Director - National Sales - La Tortilla Factory - Atlanta

Job description
If you are interested in joining an innovative, hungry and expanding food company with family roots and a dynamic culture…look no further! We are hiring a Director of Sales to expand national tortilla boundaries. The ideal candidate is an experienced Sales Professional interested in utilizing his/her talents and expertise in the development of the #2, but fastest-growing national brand of specialty baked goods within the conventional grocery, mass, club, military, and natural channels. This candidate will have grown up in the grocery channel working for a large CPG company and then, ideally, moved to a smaller, more dynamic, high-growth CPG company where he/she applied their skills and market knowledge towards the development and growth of this smaller brand into category or segment leadership. Additionally, this candidate must demonstrate their ability to accomplish sales objectives and discover and secure new opportunities through the management and direction of a National Sales Team, broker sales organization, third-party distributors, and retailer-direct channels. This person is passionate about their work and embraces the values of a socially responsible, family-owned business. This position reports directly to the VP of Sales, who sits on the Company’s five-person executive committee.

POSITION OBJECTIVE:
Management, growth and development of the company’s portfolio of branded and, in some cases, private label products in the conventional grocery, mass, club, and Military channels. Specifically this position is responsible for driving customer relationship and brand sales in the existing channels and focusing on new customer relationships. In the development of the existing customer’s business he/she will need to focus on the strategic and tactical plans for all accounts. This position will also be responsible for timely new product launches. The clear goal is to attain and maintain category leadership, while generating budgeted revenues and managing costs to ensure annual profits are meet or exceeded.

WHAT THE JOB ENTAILS:
Achievement of annual and quarterly revenue and profitability objectives for each region, as well as in aggregate.
Demonstrated ability to develop, manage and execute customer sales strategy for achievement of aligned company and customer business objectives (revenue, promotion planning, shelving, merchandising and distribution).
Achievement of the distribution (ACV) objectives by market and customer.
Demonstrated ability to competently develop, manage and execute trade funds, including promotion, market development, and account specific marketing and manufacturer charge backs.
Execution of the Company’s strategic/tactical sales plan, and partnering with the region through the Company’s direct and multiple-broker sales networks.
Development of key customer plans, including execution of our promotional strategy and customer specific marketing programs.
Recommendation and coordination of customer/account specific sales programs based on brand and market objectives and strategy.
Management and development of the Company’s retail brokerage network including:
Annual customer and market planning
Secure quarterly progress review of market and customer objectives in person]
Make key account calls on a regular basis with Business Development Managers (BDM) to ensure strong top-to-top relationships.
Regular retail audits (minimum five (5) per week) as part of market tours to insure customer and POG compliance.
Quarterly (or customer-specified cycle) business reviews with key trading partners including brokers, wholesalers, distributors and direct retailers to include; budget performance and corrective action recommendations, promotional planning and analysis, syndicated data review, etc.
Strong understanding, and on-going awareness and education of the Company’s product offerings.
Established working knowledge of category management principles for the product categories in which we participate from a retailer, wholesaler, distributor and competitive perspective.
Participation in internal committees and key pursuit teams to support Company’s developmental effectiveness.
Written follow up and communication to broker and retailer trading partners following all planning meetings, presentations, and key interactions.
Submission of monthly reimbursable expenses as outlined in the Company Handbook.
Leadership of weekly sales conference calls with expanded sales team.
Attendance at key regional and national trade shows.
Provide exceptional and inspired leadership of the Company’s national sales force, one-one-on guidance, and training as required.
Strong, clear, and frequent communication with direct supervisor, minimizing “surprises” and, when they occur, communicating them early.
Performs other duties as assigned by manager.
COMPENSATION: Competitive base salary with available sales incentive bonus plan, PLUS generous benefits package including: Health, Dental, Vision, 401K, Life Insurance Policy, Education Reimbursement, Aflac Insurance add-ons, Paid Time Off and Holiday Pay.
For consideration, please send your resume and cover letter to careers@latortillafactory.com, ATTN: Amanda, Recruiter/Human Resources. Please be advised that your application is not complete until you fill out, sign, and submit a La Tortilla Factory Application for Employment for a specific position for which La Tortilla Factory is actively recruiting. Your application must reflect that you possess the required qualifications for the positions.

Desired Skills and Experience
WHAT WE’RE LOOKING FOR:
Bachelor’s degree or equivalent in related field and ten to twelve (10-12) years related experience, or a combination of education and experience; MBA preferred
Proven leadership and business acumen skills and the ability to work with all levels of management
Excellent written and verbal communication skills
Strong negotiation skills
Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization
Proven ability to develop and execute national sales strategies and tactics
Ability to calculate figures and amounts such as discounts, interest, commissions, and percentages
Passionate, charismatic and willing to be an advocate for the company/brand
Understanding and use of category management
Excellent problem resolution and consultative skills
Proven ability to handle multiple projects and meet deadlines
Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm
Strong organizational, problem-solving, and analytical skills, including IRI/Spins/Neilson data analysis
Proficient with Microsoft office and other software programs needed to perform the duties of the job

WORK ENVIRONMENT:
Coordinate multiple tasks simultaneously
Collect, interpret, and/or analyze complex data and information
Understand and respond to a diverse population
Lift and/or move up to 25 pounds, including a briefcase and/or sales materials
High degree travel (50% to 80%) is required by car/airline
Available to work weekends as needed
Proof of insurance and a clean DMV record is required
Individual must be able to sit in tight quarters for extended periods of time
Stand for long periods of time while working at trade shows
Ability to work in stressful situations with key customers when required
Work is mainly performed in a normal office environment, noise levels are usually moderate but may be moderate to high at times
From time to time the work is performed in a retail store or trade show setting with hard floors and higher than office noise levels
Individual needs to maintain their hygiene and dress business casual or business formal as required

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