The Director Sales ( Sales Lead) for Whole Foods Market is responsible for leading and nurturing the full Coca-Cola Company portfolio business relationship across 15 wholly owned and 4 partner brands with volume of ~5M EQ cases. This sales leader will be responsible for the alpha retailer in the key strategic Natural & Specialty Trade channel. Whole Foods Market is a global customer with 453 stores in 12 regions in the USA, Canada and UK and represents ~ 50% of the total trade channel retail $ share.
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Regular duties include:
Conducting regular business reviews with customers in order to monitor relationship.
Re-affirming strategies linked to needs and steward the business, operational and/or personal value created for the customer by The Coca-Cola Company.
Activating The Coca-Cola Company System (e.g., cross-functional team members, segment resources) to develop and implement business plan/solution that meets customer needs and drives beverage category profit and volume.
Building and leveraging relationships within and outside the customer's organization to reach implementation of the jointly developed plan.
Collaborating with the customer and account team in order to identify needs and determine project components.
Acting as the voice of the TCCC and working in conjunction with multiple operating units within TCCC to drive category leadership and growth.
Developing and executing business strategies to drive engagement of direct and indirect reports.
Executing plans through VEB Natural Regions, brand GM’s and marketing leads, finance and supply chain inclusive of clear direction through standard communication processes
Initiate and create sustainable Joint Business Planning routines with customer leaders.
Initiate and manage category advisory services resources to support and provide customer with category captain leadership and insights and support customer growth and TCCC and brand partner growth and leadership.
Steward customer strategic plans and results across USA, Canada and UK Business Units.
PRIMARY
Provide technical, customer relations, and personnel management for major programs and projects.
Conduct regular business reviews with customers in order to monitor relationship, re-affirm strategies linked to needs and steward the business, operational and/or personal value created for the customer by The Coca-Cola Company.
Build business plan/solution and contingency plan in collaboration with the customer and distribution partners and portfolio brands using information collected during the account discover process to ensure plan meets customer needs.
Participate in contract negotiations/re-negotiations with customer and our portfolio brands and distributor partners in order to formalize the agreement.
Manage associate. Provide direct reports with leadership, direction and coaching to achieve work objectives and improve performance and skill.
Create and execute Annual Business Plan and Long Range Business Plan for customer in order to monitor relationship, re-affirm strategies linked to needs and steward the business and achieve NARTD category leadership objectives for TCCC.
Education
Minimum Required: Bachelor’s Degree
Preferred Level: Bachelor’s Degree
Experience
Minimum Required: 5-7 year sales experience
Preferred Level: 5 year sales experience
Skills
Minimum Required:
Communicates Effectively
Planning and Organizing
Advancing the Customer Relationship
Customer Focus
Annual Business Planning
System Knowledge
Customer/Business Knowledge
Collaborating for Value Knowledge
Resource Management
Brand Knowledge
Analytics
Enhancing and Sustaining the Performance of Others
Contract Procedures
Forecasting
Pricing Management
Advancing Distributor Relationships
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