Director of Retail Sales West

DEL REAL•Mira Loma, CA

About The Position

Under minimal supervision, the employee performs a full range of Director of Retail Sales Duties. The primary role is to direct sales, delivering growth on Del Real’s growth strategy for retail. The Director of Retail Sales is responsible for the initiation, development, and maintenance of significant, sustainable and profitable business relationships with retail chain accounts primarily headquartered in the Western part of the United States and relationship based. The target accounts will include both established retail chains as well as mutually agreed retailers that qualify them for targeting. The Director of Retail Sales, West Region will oversee Regional Sales Managers in the West. The Director of Retail Sales reports directly to the Chief Customer Office.

Requirements

Bachelor’s Degree (B.S. or B.A.) from an accredited four-year college/university preferred
Minimum 7 years Retail account management
A minimum of 5 years of fact-based direct selling experience.
Exceptional leadership and customer management skills.
Superior time management skills, ability to multitask, set priorities and plan.
Strong use of influencing skills to gain alignment, agreement, and commitments (internal/external).
Strong analytical skills: the ability to link strategies and objectives to develop a plan.
Excellent communication skills: the ability to send and receive information clearly and concisely in written and oral platforms.
Proficiency in MS Word, Excel, Power Point as well as Internet research
Must be assertive, ability to work independently, solve problems, and highly self-motivated; enjoy being a member of a fast-paced environment
Superior presentation skills, both in the development of compelling stories and in presenting them at all levels within customer and internal organization.

Responsibilities

Responsible for developing and executing strategies to grow profitable revenues
Consistently deliver key results driven by established objectives in Retail Account sales by securing and developing meaningful volume and long-term supply agreements.
Develop and implement pricing and promotional strategy with assigned accounts in order to optimize volume and revenue while maximizing the operating profit associated with the assigned accounts.
Work closely with internal departments (Finance, Operations, Marketing, QA, and R&D) to optimize profitability and reduce disruptions due to swings in demand or other business fluctuations.
Supply related forecasting of demand, the development of long-term supply agreements and the achievement of strategic objectives associated with securing incremental distribution as a foundation for growth.
Develop effective plans to increase market penetration within the Account segment.
Oversees Retail Sales Managers to assure profitable business and meet sales goals.
Accountability for developing relationships while also managing a broker/distributor network.
Direct sales forecast activities and set performance goals accordingly to new retail customers.
Review market analyses to determine customer needs in different commodities
Represent company at trade association meetings, food shows, tradeshows, etc. to promote production capability and delivery based on company’s manufacturing capacity.
Deliver sales presentations to key accounts to maintain relationships, negotiate and close deals.
Evaluate new market segments to develop sales strategies and market plans.
Monitor accounts receivable and sales transactions, as needed.
Prepare reports, presentations, and budgets to top management.
Monitor and evaluate competitor activity and products.
Establishes sales strategies to drive profitable growth including the development of defenses against competitive threats.
Quantifies and articulates sales information and objectives on a regular basis upward, laterally and downward.
Assumes responsibility for implementing special projects as requested by Leadership.
Follow the PIF stages for products designed to fill demonstrated needs for specific Retail Accounts.
Identify opportunities for significant incremental volume with existing and new customers based on a clear understanding of their needs and the Company’s core competencies in terms of manufacturing, brand, and technical capabilities.
Communicate those needs internally via a concise professional business proposition that includes: size of the opportunity, customer requirements for price and product characteristics, timing and duration of the opportunity, distribution requirements and other elements necessary to properly assess the impact and resources required for success.
Perform administrative activities as necessary for the effective management of the function, including budgeting, planning, organizing, integrating, and measuring the work performed within the functions.