Director, Retail Sales

Position Summary:

The Director of Retail Sales, West Region, will manage and support the sales activities of their direct reports and assigned sales agency(s) in order to drive and achieve objective based sales growth and profitability within their respective market.  This individual will not only lead a team of sales people in support of this effort, but will leverage cross-functional resources to achieve the objectives outlined in the strategy. Experience with key strategic customers like Costco is highly desirable. 

Major Duties and Responsibilities:

• Strategy - Leadership in creating market-based and retailer-specific strategies for growing Ventura's portfolio in Retail, comprising brands, private label, and retail foodservice. Provide clear direction on the "right" types of opportunities for the team to pursue. Provide guidance on trade and promotional activities, broker initiatives, and sales team execution elements (targets, approach, etc.).
• Execution - Lead field sales execution with direct reports and broker teams leveraging a robust operating model. Regularly review market analytics with Sr. Director of Sales, Regional Sales Managers, broker partners, Revenue Management and Marketing to determine customer needs, volume and margin potential.  
• Account Leadership - Leads development of Costco business for the Company to encompass Branded products, Private Label, Deli, Bakery, Food Court, and eCommerce. This includes responsibility for the corporate relationship, strategic alignment, and execution of objectives with this retailer, leveraging multifunctional team members where necessary. Regularly present business case for thinking and acting differently to accelerate our growth at Costco to internal stakeholders.
• Broker Management - Responsibility for setting broker execution strategy and measuring performance within their respective region.  
• Communication - Provide consistent, clear and concise communication to direct reports and broker sales team to ensure alignment for all goals and objectives. Elements include: Competitive product, pricing, promotional and leadership updates; Resources and support needed to maximize team volume and profitability growth; Key customer performance updates. Work closely with the broker Client Development Managers to have superior execution across all broker offices.   
• Training, Education and Development - Ensures exceptional program and product knowledge of the direct reports and broker sales team through individual custom and company training programs. Works collaboratively with Ventura Foods Marketing and Learning & Development to insure training and educational programs are on point. Conducts ongoing performance reviews with all direct reports and provides directions to support, enhance and add to employees current skill set.          
• Sales Expense Management - Responsible for ongoing management of customer, personal and team sales expenses within established budget parameters.

Education and Experience:

• Bachelor's degree or equivalent experience
• 5+ years of progressively responsible experience in a broad range of sales and people management positions including field sales, broker management, sales operations, trade/customer marketing, category management and marketing 
• Extensive P&L management experience as well as financial analysis, budgeting and forecasting experience 
• Solid track record of problem solving and priority setting in a fast paced and evolving business environment 
• History of delivering superior business results in changing environments and competitive markets 
• Expertise in category management and joint business planning process is desirable
• Ability to travel up to 30% 
• Prior experience using a CRM database, i.e. SalesForce is helpful
• Prior experience leveraging syndicated data, i.e. IRI or Nielsen is desired
• High preference for retail foodservice, deli-bakery, center of store, including private label
• Prior National Account experience with Albertson's, Costco, etc., strongly preferred

Knowledge and Skills:

• Possesses a professional business presence with exceptional communication and presentation skills both verbal and written
• Experience with CRM systems and other technology to support a digital/virtual sales process (Teams, etc.)
• Self motivated with a drive for continuous improvement and excellence
• Ability to influence and motivate others
• Key personal attributes including: integrity; creativity; self motivation; accountability; high energy and results driven