Director Of Retail Sales

OVERVIEW

Our client MIYOKO'S CREAMERY is actively searching for a Director of Sales (West Region) to maintain, grow and further develop its growing US retail business. This role is responsible for achieving growth goals against established regional KPIs within the retail sector. This role requires the ability to grown & manage broker relationships and optimize broker performance to accomplish objectives and to lead and develop a strong sales team from a regional perspective. This includes strategically developing, planning, tracking, and measuring execution for regional business objectives and KPIs for headquarter broker performance. Key business channels include Conventional Grocery, Mass, and Natural. All business activities must be done in a way that underscores the mission of Miyokos Creamery.

This position reports directly to the SVP of Sales and will partner with Category Management and Marketing to bring the retailer strategy to fruition to deliver our annual volume and financial objectives. This position requires strong strategic thought leadership along with strong analytical abilities to review current market landscape, brand performance, lead the analysis of promotional ROI and trade budgets. This function is part of a broader strategy that necessitates close internal & external partnerships within and across Miyokos Marketing, Finance,

Innovation, Operations and Retail Sales teams, encompassing and developing Miyokos entire portfolio of cheese, butter, and innovation.

Preferred location for this position is based anywhere in the Pacific time zone with proximity to a major airport hub.

RESPONSIBILITIES

• Develop go-to-market strategy based on retailers and consumer needs
• Manage top-level broker relationships for the entire retail product portfolio.
• Establish and measure top-level broker objectives for volume, trade spending, share, distribution, new items, deductions, etc.
• Develop annual customer business plans in partnership with Trade Marketing. Align Miyokos brand strategies with customer business strategy to maximize growth and profitability.
• Effectively manage, direct, and monitor all aspects of trade funds to support promotional and marketing plans, determining pricing and distribution and negotiating with key accounts.
• Can forecast accurately for a dynamic category and innovation.
• Manage broker partner sales execution and scorecard their performance against store level MAPS objectives and priorities.
• Work with broker team to receive internal tracking reports.
• Foster and maintain strategic customer relationship to identify opportunities and promote business growth, through a shared understanding of success criteria to achieve current and future company goals.
• Analyze, track and report performance to leadership team, and provide details around accounts progress and partnerships.
• Selling with Insights Ability to identify, acquire and communicate insights, both specific customer and marketplace, which can serve as the basis for selling strategy including initiatives and solutions. Leverage value added selling to Miyokos advantage.
• Interacts with cross-functional teams within Miyokos Creamery and at strategic customers.
• Other duties as required.

REQUIREMENTS

• Bachelors degree required
• 10+ years CPG industry experience in Sales / Account Management / Trade Marketing / Broker Management
• Demonstrated team development and leadership
• Strong strategic skills with experience in annual business planning.
• Advanced analytical ability with a complete understanding of common retail sales metrics, budget management and post promotional analysis.
• Excellent PC skills. Functional knowledge of Microsoft Office Suite (intermediate to advanced skills in Outlook, Word, Excel, PowerPoint, and SharePoint preferred).
• Strong experience working with CPG Trade Planning systems (i.e., Blue Planner, MEI, Vistex, etc.) as well as syndicated data systems (SPINS/IRI/Nielsen)
• Ability to work collaboratively with sales, marketing, category leadership, finance, and operations teams to accomplish goals
• Ability to travel 40-50%
• Excellent verbal, written and presentation communication skills, to both internal and external audiences.
• Excellent attention to detail and ability to perform procedures consistently.
• Self-starter who thrives in a multi-tasking role.
• Willingness to learn and accept direction and guidance in a professional manner.

COMPENSATION

• Base salary range of $140,000 - $160,000 annually
• Bonus, Health Benefits, PTO, 401k and more