The Director of Sales will have full responsibility for sales execution in all local, regional and national Large and Small store home market accounts as well as Merchandising. Responsible for the execution of all sales priorities, e.g., RED, SMO, Merchandising Optimization. Manage merchandising expectations ensure alignment with CCBF and customer expectations.
Responsible for identifying and developing core talent, including stewarding the People Development Forum for the Large and Small Store selling organization and Merchandising Team.
Lead, Develop, and effectively delegate/empower the sales team to deliver sales revenue, gross profit and volume objectives.
Coach and develop the team of direct reports while ensuring a culture of learning and development exists throughout the organization.
Customer Management
Responsible for relationships with large and small home market accounts serving as the connection point with the VP level of store operations as well as some region/district level relationships.
Responsible for relationship with Customer teams and Sales operations teams
Accountable for selling in and adherence to calendar marketing agreements. Provide feedback to the national customer teams.
Execute and fulfill all channel, package and pricing plans provided by the Commercial Leadership COE.
Small store sales includes deal negotiations.
Develop a customized business plan addressing the critical needs of the customer while delivering Coke system budgeted profit and volume.
Sell-in and implement regional or national promotional strategies for the introduction of new brands and packages
Supply Chain
Drives collaboration between supply chain and field sales execution including sales / delivery route planning. Serves as key enabler for Supply Chain initiatives.
Ensure accurate forecasting of revenue, volume, sales and merchandising sales expenses and POS material requirements.
Provide a feedback loop on marketplace conditions (includes competition, channel plans, pricing, architecture).
Community & Government Relations
Represent Company in local government / community forums, as needed, on issues that impact our business.
Provide inspirational leadership and ensure execution of all engagement initiatives (e.g., Town Halls) across the organization to drive strong employee engagement.
Host customer events that help align ourselves better with the customer
Education: Bachelor's degree or equivalent experience
Experience (Required)
5+ years of sales management experience leading a sales team.
Proven Multi-channel experience.
Excellent Communication and Organizational Skills.
The ideal candidate will be a proven CPG sales leader dealing directly with Operations VPs.
Local CMA selling experience is required.
Passionate, results-oriented, collaborative, self-motivated, and have a strong work ethic.
Proven leader who is able to effectively lead and motivate his/her direct team while also building relationships and working effectively in a matrix organization. Change agent who thrives in a fast paced, ever-changing environment.
Experience (Preferred)
5+ years of Direct Store Delivery (DSD) and Beverage category experience preferred.
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