Director Of Sales Grocery

At our company, we grow People, Brands, and Businesses! We're looking for a dynamic, results-driven leader with deep retail expertise to join our JLB Sales & Account Management team as Director of Sales Grocery. If you're passionate about the grocery industry, understand the fast-paced world of retail, and know how to turn insights into action, this is your opportunity to make a big impact.

In this role, you'll lead a diverse portfolio of grocery brands and collaborate closely with Target to drive strategic growth across their grocery aisles. From fresh to pantry staples, you'll help shape the future of how consumers shop for everyday essentials. Based in Minneapolis, MN, our organization is a trusted partner for brands looking to scaleand we're just getting started.

The Role:

As Director of Sales Grocery, you are directly responsible for identifying and pursuing new business and clients within assigned Division that will grow the business, and operating as the division/industry expert, reporting to the Vice President of Sales who oversees entire Target Pyramids. 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 (Sales Leads, Account Managers and Account Specialists), providing guidance, training, and support to achieve and exceed sales, revenue, and profitability targets.

As Director of Sales, Grocery (Target)

• Oversee all business planning and sales-related activities on behalf of our brand partners at Target.
• Develop and maintain strong relationships with our client base and strive to achieve both their goals and the goals of Target.
• Actively manage, grow and scale your assigned client portfolio through assortment expansions, merchandising, displays, pricing and more
• Build strong connections with key Buying & Planning leaders at Target to understand business focus, strategy, and key initiatives.
• With support from Trend & Insights + Intelligence, own the identification, soliciting and sourcing of new business and whitespace opportunities, attending industry events & 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
• Constantly ideate with and bring new initiatives and opportunities to Target
• Coach our brand partners on thriving in a complex and ever-changing retail landscape
• Collaborate with cross functional teams to raise the value of JLB, our clients, and each other.
• 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
• Coach and train team to have a strong financial acumen foundation
• What You'll Bring:
• 10+ years of Sales/Account Management Experience (required), preferably in the Grocery industry
• 10+ years of item level forecasting Experience (required)
• 7+ years of previous experience working with Target's corporate offices (preferred)
• 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

Responsible for the overall management of assigned market(s). Title of Director Sales (vs. Sales Manager) is awarded based on a combination of the market's volume, number of customers and associated complexity, and the market's strategic importance. The position is responsible for achieving the market's Profit and Loss ("P&L") targets, generating new business opportunities, and managing the business unit operations. It is a pivotal role in the management of the team members responsible for achieving client deliverables related to each client's budget and bonus objectives.

Essential Job Duties and Responsibilities

• 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.
• Client Management: Work with the 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 to senior level of the organization; help sales associates establish a pattern of regular communication and business reviews to create "raving fans" of our customers.
• Team Leadership: Manage and lead staffing priorities so that workload balancing/utilization is maximized. Engage associates so that they are a part of the ongoing solution. Set and communicate clear expectations.
• 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 the Company, client, and/or customer performance/business objectives.
• Forecasting: 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.

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 50%

Minimum Qualifications

Education Level: Bachelor's Degree or equivalent experience

Field of Study/Area of Experience: Sales

- 10+ years of experience in sales, consumer packaged goods, and/or food brokerage organization or equivalent

- 5 years successfully managing a P&L, budgeting and forecasting, and managing client expectations either personally or through a team

- 5 years previous experience with managing direct reports

Skills, Knowledge and Abilities

• Conflict management skills
• Well-organized, detail-oriented, and able to handle a fast-paced work environment
• Good interpersonal skills
• Ability to make oral presentations
• Team building Skills
• Decision making skills
• Extensive understanding of the CPG industry
• Ability to work effectively with management
• Flexible and adaptable, able to change and alter according to changes in projects or business environment
• Excellent written communication and verbal communication skills
• Strong computer skills including proficiency with Microsoft Word, Excel, PowerPoint, Access, Outlook, and web-browsers
• Ability to complete multiple duties with accuracy shifting from one to another with frequent interruptions and competing deadlines
• Ability to exercise sound judgment
• Ability to direct, lead, coach, and develop people
• Ability to research and analyze data effectively
• Demonstrated ability