Managing Director, Sales

Through regular meeting cadence, “Own Retail Relationships” within Division.

Collaboratively (Retailer and Lead Local Purveyor (LP)) develop strategic road-maps for each assigned Division based Retailer. 

Lead the development of strategic plans by assigned Retailer (Annually and Quarterly Business Plans) that leverage Advertising & Promotion, New Item Introduction, Distribution and Program voids with Consumer / Service based initiatives (BTG Training, PA Events, Selling Event, etc.).

Collaborate with Marketing, Training, Cat Leadership, BSM and Business Analysis in setting goals, measuring and monitoring, course correcting, post event analysis & effectiveness.

Lead the development and ownership of retail “Playbooks” for all assigned accounts and effectively communicate to BSM, LPs and Retailers to include all aspects of merchandising execution and implementation at Store level (Product / Program, Placement, Promotion, Procurement, POP)

Demonstrate a mature understanding of the “LP Model” and “LP Requirements” as established in the “Characteristics of an Ideal LP,” the Minimum Requirements, and the Vision Process.

Have a thorough knowledge of the business of distribution through all facets of sales, finance and operational systems.

Develop and maintain strong partnerships with Local Purveyors to build business and sustain growth.

Ability to identify gaps and opportunities of customers and develop plans to fill the gaps to grow their businesses.

Demonstrate both “hunting” and “farming” skill-sets relative to driving Sales.

Conduct strategic market evaluation for growth opportunities and maintain competent and proactive account management.

Establish and consistently sustain communication with each LP in order to develop credibility through motivation and support of their business efforts, needs and concerns.

Assess existing conditions; set accurate and decisive goals whether for LP, accounts or market; and demonstrate the ability and discipline to strategize, structure a plan, perform and measure the results.

Evaluate and measure the success achieved by each LP and their Retail Partners Operations team, by monitoring sales and profitability through the effective use of distribution channels and category management.)

Recognize the importance of Category Management by demonstrating the ability to serve as the LP’s mentor in attacking product mix deficiencies / opportunities.

Maximize the effectiveness of all LP marketing activities (national and local) through implementation and execution at the retail and deli associate level.