Director of Sales, West

Scope of Position

The primary responsibilities of the Director of Sales, West – is to directly manage the illycaffè broker partners responsible for Retailers in all classes of Trade in the Western United States. Additionally, the Director will have individual responsibility for calling on Albertsons Corporate and vertical responsibility for Albertsons Divisions across the United States. This role also includes expanding illy’s business in the US Military channel and maintaining a direct relationship with legacy retailer AJ’s. Key priorities are to grow distribution and velocity across the entire illycaffè portfolio that will drive significant revenue & margin growth for illycaffè North America. Deliver illy share growth for Total Coffee and the Super Premium subcategory. Establish relationships with senior leadership at key retailers, as well as with senior leadership with illy’s broker partners. In conjunction with our broker, develop strategic business plans and KPIs by customer in the geography, measure and adjust as necessary to meet the annual sales and market share objectives.

Responsibilities

• Responsible for Headquarter Relationship of assigned Customers
• Direct our broker partners with assigned retailers for success
• Lead all assigned Customer HQ sales calls and collaborate with our broker partner to develop key presentations
• Support Sales Calls on Regional Divisions of assigned National Distributors
• Develop Strategy and Plan for assigned Customers - working collaboratively with Brokers, Sales Planning, Finance, Marketing, and VP of Sales
• Maintain current illy caffè portfolio distribution
• Facilitate incremental distribution opportunities to expand portfolio
• Ensure that necessary distribution is in place with Distributors to support Retail Customer authorizations
• Execute promotional calendar within pre-determined guidelines
• Accurately forecast sales and trade spending
• Manage customer payments/deductions
• Uncover incremental partnership opportunities
• Conduct business reviews to ensure our partnership is on-track, aligned and identify any new opportunities.
• Develop a plan of action and execute on the plan following review.
• Develop relationships with Senior Leadership at strategic retailers – Albertsons, SaveMart and others, that will help drive visibility and attention for illy caffe products throughout the West geography
• Communicate with broker partners on existing accounts as needed regarding coverage and inventory needs
• Stay within budget for travel and expense allocation
• Work with VP to implement strategic initiatives and account objectives
• Monthly Status report identifying key sales activities by the 10th of the month
• Participate in the monthly commercial review meeting, updating on the status of the business
• Input and review KPI updates monthly

Decision-Making Authority

• Day-to-day account management of Albertsons Corporate and engagement with the National Category Director
• Content of presentation development and program recommendations with broker partners
• Initial proposal and P&L recommendations
• Internal account management (customer care, service, accounting, logistics, sales planning)
• Account Sales calls with broker partners
• Lead business review preparation presentation with our broker partners
• All pricing and final offers must be approved by Sr Management
• In conjunction with the immediate Manager:
• Priority Target Accounts
• Account Strategy
• Final presentations
• Account pricing approved programming
• Budget (Event participation, FG, programming)

Key Performance Indicators

• Core Item Distribution Expansion
• K-Cup Distribution Expansion
• New RTD Distribution
• Schematic Improvement
• Revenue and Margin Growth
• Market Share Growth
• Deliver Sales Objectives by customer and in the Aggregate for the Geography
• Create senior-level relationships with strategic retailers and broker personnel to drive illy caffe brand awareness

Qualifications

• Minimum 10 years of success in Modern Trade – beverage and/or coffee preferred.
• Existing contacts at Sr. Decision-making levels for Major Retailers preferred.
• Experience negotiating complex deals with multiple decision-makers, door-keepers, and influencers.
• Demonstrated ability to develop and negotiate win/win proposals that maintain profit targets.
• Demonstrated Ability to work on multiple long-term projects with difficult and long-reaching results cycles.
• Required ability to develop winning proposals that are profitable for the company.
• Demonstrated ability to develop relationships at all levels, including Sr. Decision makers
• Advanced communication skills (writing, presentations, public speaking)
• Advanced level experience with computer software (Word, PowerPoint, Adobe, Excel pivot-table and reporting expertise, etc.)
• Required 4-year college degree.
• Out of the box, entrepreneurial thinker. Required.
• Accountability mindset. Required