Director of Sales, West

Director of Sales, West

The primary responsibilities of the Director of Sales, West – is to directly manage the illycaffè broker partners responsible for Retailers in all classes of Trade in the Western United States. Additionally, the Director will have individual responsibility for calling on Albertsons Corporate and vertical responsibility for Albertsons Divisions across the United States. This role also includes expanding illy's business in the US Military channel and maintaining a direct relationship with legacy retailer AJ's. Key priorities are to grow distribution and velocity across the entire illycaffè portfolio that will drive significant revenue & margin growth for illycaffè North America. Deliver illy share growth for Total Coffee and the Super Premium subcategory. Establish relationships with senior leadership at key retailers, as well as with senior leadership with illy's broker partners. In conjunction with our broker, develop strategic business plans and KPIs by customer in the geography, measure and adjust as necessary to meet the annual sales and market share objectives.
Responsibilities

Responsible for Headquarter Relationship of assigned Customers
Direct our broker partners with assigned retailers for success
Lead all assigned Customer HQ sales calls and collaborate with our broker partner to develop key presentations
Support Sales Calls on Regional Divisions of assigned National Distributors
Develop Strategy and Plan for assigned Customers - working collaboratively with Brokers, Sales Planning, Finance, Marketing, and VP of Sales
Maintain current illy caffè portfolio distribution
Facilitate incremental distribution opportunities to expand portfolio
Ensure that necessary distribution is in place with Distributors to support Retail Customer authorizations
Execute promotional calendar within pre-determined guidelines
Accurately forecast sales and trade spending
Manage customer payments/deductions
Uncover incremental partnership opportunities
Conduct business reviews to ensure our partnership is on-track, aligned and identify any new opportunities.
Develop a plan of action and execute on the plan following review.
Develop relationships with Senior Leadership at strategic retailers – Albertsons, SaveMart and others, that will help drive visibility and attention for illy caffe products throughout the West geography
Communicate with broker partners on existing accounts as needed regarding coverage and inventory needs
Stay within budget for travel and expense allocation
Work with VP to implement strategic initiatives and account objectives
Monthly Status report identifying key sales activities by the 10th of the month
Participate in the monthly commercial review meeting, updating on the status of the business
Input and review KPI updates monthly
Decision-Making Authority

Day-to-day account management of Albertsons Corporate and engagement with the National Category Director
Content of presentation development and program recommendations with broker partners
Initial proposal and P&L recommendations
Internal account management (customer care, service, accounting, logistics, sales planning)
Account Sales calls with broker partners
Lead business review preparation presentation with our broker partners
All pricing and final offers must be approved by Sr Management
In conjunction with the immediate Manager:
Priority Target Accounts
Account Strategy
Final presentations
Account pricing approved programming
Budget (Event participation, FG, programming)
Key Performance Indicators

Core Item Distribution Expansion
K-Cup Distribution Expansion
New RTD Distribution
Schematic Improvement
Revenue and Margin Growth
Market Share Growth
Deliver Sales Objectives by customer and in the Aggregate for the Geography
Create senior-level relationships with strategic retailers and broker personnel to drive illy caffe brand awareness
Qualifications

Minimum 10 years of success in Modern Trade – beverage and/or coffee preferred.
Existing contacts at Sr. Decision-making levels for Major Retailers preferred.
Experience negotiating complex deals with multiple decision-makers, door-keepers, and influencers.
Demonstrated ability to develop and negotiate win/win proposals that maintain profit targets.
Demonstrated Ability to work on multiple long-term projects with difficult and long-reaching results cycles.
Required ability to develop winning proposals that are profitable for the company.
Demonstrated ability to develop relationships at all levels, including Sr. Decision makers
Advanced communication skills (writing, presentations, public speaking)
Advanced level experience with computer software (Word, PowerPoint, Adobe, Excel pivot-table and reporting expertise, etc.)
Required 4-year college degree.
Out of the box, entrepreneurial thinker. Required.
Accountability mindset. Required