POSITION SUMMARY

To initiate and develop the strategic sales activities of the organization to achieve budgeted retail sales revenue, volume, profit and market share objectives.

POSITION QUALIFICATIONS

Competency Statement(s)

• Analytical Skills - Ability to use thinking and reasoning to solve a problem.
• Business Acumen - Ability to grasp and understand business concepts and issues.
• Communication Skills - Ability to effectively communicate (both verbally and in writing) with others either individually or in a group setting.
• Customer Oriented - Ability to take care of the customers’ needs while following company policies and procedures.
• Decision Making - Ability to make critical decisions while following company policies and procedures.
• Diversity-oriented - Ability to work effectively with people regardless of their age, gender, race, ethnicity, religion, or job type.
• Goal Oriented - Ability to focus on a goal and obtain a pre-determined result.
• Integrity - Ability to be truthful and be seen as credible in the workplace.
• Leadership - Ability to influence others to perform their jobs effectively and to be responsible for making decisions.
• Relationship Building - Ability to effectively build relationships with internal/external customers and co-workers.
• Sales Ability - Ability to use appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea.
• Strategic Planning - Ability to develop a vision for the future and create a culture in which the long-range goals can be achieved.

SKILLS & ABILITIES

Education: Bachelor’s degree in sales management, marketing, related field (preferred) or equivalent work experience required
Experience: 5 - 7 years of proven progressive, strategic experience and success in a sales position with responsibility for management of key or large customer base; 5-7 years of previous supervisory experience.
Computer Skills: Must be proficient in Microsoft Office Suite.
Certifications &
Licenses: Valid Driver’s license and must be insurable to operate a vehicle as a condition of initial and continued employment.
Other Requirements: Knowledge of: retail sales environment; beverage industry; proven sales strategies with key or large customers; promotional development; basic financial management; Microsoft Office Suite including Access. Skill in: selling products and promotions; external customer service; training and coaching. Ability to: train, develop, manage and lead a team; set strategic direction to meet outlined key measurements; work quickly, efficiently and independently; manage multiple and competing priorities; communicate effectively with customers and other employees both verbally and in writing; adapt to change; design and deliver presentations to customers and other employees; relate to and influence customers and other employees; develop and maintain good working relationships; problem solve; delegate; operate a computer; read and interpret profit and loss statements, data and other reports. Other functions, skills and abilities may also apply

Essential Functions Statement(s)

• Develops, communicates and executes the Company’s AOP targets in order to deliver budget sales, share, financial and other functional department goals and develops collaborative strategic plan for channel and retail customers.
• Formulate strategic plans with customers and interact with market sales teams to turn strategy into tactical plans of action for market sales teams.
• Develop, manage, and optimize the sales budget for the Small Format channel, including forecasting, tracking, and controlling expenses to maximize ROI.
• Supports company-wide communication for all appropriate touch points relative to assigned retail customers; this includes customer and other internal and external communication processes; participates in customer JACT teams for assigned retail accounts.
• Drives a collaborative price decision-making process with sales leadership.
• Establishes profitability targets; accountable for guiding and supporting the markets to achieve budgeted sales, profitability, market share and execution targets.
• Conducts frequent collaborative trade days to provide feedback on marketplace execution across the broader organization.
• Develops and maintains customer headquarter and field relationships; establishes and executes customer wiring and account call plans.
• Conducts account-specific and channel-specific training programs for targeted personnel as necessary.
• Monitors and tracks feature activity and LRB space allocations to ensure that customers are complying with CDAs and other applicable agreements.
• Initiates, prepares and conducts internal as well as external customer business reviews, sales presentations and planning meetings as necessary; Mentors field staff and coaches them through account budgets to establish realistic and attainable sales targets so they can create supporting sales decks.
• Accountable to delivering revenue, volume, pricing, gross profit and market share goals across targeted retail customers in accordance with G&J’s AOP goals.
• Analyzes and assures that customer-related economic initiatives are within budgetary guidelines (e.g. CDA’s, NSP, MEM, marketing programs) and confirms to the appropriate return on investment (ROI); analyzes and prepares periodic sales reports including, but not limited to sales volume and potential sales.
• Guides and directs departmental accountability for the Talent Management process including talent acquisition, on-boarding and development of succession planning to maximize human capital and business performance.
• Develops contingency plans as needed to ensure annual sales revenue, volume, pricing, profitability and market share goals are met for their respective channel of business.
• Maintains confidentiality of financial information, promotions, pricing, CDA contracts, profit and loss reports, customer information, employee information (e.g., discipline, wage information) and other sensitive and confidential information.
• Ensures that company policies, standards and procedures are met, followed and maintained in accordance with established company policy (e.g., OSHA and safety compliance, Federal/State/Local laws).
• Works assigned schedule, exhibits regular and predictable attendance and works outside of normal schedule as required to meet workload demands. Performs other related duties as required.