Under the direction of the Division Vice President, the incumbent is responsible for leading a group of independent direct store delivery distributors to advance good2grow sales within the assigned geography. This individual will use their existing experience to lead the distributor network in a manner that ensures the desired results and growth expectations within the assigned marketplace (Including local chains, independents, nontraditional, etc.). The incumbent may have direct reports within the assigned territory and responsibility in the leadership and development of these individuals.
Candidates must reside in Boston to be considered for this role.Key Skills Required- Proactivity and sense of urgency will be imperative to success.
- Attention to details and dedication to getting things right.
- Strong organizational skills required.
- Maintain high level of organization, commitment to follow through, enthusiasm and motivation
- Ability to influence - communicate clearly, concise, and compelling to gain alignment and drive action across varying audiences.
- Must be team-oriented with the understanding that working as a team is the only path to success.
Primary Responsibilities and Essential Functions- Executes Business plans that allow for the attainment of assigned targets and objectives by leading distributors in the assigned region to own and drive annual business performance objectives through the use of Systematic Distributor Management.
- Responsible for penetrating all levels of the DSD network to include brand managers, sales leaders and distributor ownership.
- Responsible for the implementation & maintenance of the Annual Distributor Business Planning & Fiscal Budgeting and memorializing both with assigned distributors (Green Letter).
- Manages a territory P & L and delivers agreed upon volume and market share objectives for good2grow
- Conducts monthly and quarterly joint business alignment meetings and reviews the progress of mutually agreed upon objectives, KPIs, and scorecards with distributors.
- Owns the accurate and timely sales forecasting process for assigned geography and customers.
- Participates in distributor training, sales meeting presentations, ride a longs, etc.
- Develops larger chains, local chains, and the independent market.
- Penetrates new accounts/void accounts in the marketplace through the utilization of good2grow data and analytics reporting as well as distributor resources.
- Increases good2grow store presence through kids' eye level shelving and multiple points of interruption throughout the marketplace.
- Grows the number of good2grow SKUs available in the market through closing voids on authorized SKUs or presentations to in store management on new items.
- Calls directly on specified regional chain groups, while also managing 3rd party broker resources with others.
- Uses VIP Karma app to track, audit, follow up, and execute store visits.
- Communicates with 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.
- Completes all administrative duties required during office days in a timely manner.
- Communicates recaps, follows up with distributors, and sends weekly communication.
- Manage chargebacks, deductions, unsalable, and logistics to Company standards.
- Manages summer interns or 3rd party resources when applicable.
- Submits expenses and completes other basic administrative functions related to the position, such as Distributor POS inventory/needs, making updates to scorecard initiatives, weekly planner updates, etc.
- 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.
Education/Experience- Bachelor's degree or equivalent experience, required.
- 5-10 years of sales, (Consumer packaged goods industry preferred), merchandising, direct store delivery, or supplier sales experience
- Proficient in Microsoft Office
- Skilled at presenting in front of groups
- Ability to travel 50% of the time
Work Environment:This is a field-based sales role that requires regular travel throughout MA, CT, RI, VT, NH, and ME. Work will take place from a home office and at distributor locations, retail stores, customer meetings, market visits, training sessions, and company events.
Travel: is expected up to 50% of the time.
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.
