Director of Sales Mass Market

PILOT CORP OF AMERICA•Jacksonville, FL

About The Position

Provide strategic direction, cross-functional collaboration and team oversight to enhance brand positioning, increase sales and deliver on corporate objectives within the Mass Market channel. Partner to plan and implement effective channel and account strategies designed to drive profitable sales by gaining new distribution and strengthening existing distribution. Manage Mass Market channel team and actively help further their growth.

Requirements

Bachelor's degree plus up to ten years related experience in a consumer products environment with a proven track record of success in managing the Mass Market sales business.
Demonstrates skills in negotiation, joint business planning and closing critical sales contracts.
Excellent verbal and written communication skills are essential.
Well organized, detail oriented, and able to work independently.
Possess a proactive, positive, collaborative approach to working with cross-functional teams.
Demonstrates a strong ability to multi-task and apply creative problem-solving skills toward managing day-to-day business and achieving targets.
Solid people leader skills: ability to communicate effectively, motivate, support, train, develop and recognize people is essential.

Responsibilities

Develop Mass Market sales strategies and growth plans, and direct team to execution. Apply understanding of corporate objectives, brand goals, industry dynamics and internal capabilities to annual planning and ongoing account management.
Cultivate, manage and maintain top-level relationships with customers. Oversee the review, negotiation, and optimization of customer program agreements and contracts.
Lead team in the achievement of annual sales, budget, and brand goals. Provide effective guidance toward managing day-to-day activities and implementing overall sales strategy.
Review market analyses and partner with cross-functional teams on annual account planning, product launches, refinement of go-to-market channel strategy, and provision of product feedback and market intelligence.
Direct team in the management of outside sales representation and third-parties toward achieving day-to-day activities and implementing overall sales strategy. Ensure Pilot’s representation is optimized and make recommendations for adjustments as needed.
Oversee development of effective point of sale materials, merchandising vehicles, trade advertisements, strategic promotions, custom assortments and product launch support for the division.
Prepare and oversee the team’s accurate and timely completion of monthly, quarterly and year-end sales reports, along with annual strategic business reviews, BTS Audits, and high-level updates to leadership throughout the year.
Work with Customer Service, Finance and Distribution to help promote efficiencies and cost-savings on account logistics, shipments, compliance, PO’s and payment issues.
Establish annual sales forecast and adjust to market conditions. Analyze, manage, and approve expenditures to conform to budgetary requirements.
Work with team to develop and deliver meaningful presentations at customer meetings that effectively communicate Pilot’s value proposition and growth strategies. Represent company at tradeshows, industry meetings and customer events.
Research and recommend potential new customers or channels of business to expand sales reach.
Recommend staffing requirements, external resources, and processes needed to support team. Promote the continued growth of employees by identifying training opportunities and providing clear expectations and feedback on performance.