Job Summary
This position interprets and implements all contractual requirements of the Master Distribution Agreement for Retail by maintaining contact with the customers and Operating Company (OpCo) leaders, implementing, and reviewing pricing agreements, and coordinating with the various departments with the Company. Also responsible for managing, monitoring, and tracking the performance of all new retail accounts to ensure that maximum sales and profits are being achieved while exceeding the customer’s expectation for service based on the specific Distribution Agreements. The role will require an individual skillset development capabilities and effective team building leadership and skills. The position will require excellent customer management skills, with the ability to act as a business consultant, communicator, coach, and facilitator. Must demonstrate strong contract management skills with the ability to effectively communicate customer execution plans across the FreshPoint system. A high level of executive maturity is required to manage customers at all levels of leadership. Ability to effectively communicate and align FreshPoint’s field operations to national customer execution and business growth strategies. The role will require the ability to be the liaison between corporate departments: Merchandising, Finance, Marketing, Category management, Sales operations, Supply chain, Revenue management, Business Technology, and sustainability.
Responsibilities
- Owns all Market level Process and Results-oriented measures for the deployment and execution of all field initiatives in Retail Sales and Revenue Management
- Lead and develop a diverse team of field and Market leaders that will be distributed throughout Market
- Collaborate with Executive Leadership, Market level leaders, Corporate and Operating Company Business leadership, Revenue Management, Sales, Marketing, Category Management and FP&A (financial planning & analysis) teams to collaborate, align on key priorities, and develop appropriate solutions to address business challenge
- Directly engages with Market Presidents, OpCo Presidents, VP Sales, other Market Functional Leaders for feedback, collaboration, issue resolution, and problem-solving
- Responsible for the identification of new retail sales opportunities. Seek and qualify prospects under company’s account stratification goals
- Maintain contact with customer and OpCo leaders, implementing, and reviewing pricing agreements, and coordinating with various departments
- Responsible for managing, monitoring, and tracking the performance of all new retail accounts to ensure that maximum sales and profits are being achieved
- Lead the RFP (request for proposal) committee, including coordination of customer/vendor presentations and preparing marketing material
- Communicates with the various corporate and OpCo leaders to provide vital information that may be necessary for new retail customer contracts. This would include advance notification to respective corporate and OpCo teams
- Monitor’s customer satisfaction and takes corrective action, as needed, to retain account and improve customer satisfaction
Qualifications
Education
- 4-year bachelor’s degree in Business Administration or related discipline strongly preferred. In lieu of degree related experience can be substituted
Experience
- 10+ years of progressive experience working in a Sales, Purchasing, or related field with at least 5 years of produce specific experience in a retail sales leadership role within a leading organization
Professional Skills
- Experience in leading complex, multi-dimension teams that operate in fast-paced, dynamic environments
- Strong collaboration and influence skills, and the ability to lead listen and influence at the senior-most levels of the organization
- Leadership Proficiency in Retail Sales, Revenue Management, and execution
- A demonstrated understanding of all areas of the FreshPoint: Merchandising, CMU (corporate multi-unit) sales, Marketing, Field Sales, and Retail sales
- Experience in all Field facing tools such as 360, Territory Planning, PMT (price manager tool), Ecommerce, and other current processes, procedures, and tools
- Proven experience in developing comprehensive deployment plans, relevant go to market strategies and execution plans
- Expertise in leading change, making appropriate decisions on change readiness at the Market, Corporate, and Opco level
- Demonstrates well-developed influencing skills with the ability to easily connect credibly with field and corporate leadership
- Possesses a deep understanding and demonstrated capability for strategy, processes, capabilities, enabling technologies, and measurement
- Exceptional communication skills and the ability to communicate appropriately at all levels of the organization; this includes written and verbal communications as well as visualizations
- Able to drive consensus among key stakeholders with diverse needs and interests
- Thinks and acts proactively rather than reactively and directs resources and stakeholders accordingly
- Able to lead and manage a team with diverse knowledge, skills, and abilities to achieve common goals and objectives
- Critical thinking and problem solving
- Strategic team leadership
- Strong influencing and change leadership skills
- Qualitative and quantitative analysis
- Methodical and organized
- Program/Project Management
- Fluent in Microsoft Office Suite of Applications
- Previous Sales Leadership is a must
- Demonstrated complex initiative implementation skills
