Director of Natural & Amazon, Hu

Mondelēz International•San Antonio, TX

1d•$140,300 - $192,940

About The Position

The Director of Sales: Natural, Amazon & Pureplay will lead Hu Kitchen and Enjoy Life Foods selling efforts across the Natural Channel, Pureplay and Amazon businesses, overseeing retailers and distributors that serve those channels. The role implements business strategy, develops customer-specific sales and marketing programs to grow categories, and coordinates cross-functional teams to execute customer business plans. The Director is the primary customer contact for UNFI and KeHe distributor business and directly manages Amazon, Amazon Same Day, Amazon Fresh and Wholefoods.com business through distribution channels and tactics. The role collaborates with Marketing to assess the operating model as Amazon and Whole Foods business models converge, including route-to-market, P&L and gross-to-net implications. It cultivates customer partnerships through Joint Business Planning, leads the Mondelez–Whole Foods JBP as the primary customer contact, and drives growth at Whole Foods, Sprouts and other natural customers. The position leads and develops two Account Managers and works with internal and external teams to meet sales, distribution and financial objectives. The work environment is described as 40% office and 60% frequent air and ground travel. The advertised base salary range is $140,300 to $192,940, with eligibility for a performance-based bonus. Relocation support is not available.

Requirements

At least 5 years as a retailer headquarters-specific sales lead in the food or beverage industry.
Direct experience managing Whole Foods and Sprouts.
Experience managing Amazon, Amazon Fresh, direct-to-consumer or other pureplay/online accounts.
Excel and PowerPoint skills, including competence managing large data sets and extracting insights.
Experience in sales planning, forecasting and trade/P&L management.
Ability to multitask in a fast-paced, high-demand environment.
Self-sufficient and highly detail-oriented.
Strong interpersonal skills and ability to interface effectively at all levels.
Strong presentation skills.
Results-oriented and process-driven, with high expectations of self and team.
Collaborative mindset and ability to receive and communicate feedback effectively.

Nice To Haves

Bachelor's degree preferred.
Experience managing KeHe, NGVC, INFRA and/or other natural-channel retail accounts preferred.
Prior people leadership experience managing Account Managers or other direct reports preferred.
Familiarity with UNFI, KeHe and/or other natural distributor relationships and cost-to-serve dynamics.
Experience managing a natural broker network, including business reviews and performance scorecards.
Working knowledge of syndicated data tools such as SPINS, Nielsen or IRI preferred.
Creative thinking and ability to tell a story using data and insights.

Responsibilities

Lead and manage a team of two Account Managers to deliver business objectives.
Build customer businesses through share gains, sales targets, TDP targets and new item introductions.
Oversee channel and customer P&L, focusing on topline growth, trade management, mix management, route to market and customer P&L.
Manage team forecast deliverables.
Analyze display, merchandising, pricing and assortment opportunities and develop strategies to capitalize on them.
Implement retailer promotional plans in line with sales and marketing plans.
Support cross-functional business planning in category management, supply chain efficiency, shopper marketing and finance.
Serve as the direct point of contact for the natural broker network; lead quarterly broker business reviews, track progress against goals, develop priorities and oversee implementation.
Direct distributors, brokers, field sales and internal resources to achieve sales and distribution objectives.
Deliver distribution, shelf management, pricing and promotional objectives for accounts.
Use syndicated data and retailer insights to guide customer strategy and tell effective business stories.
Manage trade budgets for efficient ROI and promotional efficiency, and track deductions.
Manage third-party teams to secure secondary placements, reduce out-of-stocks and drive incremental volume.
Coach and support the growth and development of team members and cross-functional colleagues.
Directly manage UNFI and KeHe distributor business as the main customer point of contact.
Manage Amazon, Amazon Same Day, Amazon Fresh and Wholefoods.com business through distribution channels and tactics.
Collaborate with Marketing to assess and implement the optimal operating model for Amazon and Whole Foods, including route-to-market, P&L model and gross-to-net implications.
Lead the Mondelez–Whole Foods Joint Business Planning process as the primary customer contact and cultivate customer partnerships.
Drive growth at Whole Foods, Sprouts and other natural customers.