Director of Distributor Sales

REMOTE POSITION

POSITION SUMMARY:   

The Director of Distributor Sales will lead the planning, development, and execution of go-to-market strategies in collaboration with internal and external sales and marketing teams to achieve company objectives across strategic national distributor headquarters and local operating distribution locations.

• Establishes and nurtures productive, professional relationships with key personnel in assigned accounts
• Lead sales strategy & planning.  Ownership in developing objectives, goals, plans to deliver top & bottom-line volume and profit
• Own cross-functional relationships at distributor headquarters. Lead in the development and execution of the distributor plan at both headquarters and the local operating sites
• Understand national distributors' “go to market” strategy and plan.  Apply J&J portfolio and trade rates to maximize volume and profit
• Deliver strong internal leadership managing account production, distribution, products, and pricing
• Conduct necessary training sessions with internal and external stakeholders, communicating all pertinent information between J&J and client
• Identify competitive landscape and provide market intelligence
• Fully leverage broker national distribution representatives (if possible and where appropriate) to build strategic partnerships and execute the annual plan
• Conducts bi-annual (at minimum) business reviews with corporate national distributors
• Supports foodservice sales team as needed
• Deliver presentations and promotional information for new business development
• Reviews of deduction reports, sales reports, and foodservice industry data
• Provides quality customer service

COMPETENCIES: 

 Thorough understanding of:

• The foodservice industry and the major channels
• National Foodservice Distributor’s culture, their operations and strategy
• Product concept development and product process
• Financial and analytical acumen
• Strong problem-solving skills

EDUCATION AND EXPERIENCE:

Required Skills/Experience:  

• A minimum of 5 years’ progressive foodservice sales experience, to include national distribution headquarters and local division account management
• Strong verbal, written, presentation skills and excellent follow up skills
• Strong thought-leadership
• Functional competencies: selling, negotiating, financial management, inventory management, leveraging insights, listening and time management
• Must demonstrate sales management experience of multiple product categories and distributors
• Must be able to establish and maintain strong internal and external working relationships
• Proficient in PC tools and applications such as Microsoft Office and Salesforce
• Able to carry/lift to 40 lbs. and set up displays for food shows
• Able and willing to work occasional weekends as market and business needs dictate

 Preferred Skills / Experience:

• Manufacturer sales experience preferred but not required
• Culinary experience preferred but not required

Required Education: 

• A bachelor’s degree is preferred but not required

TRAVEL REQUIREMENTS:

• Able to travel via car or airplane
• Overnight travel as needed
• Valid driver’s license, drug test, and background check