Director of Sales - Kroger

Critical Mass Group•Cincinnati, OH

About The Position

The Director of Sales is responsible for growing sales of the company’s brand partners at Kroger and delivering profitable sales results. The role engages existing and new retail accounts, develops promotional plans, expands distribution through current and new distribution partners, and contributes account-led ideas and needs to the innovation process. The Director executes retail go-to-market strategies in the assigned geography, builds lasting relationships with retailers and distributors, and grows brand distribution across existing and new regional and national banners. The role develops and executes retailer-specific promotions; supports distribution, product launches, schematics, forecasts, and channel strategies; and coordinates trade execution with distributor partners. The Director develops analytical reports and uses distribution and other business data to identify market coverage, growth opportunities, promotional performance, and operational improvements. The position also manages customer and brand-partner concerns, communicates progress to management, and leads and develops direct reports in partnership with the VP. The role may coordinate and participate in trade shows and is expected to represent the company and its brands positively.

Requirements

Bachelor’s degree in Sales, Business Administration, or Business Management.
10+ years of successful sales experience with increasing responsibility for retail customers.
At least 5 years of in-house Kroger buying and/or category management experience.
Established relationships and demonstrated success working with Kroger and the distributors serving these channels.
Working knowledge of sales-process financials, including costing, margin, profitability, promotional spending, and allowances.
Passion for food and beverages; independent, proactive, and innovative approach to problem-solving.
Strong planning and organizational skills, with excellent interpersonal, written and oral communication, and presentation skills.
Full competence with Microsoft Office, including Excel, PowerPoint, and Word.
Ability to work independently and collaboratively.
Demonstrated ability to succeed in a hands-on, fast-paced entrepreneurial environment.
Adaptable, resourceful, and proactive approach.
Proficiency with syndicated data tools, including SPINS, IRI, or Nielsen.

Responsibilities

Build and maintain strong partnerships with distributors and retailers to grow brands in the assigned geography.
Execute retail go-to-market strategies, drive sales in the current footprint, expand into new regions and banners, and grow regional-chain distribution.
Build long-term relationships with retail partners and educate internal and external sales teams on category management, innovation, market conditions, competitors, and trends.
Develop, present, and execute promotional plans on a retailer-by-retailer basis.
Improve execution of distribution, new item introductions, schematic implementation, promotional plans, forecasts, and channel strategies.
Communicate upcoming promotional programs and activities to distributor partners; participate in distributor kickoffs, recurring meetings, and ride-alongs.
Prepare and deliver timely, flexible, and structured metrics and analytical reports for internal teams and brand partners.
Request and analyze distribution reports to assess market coverage and identify growth opportunities.
Conduct store audits with field sales representatives or merchandisers to check merchandising standards and promotional execution.
Work with management to track promotional spending and accrual funds, maximize return on investment, and drive profitable volume relative to trade spending.
Work with management to understand business and functional requirements, implement analytical and reporting solutions, and identify patterns and anomalies.
Improve sales and operational efficiency through process improvement, data manipulation, system enhancement, and best practices.
Handle customer and brand-partner concerns proactively, resolve issues in accordance with company policies and administrative processes, and escalate issues when appropriate.
Communicate effectively with brand partners and report progress, successes, and challenges to management in a timely manner.
Provide leadership and foster a strong culture for direct reports; partner with the VP to lead and motivate the sales team.
Hold daily or weekly team check-ins, set objectives, monitor progress, identify knowledge gaps, and develop plans to address them.
Help coordinate and participate in trade shows, including Expo East/West, Fancy Foods, and distributor shows.
Demonstrate enthusiasm for the company’s products and represent its brand image, culture, and values positively.