft Office Suite including Access. Skill in: selling products and promotions; external customer service; training and coaching. Ability to: train, develop, manage and lead a team; set strategic direction to meet outlined key measurements; work quickly, efficiently and independently; manage multiple and competing priorities; communicate effectively with customers and other employees both verbally and in writing; adapt to change; design and deliver presentations to customers and other employees; relate to and influence customers and other employees; develop and maintain good working relationships; problem solve; delegate; operate a computer; read and interpret profit and loss statements, data and other reports. Other functions, skills and abilities may also apply.