Director, Sales- Dollar Channel (US Retail Sales Team)

Your Opportunity as Director, Sales- Dollar Channel (US Retail Sales Team)

Work Location: Nashville, TN (Remote role managing local customer HQ relationship)

About the Role:

As the Director, Sales-Dollar Channel (US Retail Sales Team), you will be at the forefront of driving profitable sales growth and building strategic partnerships.

Your primary responsibilities will include:

Deliver the Business:

• Achieve profitable sales growth by developing and executing annual customer business plans for the Frozen Handheld, Spreads, and Coffee businesses.
• Develop strategic annual business plans and track progress to achieve or exceed net sales targets.
• Maintain omnichannel marketplace awareness and apply business insights effectively.
• Utilize syndicated and other customer data sources to inform strategic and tactical plans.
• Manage and provide visibility into KPIs and trade budgets.
• Ensure monthly and quarterly sales forecast accuracy and communicate business performance and needs both internally and externally.

Accelerate Team Performance:

• Develop and lead a team of sales employees at varied skill levels across the US.
• Inspire and lead direct reports and cross-functional field support teams to maximize effectiveness, in line with JM Smucker (JMS) resonant leadership expectations.
• Employ appropriate interpersonal styles and approaches to gain acceptance of ideas or plans and serve as an agent of change in leadership.
• Ensure training, tools, and processes are focused on delivering business aligned with JMS go-to-market strategies, working cross-functionally on customer activation.
• Possess sound knowledge of company financials, accounting procedures, trade financials, and personnel policies and procedures.

Strategic Partnerships:

• Drive strategic partnerships and maintain a long-term focus with all internal and external stakeholders.
• Manage Customer P&Ls, requiring a strong understanding of key metrics and business knowledge to provide direction on improving profitability.
• Lead the business planning process, working closely with cross-functional business partners.
• Empower teams to lead cross-functional initiatives, driving accountability and ownership.
• Champion customer needs through an in-depth understanding of their go-to-market strategy and data.
• Identify continuous improvement opportunities to enhance sales strategy and organizational/talent capabilities, making recommendations to leadership.

Customer Development:

• Build and maintain relationships with retail partners and all pertinent decision-makers.
• Develop strategies to drive category and JMS brand growth for the retailer.
• Manage Joint Business Planning and goal alignment with key stakeholders and long-range vision.

The Right Place for You:

We are bold, kind, strive to do the right thing, play to win, and believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we support every employee by meeting their physical, emotional, and financial needs.

What We Are Looking For:

Minimum Requirements:

• Bachelor's degree.
• 10+ years of sales experience with a proven track record of meeting or exceeding targets, including at the HQ level; Dollar General experience included.
• 5+ years of large sales team management, people management experience, and a proven track record of inspiring a team to execute plans.
• Strong customer management skills, including the use of syndicated data sources such as 1010data, Nielsen, or IRI/Circana.
• Understanding of P&L Management, Category Management, Trade Promotion Management, Pricing Structures, and Trade Terms.

Additional Skills and Experience:

• Experience in food categories.
• Previous cross-functional experience.
• Broker management experience.
• Strategic thinker with the ability to envision the future of sales teams, processes, and relationships.
• Leadership/Executive presence, leading through resonant engagement, demonstrating mindfulness, hope, and compassion to build an inclusive environment.
• Self-motivated with the ability to embrace change and deliver results while managing multiple/diverse priorities.
• Excellent communication skills, detail-oriented, and self-motivated.
• Ability to lead, communicate, present, and influence all levels of the organization, including executive and C-level.

Learn more about working at Smucker:

• Helping our Employees Thrive

• Delivering on Our Purpose

• Our Continued Commitment to Ensuring a Workplace for All

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