POSITION SUMMARY:

The Grocery External Sales Director is a regionally based role responsible for the direct selling of Retail Space Solutions (RSS)/ Trade Fixtures (TF) brand products to a pre-defined list of customers. This is an experienced sales role within the external sales organization and requires outside and related previous sales experience into large and small grocery and mass retail. The role will include a sales territory with 30+ grocery/mass merchandiser target customers. The Sales Director shall ideally live near a large customer in the Texas area and/or a medium-large sized city to travel to other customers within their segment/region.
The SalesDirector serves as the primary means to understand and meet the customer’s needs to facilitate organic revenue growth. The role’s primary accountability is to drive organic revenue growth with new and existing products to new and existing customers, as well as serve as the primary face to the customer for both the RSS and TF brands. Organic growth should be driven by proactive implementation of the Grocery Brand Sales Continuum.

POSITION QUALIFICATIONS:

· Competencies
o Targeting Sales Opportunities; Advancing Sales Discussions; Closing long-Lead time sales opportunities requiring customer capital expenditures; Building Customer Relationships; Delivering Results; Integrity; Sales Persuasion; Modeling retailer financial gain through return-on-investment thought approach

SKILLS AND ABILITIES:

• Education – BS/BA Undergraduate degree from an accredited university. MBA preferred.
• Experience – 5 years of related experience with retail grocery and mass merchandisers for Grocery-specific role. Demonstrated ability and track record of B2B selling to medium-to-large customers utilizing sound selling techniques and a focus on profitable financial return on investment. Demonstrated track-record of success in Sales with 3+ years of quota attainment.
• Computer Skills – Proficient in Microsoft Word, Excel, CRM (MS Dynamics, Salesforce) and PowerPoint.
• Other Requirements – Strong interpersonal skills. Excellent communicator via presentation skills, e-mail, phone. Excellent time-management skills. Highly organized with the ability to prioritize projects concurrently. “Can do attitude” to do what needs to be done to meet client with, at times, a quick timeframe.

• Generate organic sales for specific target Grocery and Mass Merchandiser retailer customers within a defined region with accountability to achieve/exceed the territory’s annual sales budget (quota).
• Identify new sales opportunities within target accounts, identify key contacts, arrange meetings, deliver a strong and persuasive sales message, generate trials with measurable metrics, and leverage market tests into territory rollouts at target contribution margins.
• Excellent Product Knowledge of all RSS/TF products.
• Ability to sell directly and effectively to customers, as well as to manage and leverage outside sale resources (e.g. brokers).
• Prepare monthly, quarterly, and annual sales forecasts. Ensure that the RSS President, Commercial Vice President, and RSS Vice President of Finance can accurately forecast the region from these reviews and data capture.
• Maintain up-to-date customer information and profiles through daily use of the sales CRM tool and to capture all significant activity as well as post-call sales notes for all sales calls in the CRM.
• Utilize company provided reports to review sales-to-goal, account progress, market tests, and territory pipeline to prepare for 1-2x/month business discussions with the Commercial Vice President.
• Properly request resources for new products, custom opportunities, or market tests, including measurable and realistic descriptors or metrics and tracking of opportunities in the CRM (through completion of the opportunity).
• Develop a Segment/Regional growth strategy pipeline focused both on financial gain and customer satisfaction.
• Coordinate sales efforts with Inside Sales team members, Customer Success, Finance, Marketing, and other company internal departments.
• Provide management with updates on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Keep abreast of best practices and promotional trends.
• Continuously improve through feedback.