Director, Sales

About the position

This role will manage personnel, profitability, new customer development, and the overall business within their scope to maximize sales and profitability for the company in the North region. This position will be based Remotely of Boston.

Responsibilities

• Manage P&L responsibility, as well as Sales plans regionally.
• Drive sales revenue while expanding the customer base and maintaining existing accounts, in both Fob and Dc sales.
• Develops new strategies, tactics, and plans for future sales growth, designing and implementing specific field sales action plans.
• Directs sales forecasting activities and sets performance goals and budgets, accordingly, establishing and monitoring sales performance metrics and KPIs.
• Establishes sales objectives by forecasting and developing annual sales objectives for regions and territories, projecting expected sales volume and profit for existing and new products.
• Directs training, and performance evaluations to develop and control sales programs, developing and implementing plans to assist sales team in generating new customers and sales opportunities.
• Prepares periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion.
• Maintain/expand current and new customer base, and monitor daily market conditions by category.
• Assures that sales plans and procedures are in place and aligned to meet the overall NA business plan.
• Controls sales expenses, while managing sales revenues to meet operating income budget for the assigned accounts.
• Facilitate high-level top to top business reviews with major regional and national accounts.
• Establish key relationships with decision makers for North America, as well as internal teams for regional Dc/Fco's in the SE.
• Effectively direct the negotiation of customer contracts with NA Product Management and NA Senior Leadership to maximize returns to the company.
• Manage the regional claims and A/R process within the guidelines of NA accounting and finance.
• Develop and facilitate SOP's to place rejected or distressed merchandise to DM Distribution Centers, and/or alternative outlets in an effort to maximize returns for the region and North America.
• Effectively communicate with Senior Management market information, intelligence, and new business strategies to ensure maximization of overall revenue and profitability.
• Responsible for sales selection, and management of sales force talent. Analyzes performance, and takes corrective action as needed to meet the human resource needs and objectives of the future.
• Understands, manages, and navigates through the complexity of sourcing the goods.
• Represents the company in various conferences, trade fairs and networking events.
• Assist in special projects as assigned.

Requirements

• At least 7+ years prior experience in produce and national sales programs.
• At least 5+ years prior experience in a senior management level position.
• 4-year College Degree (Business, Management, related field), from an accredited institution.
• Excellent product knowledge as related to fresh produce experience with broad portfolio management experience.
• Full understanding of the P&L, including how to leverage different portions of the business to increase profitability.
• Strong Leadership skills: Influences, coaches and creates a working environment that fosters innovation, collaboration, accountability and superior results.
• At least 10 years prior experience in sales and management in produce or other food industry.
• Good knowledge of Microsoft Office programs (i.e. Word, Excel, Outlook, PowerPoint. etc.).
• Thinks and acts like a business owner (i.e. entrepreneur mindset).
• Understands how to manage customers. Understands the customers' needs and the key capabilities we have to address them.
• Strong Business acumen - including retail experience/knowledge.
• Easily navigates through business challenges.
• Knowledgeable in current practices, trends, technology and information affecting his/her customer.

Nice-to-haves

• Preferred: Bi-lingual: English and Spanish.

Benefits

• This position does not qualify for relocation expenses.