Job Details
**THIS IS NOT A JOB WITH FORCEBRANDS**
ABOUT THE POSITION:
The West Coast Regional Sales Director is responsible for achieving the business targets in the territory. The role includes identifying, pitching, and securing strategic distributor, broker, and retail partners to increase sales and ACV, as well as providing education, promotional programming, and trade-marketing support to ensure a velocity-first approach to distribution.
The Regional Sales Director will manage (2) Area Sales Managers to start and will be responsible for building the West Coast sales team according to the distribution and sales opportunity as the brand scales.
Essential Duties and Responsibilities:
- Drives velocity in existing accounts Taking a velocity-first approach to distribution, the West Coast Regional Sales Director s first order of business is to ensure that pricing, promotional programming, merchandising, and marketing support within existing accounts is optimized to drive unprecedented velocity out of the gate. This includes developing and implementing trade marketing plans to build consumer loyalty and profitability versus short-term, one and done sales revenue
- Team Leadership and Management Providing strategic leadership, training, and mentoring to Regional Sales Manager(s) and Area Sales Managers. Lead by proactively participating in trade activities and route rides (up to 3-days per week)
- Managing territories and market work to ensure sales teams are set-up to achieve individual and team sales targets.
- Leverages existing relationships with strategic retail accounts for market penetration Leveraging relationships with key natural accounts as well as premium conventional accounts and alternative channels to secure placement of products in premium retail stores
- Develops and maintains sales contact with all major retail customers and new prospects to expand distribution and volume sales.
- Leverages Strategic DSD Distributor relationships to grow ACV Leveraging relationship with premium-product DSD Distributor owners and decision-makers to secure partnerships and accelerated market penetration in premium retail stores
- DSD Distributor On-Boarding and Day-to-Day Management Developing, presenting, and implementing annual go-to-market plans to DSD partners that include ACV targets, revenue targets, and trade budget targets. Developing and implementing sales dashboard. Developing and implementing retail programs and sales incentive programs. Reporting out frequently on performance to ensure targets are met
- Broker On-Boarding and Day-to-Day Management - Developing, presenting, and implementing annual go-to-market plans to broker partners that include ACV targets, revenue targets, and trade budget targets. Developing and implementing broker performance dashboard. Developing and implementing retail programs and incentive programs. Reporting out frequently on performance to ensure targets are met.
- Sales Plan Development - Developing the annual sales plans including an achievable forecast for the region and each Sales Manager.
- Analyzes data, reports results frequently, and optimizes quickly Conducts weekly, monthly, and quarterly reviews of sales activity effectiveness, identifying sales and distribution gaps and reacting to them rapidly. Candidate must be an expert in the development, implementation, and post-analysis of all reporting including but not limited to analysis of:
- Retail pricing, promotional and marketing strategies. Candidate must be an expert in SPINS, IRI and /or Nielsen data and be able to optimize pricing, promotion, and marketing strategies to capitalize on opportunities
- Shipment data - Candidate must be an expert in analyzing shipment data to understand sales team effectives and customer profitability (pricing, free cases, and promotions), as well as distributor and broker effectiveness
- Distributor depletion reports Candidate must proactively solicit, analyze and act on distributor depletion reports to measure sell-through, inventories, service levels, incentive ROI and new item availability
- Broker Dashboards - Candidate must proactively develop and or / solicit, analyze and act-on broker dashboard results to quickly measure broker effectiveness
- Merchandising execution - Candidate must have experience analyzing void reports to ensure sales aren t impacted by poor store execution / out-of-stocks
- Marketing Team Partnership - Partnering with Marketing teams to develop and implement programs that drive trial and velocity at retail
QUALIFICATIONS:
- Minimum of 8 years of Ready-to-Drink beverage sales experience including sales plan development, forecasting, plan execution, tracking, and reporting
- Minimum of 8 years of Ready-to-Drink beverage sales leadership experience with managing sales territories, sales team market work, supervision, goal setting, goal measurement, coaching, etc.
- Minimum of 5 years of recent experience at a premium Ready-to-Drink beverage brand with both Natural Channel distribution and premium Conventional Channel distribution
- Data-driven selling experience and expert ability to understand and analyze sales performance metrics
- Successful track record leading sales within a high-growth environment that meets or exceeds sales targets on a year-over-year basis
- Eager to roll-up their sleeves and hit the ground running in the trade
- Excellent communicator who can express ideas clearly and concisely. Ability to adapt style to audience with effective active listening skills
- Above average fluency in Microsoft office suite, particularly Excel and Word
- Ability to be in the trade a minimum of 2-days per week and travel to other key market locations for sales blitzes, distributor and retailer events, tradeshows, etc.
- Able to travel 40%/50%
- Current and valid Driver s License and access to a personal vehicle with the ability to travel frequently