The Director of Sales contributes to the success of PepsiCo by leading the Quaker team at Sam's Club, based in Bentonville, AR. This person oversees the overall development and growth of the Quaker and Specialty Brand portfolio and is responsible for the customer P&L while having a key leadership role in the broader Sam's customer team.
Major Tasks, Key Responsibilities and Key Accountabilities:
Leads and develops the customer Annual Operating Plans to deliver Gross sales, Net Revenue, Share, Executional Key Performance Indicator's (KPI), and sales targets. This process is done collaboratively with the customer
P&L responsibility
Achieve Retail sales volume, revenue, and profitability goals
Develops winning partnerships with customer and with internal PepsiCo stakeholders by influencing and penetrating multiple levels within both organizations.
Leads cross functionally with sales planning, category management, Finance, marketing, and Supply Chain to ensure delivery of relevant innovation and key initiatives.
Leads all aspects of customer's joint business plan (JBP) process, including strategic and tactical plans, while ensuring Sr. Leadership engagement and alignment.
Provides customer/channel expertise and leadership to drive development of appropriate strategic and tactical plans within business unit.
Manages all aspects of planning, merchandising, forecasting and check book management as well as timely communication to all appropriate stakeholders on these critical tasks.
Partners with the Retail Sales Team to Activate local marketplace initiatives and promotions to build brand development and maximize brand performance
Education and Certifications:
Bachelor's Degree required, Advanced degree preferred.
Work Experience:
A minimum of 7 years of sales experience; preferably with a consumer packaged goods organization
A minimum of 5 years of fact-based direct selling experience
Previous people management experience
Skills & Capabilities:
Exceptional leadership and customer management skills.
Superior time management skills, ability to multitask, set priorities and plan.
Strong use of influencing skills to gain alignment, agreement, and commitments (internal/external).
Strong ability to work within and be successful in a highly matrixed environment.
Strong analytical skills: ability to link strategies and objectives to develop a plan.
Excellent communication skills: ability to send and receive information clearly and concisely.
Ability to work independently, and solve problems by leveraging multiple function support.
Strong planning/organizing skills: capable of managing major projects simultaneously.
Above average finance skills in order to build compelling profit wins for customer and internal stakeholders.
Self-starter, ability to work independently without constant direct supervision.
Superior presentation skills, both in development of compelling stories and in presenting them at all levels within customer and internal organization.
Must be willing and able to travel up to 25% of the time.
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