The purpose of the Emerging Sales team is to drive our objectives – both quantitative (revenue, volume, profit, and share) and qualitative (in store and on line presence, top retail relationships, training and development) in all emerging channels, including eCommerce, Military, and Specialty Retail. Reporting to the EVP, Off Premise Sales, you will bring this to life across multiple partners and will deliver the right initiatives, resources and direction to ensure the sales organization can achieve these goals. You will accomplish this by developing our eCommerce strategies, delivering organizational reach (new account acquisition) approach and execution, and leading an Account team that achieves results with the top eCommerce, Military, and Specialty customers. You will partner with additional sales team leadership team members to provide oversight and for HQ-related projects about new business development.
Areas that play to your strengths
All the responsibilities we'll trust you with:
Develop long-term Emerging channel strategies and initiatives considering company direction, focus area, important customers, market parameters, and resources.
Aggregate and analyze large amounts of complex data quickly, and distill that data into clear, viable action plans.
Allocate resources where the investment has the highest payback and with regions or customers with strategic importance/relevance.
Lead the annual business planning process for Emerging Channels accounts team, channel programs and tactics.
Monitor market trends and maintain data on competition.
Lead the developments of all Emerging Channels across eCommerce (Pure Play, Brick & Click, Delivery), Military (Domestic & International), and Specialty Retail.
Improve relationships with top chain accounts by adding value through expertise and strategic partnerships.
Evaluate return on investment and investment for each chain and channel and make appropriate adjustments.
Issue clear direction and guidelines about priorities – both qualitative and quantitative.
Develop channel thoughts leadership and seek out, acquire, and manage outside vendors required to deliver the #1 energy share position in each channel.
Assess structure and outside resources (ex. brokers) required to maximize impact across the changing landscape in Emerging Channels
Contribute to several of our HQ teams to ensure eCommerce integration, organizational investment in Reach, and new business development
Lead the strategic creation and integration of eCommerce strategies into Small and Large Format Accounts Teams.
Coordinate and support HQ Sales & Distribution (HQSD) eCommerce initiatives given the US market maturity level.
Assist account managers in developing successful programs.
Spend time with the team in the office and the field to implement our standards in-store and online
Lead the team to develop thought-leading initiatives and insights that impact national strategy.
Your areas of knowledge and expertise
that matter most for this role:
- 12+ years of experience in CPG sales; food or beverage experience an advantage
- Experience in Regional or National account management required; eCommerce and large format experience an advantage
- Experience working with a DSD, Direct, and 3PL network
- Negotiation experience
- Leadership experience
- Experience analyzing complex trends and data.
- Bachelor's degree preferred or equivalent work experience
- Must be fluent, in English, additional language skills an advantage
- Travel 40-50%
- Permanent
- Benefits eligible
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