Reporting to the Regional Vice President, the Regional Sales Director will lead a sales team and grow good2grow's business across an assigned territory. This role works closely with direct store delivery (DSD) distributors, regional and local chains, independent retailers, and nontraditional accounts.
The person in this role will manage distributor relationships, develop the sales team, identify new business opportunities, and ensure sales and distribution goals are achieved. The territory includes several major markets with significant growth potential.
Candidates must live in the Philadelphia or South Jersey area to be considered.Primary Responsibilities and Essential FunctionsLead Sales and Distributor Performance
- Lead a sales team responsible for growing good2grow sales throughout the assigned territory.
- Build strong relationships with distributor owners, brand managers, and sales leaders.
- Develop annual business plans and budgets with assigned distributors.
- Manage the territory's profit and loss performance while delivering volume, revenue, and market-share goals.
- Conduct monthly and quarterly business reviews with distributors to assess performance against goals, KPIs, and scorecards.
- Provide accurate and timely sales forecasts for the territory and assigned customers.
- Lead distributor training, sales presentations, field visits, and ride-alongs.
- Maintain senior-level relationships within assigned distributor organizations.
- Identify customer needs, resolve issues quickly, and work across departments to improve service.
Grow Retail Distribution
- Expand good2grow's presence across regional chains, local chains, independent retailers, and nontraditional accounts.
- Identify and pursue new accounts, inactive accounts, and distribution gaps using sales data and market insights.
- Increase the number of stores carrying good2grow products.
- Improve in-store visibility through kids' eye-level placement and additional display opportunities.
- Increase the number of good2grow products available in each store by closing distribution gaps and presenting new items.
- Call directly on selected regional chains and larger accounts.
- Manage third-party broker relationships as assigned.
- Support regional sales activity within national accounts such as Kroger, Publix, and 7-Eleven.
- Lead market-level sales initiatives and Crew Drives.
- Use VIP Karma and Microsoft Yammer to document, audit, and follow up on store visits.
- Partner with the National Accounts and Business Insights and Analytics teams to execute regional priorities.
- Communicate retail opportunities to distributor leadership, including promotions, new distribution, and store-level execution.
Lead and Develop the Team
- Coach, mentor, and develop direct reports.
- Set clear expectations and monitor individual and team performance.
- Complete performance reviews and individual development plans.
- Hold regular team meetings and create a collaborative, accountable, and supportive work environment.
- Step in for the Regional Vice President when needed during travel, vacation, or other absences.
Manage Sales Operations and Administration
- Provide clear and timely updates to distributors and the sales team.
- Manage chargebacks, deductions, unsalable products, and logistics according to company standards.
- Ensure expenses, weekly plans, distributor inventory updates, and scorecard updates are completed accurately and on time.
- Work closely with National Accounts, Finance, Customer Service, Trade Accounting, and Business Insights and Analytics.
- Participate in special projects and lead key sales initiatives as assigned.
Skills Needed- Strong leadership, decision-making, and problem-solving skills
- Ability to communicate clearly, influence others, and drive action
- Strong analytical skills and comfort using sales data
- Strong Excel and PowerPoint skills
- Effective presentation and public-speaking skills
- Excellent organization, time management, and project management
- Strong attention to detail and consistent follow-through
- Ability to manage multiple priorities across a large territory
- Enthusiasm, accountability, and a results-focused mindset
Required Qualifications- Bachelor's degree or equivalent professional experience
- At least 15 years of experience in sales, merchandising, direct store delivery, or supplier sales
- At least five years of sales leadership experience
- Experience leading and developing sales teams
- Proficiency with Microsoft Office
- Experience presenting to groups
- Ability to lift up to 50 pounds
- Ability to travel up to 50% of the time
Preferred Qualifications- Consumer packaged goods experience
- Beverage industry experience
- Direct store delivery experience
- Account management experience
- Experience managing and developing direct reports
Work Environment: This is a field-based sales role that includes regular travel throughout the assigned territory. Work will be conducted from a home office, distributor locations, customer sites, retail stores, and other market locations. Attendance at in-person sales meetings, training sessions, planning meetings, and company events will be required based on business needs.
Travel: 50%
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.
