Job Description
Job Description:
Seeking a Director of Sales- National Accounts, one for East and one for the West. These positions are responsible for achieving the national brand sales goals in assigned retail and restaurant accounts. Goals to be set annually and in alignment with regional opportunities and challenges by identifying key drivers for growth. These roles will lead in receiving, preparing, submitting, tracking, and communicating all RFP’s (Request for Presentations) for new items and monthly features/ads/displays/BTG programming in alignment with regional managers and distributors.
Essential Duties and Responsibilities:
• Achieve annual operating plan; revenue and growth assumptions for the company and assigned accounts.
• Set annual KPI’s (Key Performance Indicators) for assigned accounts in alignment with VP of Sales, DSM’s and distributor national accounts management.
• Create and maintain relationships with assigned accounts and distributors identified as influencers.
• Complete quarterly business reviews with distributor national account team, senior management, and DSM’s to ensure goals are being met.
• Provide and keep a fully transparent tracker for all meetings (both in-person and phone/video) and interactions with proper follow-ups notes; including monthly updates.
• Review, lead, and ensure the proper completion of all RFP’s associated with assigned accounts for new distribution, programming, planners, and other seasonal opportunities; feature BTG, special events, pallet programs, etc.
• Maintain company-directed database(s) with all important documentation for each assigned account; items submitted, approved, planners achieved, programming spend, contacts, meetings notes, etc.
• Establish and maintain a calendar of when new items, planners, wine lists, etc., occur by account.
• Provide key insights from winning RFP submissions; what worked, why, and how.
• Organize and lead effective monthly staff reports and meetings designed to create collaboration and achieve sales results.
• Lead in securing and analyzing programs completed with third-party contractors who conduct consumer sampling, placement of approved POS, loyalty coupons, menu print, website search enhancements, surveys, etc.
• Conduct regular pricing and distribution surveys. Provide feedback for account buyers, DSM’s, and distributor management where appropriate.
• Participate in sales blitzes and regular supplier market visits.
Job Requirements:
Education/Experience:
• Must be a proven sales leader in retail and restaurant sales with headquarters call experience.
• Must have a history of achieving sales growth; profit and volume.
• Must be detailed, organized, persuasive, and can multi-task while maintaining a high level of customer service and responsiveness to immediate demands.
• Strong Financial Acumen: Must be able to understand gross profit, distributor margin, retail margin, and retail pricing.
• Team Player: Must be able to prioritize tasks and do what’s best for the team. We have a limited sales force and need to be flexible when helping other team members across channels and markets.
• Proficient in Microsoft Office (Word, PowerPoint, Excel), Diver/Pro-Diver
• Ability to build compelling and creative sales presentations with Sales, Marketing, and Consumer Insights; provide features and benefits.
• Sales Presentation Skills: Must have the ability to present dynamic sales presentations to win with Key Accounts Minimum 5 years experience in Chain sales with proven results.
• Firm knowledge and understanding of Nielsen and/or IRI Data.
• Must have a high level of wine knowledge.
Skills:
• Strong English communication skills both written and verbal.
• Ability to manage time effectively and handle multiple projects.
• Ability to follow oral and written directions; work well under pressure and time limits.
• Willing to provide feedback to supervisors.
• Must possess the ability to deal tactfully with other staff members, vendors, customers, government agencies/personnel, and/or the public.
• Requires independent problem solving and the ability to work with others constantly.
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Job Tags
Full time, For contractors, Seasonal work, Immediate start, Flexible hours,