Director, Sales: Northeast Grocery

Utz Brands, Inc.•Hanover, PA

About The Position

Utz Quality Foods is seeking a Director, Sales: Northeast Grocery in Eastern PA, New York, New Jersey & New England States. The Director of Sales for the Grocery Team will build and develop strategic customer growth, partnerships and the total business in assigned target markets with the primary purpose of accelerating performance for our Power Brands: Utz, On the Border (OTB) and Zapp’s brands across Grocery East customers. Operating in the Grocery Northeast Sales Team territory, the Director of Sales will cultivate strong business relationships with key decision makers within the Grocery channel retailers. The Director will have an entrepreneurial spirit, sales intellect and strategic selling skills and will provide customer, consumer insight and category growth strategies to develop customer centric solutions, driving category results for both Utz and our partners. The Director will have a strong understanding of trade spend and investment strategies, leading customer P&Ls and numerous additional tools that drive sales, share and profits. The Director will lead a team of both Senior Account Executives & Key Account Executives, coaching and developing their capabilities, and talents to develop teammates for succession.

Requirements

7+ years proven sales experience in a related position within the consumer products goods industry with direct account responsibility.
3+ years of experience utilizing syndicated data.
Proven experience using large volume of data, product knowledge and customer familiarity and successfully applying it to negotiation strategies.
This position requires extensive use of computer equipment. Must have demonstrated proficiency in Microsoft business software to include Excel, PowerPoint, Word, and Outlook.
Demonstrated skills in analytics, problem-solving, verbal/written communication, influencing/negotiation, relationship-building, strategic selling experience and collaboration.
Skilled capabilities on IRI/Nielsen data/systems, shopper insights, trade promotion planning, presentation creation and delivery, and customer business planning.
Able to work closely and successfully interact with internal and external customers.
Strong analytical skills necessary to present sound cost strategies based on estimation of risk, operating cost and customer sales volume.
This position requires a valid driver’s license and the ability to travel and have overnight stays.
U.S. 50% travel required.
Bachelor’s Degree from an accredited college with a focus in business, preferred.
Must possess excellent written and oral communication skills.
Ability to analyze and evaluate several sources of data to develop actionable insights.
This position requires extensive use of computer equipment. Must have a demonstrated proficiency in Microsoft business software to include Excel, PowerPoint, Word, and Outlook. Familiarity with Nielsen or IRI programs is preferred.
Requires a valid driver’s license.

Responsibilities

Build brand equity and profitably increase sales volume on all assigned brands.
Achieve assigned sales targets through the maintenance and expansion of distribution, merchandising and promotional activity for each assigned brand.
Deliver share growth across all sub-categories across all customers.
Build strategic partnerships with all customers, bringing our strategic selling concepts to life.
Establish strategic relationships with mid/upper-level retailer management.
Partner with cross-functional teams, including Finance; Retail, Grocery and Mass: Revenue Growth Management: Marketing; Sales Operations; Manufacturing; R&D and Logistics. Share best practices.
Lead, coach and train the Key Account Sales team (direct reports) to deliver KPI’s and objectives.
Develop & execute multi-year strategies and annual operating plans that include overarching strategies and tactics to deliver sustainable results across our Joint Business Plans.
Create selling stories utilizing insights, facts, consumer, brands and our retailer’s insights leveraging the strategic selling model.
Deliver trade and revenue goals.
Drive development, distribution and sales of Utz, OTB, Zapp’s and overall portfolio of brands.
Identify opportunities to maintain and expand distribution on existing business and find unique opportunities for incremental sales and profit.
Comply with all company policies, instructions and directions for the fulfillment of company objectives and to maximize profits from sales.
Be alert to competitive products and merchandising practices; keep management informed of updates.
Prepare weekly sales reports and expense reports as required.
Prepare and submit special reports, acceptance of products or competitive conditions, as may be requested by management or as observed in the marketplace.
Own and develop the strategic selling process (our selling stories) that will enable us to achieve long-term success both for this team as well as the organization. This also includes customer wiring up partnerships across all levels of the customers organization.
Ensure observance of safe work practices to include the immediate work area, visits to customer sites and operation of a vehicle used for company business.
Develop and enhance partnerships through participation in customer events, industry functions and entertainment within company standards.