Sr. Director of Sales, Grocery Target (JLB)
US-MN-Minneapolis
Advantage Sales & Marketing
Req #: 436790
Type: Full Time
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Overview:
Sr. SALES DIRECTOR, TARGET FOOD & BEVERAGE (JLB)
About jlb:
jlb is an award-winning, retail consulting firm that is passionate about helping brands succeed at Target, and Target win in the marketplace. For almost 40 years, we've helped launch and grow some of the most innovative brands at Target, including Method, Harry's Olly, and hundreds more like them. We offer Sales and Strategy, Business Insights, Consumer Research, Category Management, Digital Services, Trend, Creative, and Retail Service, delivering a customized approach based on the unique needs of each client. Our collaborative team of passionate employees come from a variety of backgrounds including emerging brands, large CPGs, and of course, Target.
The Team:
The JLB Sales & Account Management team helps brands grow at Target, and Target win in the marketplace. We intimately understand Target's strategy and can help translate brand ideas into business opportunities. Our experienced team guides our clients through all stages of Target, from launch to execution.
The Role:
As Sr. Director of Sales, you are directly responsible for identifying and pursuing new business and clients that will grow the business in this exciting space. You will operate as the Food & Beverage industry expert, reporting to the Vice President of Sales who oversees all Frequency businesses. Additionally, you will deepen and enhance relationships across the current portfolio of vendor partners and Target Merchant Team. You will oversee and mentor a team of sales professionals, providing guidance, training, and support to achieve and exceed revenue and profitability targets.
As SR. SALES DIRECTOR, TARGET FOOD & BEVERAGE (JLB):
* Oversee all business planning and sales-related activities on behalf of our brand partners at Target.
* Actively manage, grow and scale your assigned client portfolio through assortment expansions, merchandising, marketing and more
* Build meaningful and strong connections with key Buying & Planning leaders in Food & Beverage at Target to understand business focus, strategy, and key initiative
* Constantly ideate with internal team to continuously raise the bar and bring new initiatives and opportunities to Target
* Drive the identification, solicitation and sourcing of new business and whitespace opportunities, attending industry events and trade shows as needed
* Dive Deep into data, constantly analyzing performance, leveraging competitive market data, and unearthing opportunities for growth and improvement
* Coach, Develop and Train a team of Sales Leads, Account Managers and Specialists, and ensure outstanding operational excellence on behalf of your clients
* Coach our brand partners on thriving in a complex and ever-changing retail landscape
* Drive financial performance by building annual strategic category plans to achieve annual sales/revenue and margin goals
* Negotiate client relationship, scope of work and commission/fee structure
* Contract Management, including initiating, negotiating, executing, and renewing
* Collaborate with cross functional teams to raise the value of JLB, our clients, and each other
What You'll Bring:
* Passion for all things Food!
* 10+ years of Sales/Account Management experience in the Grocery Industry (required)
* 10+ years of item level forecasting experience (required)
* 7+ years of previous experience working with Target's corporate offices (required)
* 5+ years of mentoring and people leadership experience (required)
* Proficient in Microsoft Excel (required)
* Self-starter
* Ability to communicate through story-telling
* Problem solving and navigating ambiguous situations
What we offer:
* Full-Time Benefits (Medical, Dental, Vision, Life)
* 401(k) with company match
* Training and Career Development
* Generous Paid Time-Off
Job Will Remain Open Until Filled
Responsibilities:
The Company is one of North America's leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.
Position Summary
The Sr Director of Sales is responsible for the overall management of assigned market(s), achieving client deliverables related to each client's budget and bonus objectives, achieving the market's Profit and Loss ("P&L") targets, generating new business opportunities, and managing the business unit operations. This incumbent may be dedicated to servicing several significant clients, or may be responsible for multiple clients' goals, while also encompassing customer relations and implementation. Title of Sr Director Sales is awarded based on a combination of the market's volume, number of customers and associated complexity, and the market's strategic importance.
Essential Job Duties and Responsibilities
Financial
* Achieve P&L Targets - Manage business unit resources to deliver EBITDA* objective. [* Earnings Before Interest, Taxes, Depreciation, and Amortization].
* Drive Revenue Growth - Identify revenue opportunities and align business unit resources to gain those new revenue opportunities.
Business Development
* Client Management - Work with the Business Development Manager (BDM) to organize business unit team to retain and grow all client relationships. In conjunction with the BDM, ensure that a plan is in place with each client to achieve client Key Performance Indicators ("KPIs") to create "raving fans".
* Customer Relationships - Work with all roles that have direct customer responsibility to build and nurture strong customer relationships at the mid-level of the organization; help sales associates establish a pattern of regular communication and business reviews to create "raving fans" of our customers.
Optimization
* Ability to anticipate future market changes so that resources can be adjusted accordingly; this includes planning for new revenue growth as well as customer shifts/consolidations.
People Development
* Manage talent to meet future business needs by identifying high potential(s) within the team, create and implement individual development plans for high potential(s), identify a successor, and effectively manage associates who are not satisfactorily achieving Company, client, and/or customer performance/business objectives.
* Work with all roles that have direct customer responsibility to build and nurture strong customer relationships at the mid-level of the organization; help sales associates establish a pattern of regular communication and business reviews to create "raving fans" of our customers.
Supervisory Responsibilities
Direct Reports
- Hires, retains, trains, coaches, guides, directs, and develops direct reports using company-wide processes, tools and resources
Indirect Reports
- May delegate work of others and provide guidance, direction and mentoring to indirect reports
Travel and/or Driving Requirements
- Travel and driving are essential duties or functions of this job.
- Travel up to 30-50%
Minimum Qualifications
The following are the minimum job-related qualifications which an individual needs in order to successfully perform the essential duties and responsibilities of the job
Education Level: (Required) Bachelor's Degree or equivalent experience
Field of Study/Area of Experience:
- 12+ years of experience in retail sales/marketing and business development role
- 6+ years of experience in P&L management
- 6+ years of experience in management/leadership; working in a fast paced, dynamic business environment, and managing a team of direct and indirect reports
Skills, Knowledge and Abilities
* Conflict management
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