Director, National Account Sales - Meijer in Grand Rapids MI

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The J.M. Smucker Company logo
The J.M. Smucker Company
Title: 
Director, National Account Sales - Meijer
Date: 
05/09/2020
Job ID: 
105428
Location: 
Grand Rapids MI
Degree: 
Not Specified
Salary: 
Not Specified
Job Types:
Director/VP Sales
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The J.M. Smucker Company has a unique culture rooted in our Basic Beliefs, strengthened by Our Commitment to Each Other and perpetuated by the creation of an environment that leads to the continued growth of our employees.
Inspired by more than 120 years of business success and five generations of family leadership, The J. M. Smucker Company makes food that people and pets love. The Company&##39;s portfolio of 40+ brands, which are found in 90 percent of U.S. homes and countless restaurants, includes iconic products consumers have always loved such as Folgers, Jif and Milk-Bone plus new favorites like Caf Bustelo, Smucker&##39;s Uncrustables and Rachael Ray Nutrish. Over the past two decades, the Company has grown rapidly by thoughtfully acquiring leading and emerging brands, while ensuring the business has a positive impact on its 7,000+ employees, the communities it is a part of and the planet. For more information about The J. M. Smucker Company
KEY RESPONSIBILITIES

  • Deliver the Business
    • Responsible for achieving profitable sales growth by building & executing annual customer business plans
    • Develop strategic annual business plans and track to achieve or exceed net sales targets
    • Omnichannel marketplace awareness and business application understanding
    • Utilize syndicated/other data sources to manage and inform strategic and tactical plans
    • Effective KPI and trade budget management and visibility
    • Responsible for monthly and quarterly sales forecast accuracy and effectively communicating business performance and needs
  • Accelerate Team Performance
    • Responsible for recruiting, training & developing top talent managing office of sales and category team members
    • Inspire and lead field sales office, including direct reports and cross-functional field support teams to maximize effectiveness, in accordance with Smucker resonant leadership expectations
    • Manage with appropriate interpersonal styles and approaches to gain acceptance of ideas or plans and serve as agent of change in leadership
    • Ensure training, tools & processes are focused on delivering the business aligned to JMS go to market strategies, work cross functionally on customer go to market activation
    • Sound knowledge of company financials, accounting procedures, trade financials, personnel policies and procedures

  • Strategic Partnerships
    • Drive strategic partnership and long-term focus with all internal & external stakeholders
    • Strong understanding of P&L key metrics and business knowledge to receive and provide direction on opportunities to improve
    • Drive business planning process working closely with cross-functional business partners
    • Empower teams to lead cross-functional initiatives driving accountability and ownership
    • Manage supply chain opportunities with key customer
    • Demonstrates an ability and interest in continuously raising awareness of the Sales function needs in an ever changing, omni-sales world
  • Customer Development
    • Build and maintain relationships with all key strategic decision makers
    • Support elevated customer and corporate connectivity with leadership and cross functional business stakeholders
    • Develop strategies to drive category and Smucker brand growth for the retailers
    • Manage JBP planning and goal alignment with key stakeholders and long-range vision
    • Manage broker administrative support to deliver against Smucker & customer expectations
    • Understanding of customer technology resources & capabilities that can be leveraged for growth


SELECTION CRITERIA
Education

  • Bachelor&##39;s degree is required


Experience

  • A minimum of 10 years of sales experience is required
  • A minimum of 5 years of experience selling at National/Regional HQ Level for a CPG company is required (along with a proven track record of meeting or exceeding targets)
  • A minimum of 5 years of experience managing teams of 5 or more direct reports; with a p roven track record of inspiring a team to execute plans is required
  • Broker management preferred
  • Experience with Meijer is a plus
  • Strong Planning and Customer Management Skills - use of syndicated data sources such as Nielsen or IRI
  • Basic understanding of P&L Management, Category Management, Trade Promotion Management, Pricing Structures and Trade Terms is required

Other

  • Strategic Thinker - ability to envision the sales team / processes / relationships of the future
  • Leadership/Executive presence - leads through resonant engagement demonstrating mindfulness, hope and compassion to build an inclusive environment
  • Self-motivated and has ability to embrace change and deliver results managing multiple/diverse priorities
  • Excellent communication skills, self-motivated and detail oriented
  • Ability to lead, communicate, present and influence all levels of the organization, including executive and C-level
  • Ability to manage extended work schedules as needed, travel up to 20% of work schedule as needed and adhere to company policies & procedures

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