Job Description
Job Description
Under the direction of the Vice President of Sales - Distribution, the incumbent is responsible for leading a large, multi-level team that drives sales through a direct store delivery distributor network and advancing good2grow sales within the assigned geography. This individual will use their existing experience to lead a team of salespeople to ensure the desired results and growth expectations within the assigned geographical area (Including local chains, independents, non-traditional, etc.). The incumbent will have many direct reports within the assigned territory and responsibility in the leadership and development of these individuals. This individual will have a large geographical area of the country and will be responsible for over $100 million in retail sales.
Candidates must reside in Phoenix, SoCal, Vegas, Salt Lake City, Denver to be considered for this role.
Key Skills Required
- Strong analytical mindset, decision-making and problem-solving skills
- Ability to influence – communicate clearly and concisely to gain alignment and drive action across varying audiences
- Strong Excel and PowerPoint skills
- Time management and project management skills a must!
- Attention to details and dedication to getting things right
- Maintain high level of organization, time management and project management skills, commitment to follow through, enthusiasm, and motivation
Primary Responsibilities And Essential Functions
Leads the execution of the Business Plan that allows for the attainment of assigned targets and objectives by leading a team within the assigned region to own and drive annual business performance objectives while driving distributor operational excellence with both existing business new business.
- Responsible for leading a team that penetrates all levels of the DSD network to include brand managers, sales leaders and distributor ownership.
- Develops and maintains solid business relationships with the good2grow account teams and the Vice President of National Accounts in both the immediate consumption and large format channels.
- Responsible for the development, implementation & maintenance of the Annual Distributor Business Planning & Fiscal Budgeting and memorializing both with assigned distributors (Green Letter).
- Manages a region level P&L, SG&A budgeting, and delivers agreed upon volume and market share objectives for good2grow.
- Leads the regional sales team in conducting monthly and quarterly joint business alignment meetings and reviews the progress of mutually agreed upon objectives, KPIs, and scorecards with distributors.
- Owns the process of accurate and timely sales forecasting process for assigned region and customers.
- Leads the implementation with his or her team of distributor training, sales meeting presentations, distributor work with and participates in senior level top to top meetings.
- Leads the account management/customer focus process within the team to proactively identify opportunities to improve service to the customer, quickly and effectively responds to customers problems, and partners with other functions/departments to meet customer needs.
- Maintains Relationships at the most senior levels of key distributors and customers within the assigned region.
Develops larger chains, local chains, and the independent market.
- Leads the penetration of new accounts/void accounts in the marketplace by driving results through the utilization of good2grow data and analytics reporting as well as distributor resources.
- Leads the overall process of increasing good2grow store presence through kids’ eye level shelving and multiple points of interruption throughout the marketplace.
- Leads the execution of growing the number of good2grow SKUs available in the market through closing voids on authorized SKUs or presentations to in-store management on new items.
- Leads the forecasting process for assign region.
- Develops and fosters selling skills within the team for chain groups, as well as a few larger accounts, while also managing 3rd party broker resources with others.
- Drives the regional team’s usage of VIP Karma and Microsoft Yammer apps to track, audit, follow up, and execute store visits.
- Owns relationships at the most senior level of assigned distributor organizations to help drive and helps communicate to key influencers within the distributor organization on major opportunities at the retail level to include but not limited to: Promotional execution, distribution opportunities, Attack and Defend reporting, and the overall execution of good2grow gold standard store level objectives.
- Maintains strong collaboration with the National Accounts Team to ensure alignment and execution of key region initiatives.
- Participates in cross functional alignment meetings between Regional Vice Presidents, National Account teams and the Business Insights and Analytics department.
Directs and manages employee activity, promoting an environment in which employees can thrive.
- Coaches, mentors and develops staff, including monitoring individual employee performance through use and completion of performance reviews and individual development plans.
- Fosters a spirit of teamwork and unity among department members that allows for the appreciation of diversity, as well as cohesiveness and supportiveness through use of regularly scheduled departmental meetings and leadership by example.
Completes all administrative duties required during office days in a timely manner.
- Drives timely communication recaps, follows ups with distributors, and the sending of weekly communication within the regional team.
- Manage chargebacks, deductions, unsalable, and logistics to Company standards within the regional team.
- Manages the overall process of submitting expenses and completing other basic administrative functions related to the position, such as Distributor POS inventory/needs, making updates to scorecard initiatives, weekly planner updates, etc.
- Provides leadership and fosters enhance communication and relationship between cross-functional teams within good2grow to include national accounts, BIA, Finance, Customer Service and Trade Accounting to ensure alignment and ability to deliver results.
- Will be resourced or assigned to leading a project team as new initiatives, processes, and special projects arise.
- Will also be asked to lead certain special projects or key initiatives that relate to sales job functions.
Education/Experience
Required:
- Bachelor’s degree or equivalent experience
- 15+ years of sales (Consumer packaged goods industry preferred), merchandising, direct store delivery, or supplier sales experience
- 5+ years of sales leadership experience, leading a multi-level team
- High level of organization and enthusiasm, required
- Skilled in Microsoft Office
- Skilled at presenting in front of groups and senior leadership
- Has a strong background in data analysis
- Ability to lift up to 50lbs
- Ability to travel 50% of the time
Preferred:
- Experience in beverage industry
- Experience with Direct Store Delivery Systems
- Account Management experience
- Direct Management responsibility for the leading and developing of Teams
Characteristics Needed to be Successful
- We are looking for someone with a passion for service. You don’t have to be the loudest voice in the room, but you do have to love coming to work every day and you must have an authentic pride in your work.
- You must be a resourceful self-starter. If you wait to be told to do something before you do it, this isn’t the place for you.
- We need someone who is adaptable. The pace of change in our business is rapid. We create plans, but we’re always ready to shift as needed to accomplish our goals.
- You must be able to establish and retain trust across the organization. It’s a small company – there will be several critical relationships that can mean the difference between success and failure.
About Us
good2grow® is a children’s beverage company based in Atlanta, Georgia. Our mission is to use fun to help kids consume healthier products. And our commitment to this mission has made us a high-growth innovative beverage company, with a large, diverse, and ever-growing set of retail partners. We create better-for-you drinks that give both parents and kids a smile by combining great taste with tons of fun. We partner with some of the biggest names in entertainment including Disney, Universal Studios, Nickelodeon, Hasbro and so many more to top our products with 100s of all of their favorite characters. Our line of products includes snacks, juices, flavored waters, and milks, so there’s something to make everybody smile.
Why join us?
good2grow® offers a competitive benefits package, including Medical, Dental, Vision, 401(k) with company match, Health Savings Account, Flexible Spending Account, Short and Long Term Disability (along with salary continuation), a robust Parental Leave Policy, Life Insurance, 12 Paid Holidays, plus a generous Paid Time Off package. Through our community involvement and employee engagement initiatives, you will see that we value our employees’ experience and the community around us. At good2grow®, you will be consistently challenged, and your opportunities will only be limited by your ambition!
Our Culture
Not only are our products fun, so is our organization! We are visionaries with a growth mindset, built on trust, integrity, and collaboration. Our culture is unmatched, described by our employees as transparent, flexible, inclusive, and team oriented. Other words we’ve heard used to describe us are empowering, nurturing, relaxed, and high performing. Our goal is for every employee to feel empowered, valued, and part of the good2grow family. Our organization is dedicated to leveraging technology to make our work more efficient and to keep our remote workforce connected. We place value on not only maintaining work-life balance, but also enhancing it by encouraging a culture that understands the importance of each individual’s unique circumstances. We are an industrious organization with a penchant for fun!
