The Director of LRB Mass & Club will play a pivotal role in driving business growth, managing and nurturing relationships with key retail accounts. By strategically expanding our market presence, this role will contribute to the overall success of our organization. Reporting directly to the Sales Vice President, the Director will provide strategic , leverage scope of influence (internally and externally), own annual deliverables for Mass & Club channels, and help to shape our LRB strategy as we scale
Accountabilities:
- Sell-in, Launch and Build a sustainable business at key customers (initially WMT and then Costco, Sam's Club, BJ's)
- This includes development of presentations for selling local programs, new authorizations, shelf optimization, and managing execution of MODs as well as national & regional features
- Develop customer specific programs and promotions that increase the value of the customer partnership
- Maximize distribution opportunities and ensure full execution within authorized POG's and SKU's
- Meet frequently with customers to review performance, highlight opps & gain support for programs, increased distribution & operations support.
- Conduct customer analysis and assess sales information and data using variety of sources (Circana, Retail Link etc.) to analyze sales volume, opportunities, goals, etc. Build a compelling narrative and story.
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Key Metrics & Financial Targets:
- Focus on critical objectives that drive most value, consistently deliver results that meet or exceed expectations.
- Decision making (choices) must be focused on driving goals
- Strive for 90% distribution for authorized SKU's
- Deliver 98% Customer Service (On Time and In Full)
- Deliver LRB customer-specific Revenue & Market Share
- Manage Trade Investment with high ROI
Own:
- Own KA call points: cultivate strong relationships with operators
- Foster seamless integration between KA & Field Sales organization
- Best in class execution of programs / promotions (seek, share, adopt best practices & innovation execution to drive growth
Influence:
- Support Regional teams to build / maintain relationships with KA at regional level local level
- Penetrate and influence at the Store Manager and Market Manager levels within key customers
Veto:
- Programs that do not deliver aligned ROI goals
- Programs that do not meet brand/business objectives
Critical Relationships:
- Work cross functionally with the Field Sales team, Pricing, Marketing & Wholesaler network to align chain specific program goals and strategy and Category Insights team to develop sell in material to drive sales / volume / PODs
- Collaborate closely with the Category Insights team to drive Points of Distribution (PODs) and volume
- Collaborate with Regional Field teams to ensure maximum execution, distribution
Skills Needed To B Successful:
- Bachelor's degree or equivalent experience.
- 7+ years of successful sales experience, preferably in CPG
- Self-motivated, creative, and entrepreneurial mindset with a team-first attitude. Operates with high sense of urgency.
- Experience overseeing wholesaler network execution
- Ability to multi-task, work independently and/or within a team, strong attention to detail, strong/proactive communication skills, and strong commitment to meeting deadlines
Extraordinary Leadership Expectations:
- Exceptional relationship development skills at all levels
- Ability to motivate and influence customers, distributors, and cross-functional teammates to achieve shared goals