Sales Team Leader

Advantage Sales & Marketing dba Advantage Solutions•Cincinnati, OH

2d•Remote

About The Position

Sales Team Leader At our Company, we grow People, Brands, and Businesses! The Sales Team Lead, Kroger, will work closely with FDM’s clients and Brand Managers to develop and execute winning strategies for FDM clients at Kroger. This individual will have responsibility to direct and orchestrate activities related to launching and managing our clients’ products in retailers within the specified channel(s). Based remotely, Sales Team Lead (STL) will primarily execute strategies and tactics to increase market penetration and on-shelf placement as well as top line sales for client brands in the assigned account(s). This leader will be responsible for also maintaining current business for the client brands in their accounts, including promotional planning, while identifying and seizing new business opportunities (based on client approval and direction). Additional responsibilities include building and maintaining strong account relationships and leading a team of cross-functional internal stakeholders to deliver successful outcomes. FDM Sales Management is an outsourced sales force for early to mid-stage CPG brands, and our compensation model is aligned with our clients’ objectives to build sales and successfully transition their business into a larger firm. FDM offers over 500 years of combined experience growing best-in-class consumer brands, including market knowledge, buyer relationships, and valuable industry contacts. We want to work with people who have a strong work ethic and are of high character. All our new team member interviews and employee performance evaluations use the criteria of: Hungry, Humble, and Smart. We believe by focusing on these principles we create an environment of teamwork, customer service and passion for our mission of making our clients successful. Take this opportunity to join North America’s leading business solutions provider and build your career working with amazing people in a growing industry! Apply today! The Company is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today. Position Summary The Sales Team Leader manages sales programs and strategic planning initiatives within a specific department of the business to ensure sales targets are met. Oversees and leads the work of the team to ensure it is meeting the client and customer key performance indicators and maximizing revenue budget achievement. This role may be dedicated to servicing one significant client or responsible for multiple clients.

Requirements

Minimum 4-year degree required; MBA Preferred
10+ years’ experience working with Kroger within consumer retail industry
Selling experience within food and beverage consumer products, preferably across multiple brands or product lines
Ability to analyze syndicated and panel data
Data based selling, experience turning insights into action
Experience with managing a large book of business and large numbers of customers and clients
Knowledge of accounts, market characteristics, competitive environment, growth opportunities, etc.
Experience managing and / or influencing others
Exceptional negotiation and persuasive selling ability
Outstanding communication, presentation, and people skills
Strong conflict management/composure skills
Excellent time management skills and superior attention to detail
Computer skills (e.g., PowerPoint, Excel, Word, Power BI, etc.)
Ability to thrive in a fast-paced matrix environment
Proven ability to lead cross functional team with encouragement and positivity
Must be open to travel approximately 20-25%
Education Level: (Required) Bachelor's Degree or equivalent experience
Field of Study/Area of Experience: 5+ years of experience in applicable field
3-5 years of supervisory experience
Track record of building and maintaining customer/client relationships
Ability to make oral presentations
Ability to visualize and plan objectives and goals strategically
Ability to develop strategic plans to grow the business
Excellent written communication and verbal communication skills
Excellent customer service orientation
Ability to work effectively with management
Team building Skills

Nice To Haves

MBA Preferred

Responsibilities

Customer understanding and advocacy
Provide insights and direction to the client for the assigned accounts
Knowledge expert in the Kroger account and understanding of the customers’ strategy and executional imperatives
Analyze market trends, sales data, and customer feedback to identify opportunities for growth and improvement using a data-driven approach
Manage customer and client expectations
Direct customer engagement for assigned accounts and customized engagement approaches based on need and capabilities.
Manage numerous category review schedules/deadlines and new item submissions across multiple accounts and for various clients.
Communicate this information effectively and timely, utilizing the team’s project management platform (Asana).
Must demonstrate strong financial acumen and the ability to conduct ROI analyses for clients, as well as provide trade investment recommendations.
Understand and leverage syndicated data (where applicable) to uncover key insights and build effective selling stories to optimize the client’s GTM plan for the channel.
Lead the retailer sales meetings and pitch presentations along with client; provide suggestions and guidance to the client regarding their sales materials, product positioning, product prioritization and assortment, merchandising strategy, and pricing/promotions.
Represent the company at industry events, conferences, and trade shows, promoting our clients’ brands and cultivating strategic partnerships.
Network and build strong relationships with key customer decision makers and key internal stakeholders.
Achieve P&L targets; manage business unit resources to deliver EBITDA objective [Earnings Before Interest, Taxes, Depreciation, and Amortization]
Implement marketing strategies and analyze trends and results to achieve department income and expense budget goals
Own and drive revenue growth; identify opportunities and align business unit resources to secure those opportunities
Meet and/or exceed Clients’ goals for sales, distribution, pricing, shelving, and promotional volume
Identify and provide services to support the “Customer as Clients”
Develop and launch strategies to pursue new opportunities
Manage and maximize manufacturer marketing/promotional funds to achieve sales goals
Identify opportunities and close white space within the market
Attend customer headquarter calls and penetrate key positions at retailer to support client-customer
Manage Direct Reports
Hire, develop, and retain talent using company-wide processes, tools, and resources
Manage workload of team to ensure client satisfaction
Manage, train, and mentor direct reports to help them achieve professional objectives
Organize business unit team to retain and expand upon all client relationships
Assist team to navigate in the larger Company organization to align needed resources and support to ensure specific client and/or customer initiative success