Director, Sales- Regional Accounts, Convenience

Your Opportunity as Director, Sales- Regional Accounts, Convenience

You will lead a team to grow sales volume, distribution and productive business relationships with Regional Distributors, Chains and Independents. Deliver annual performance targets, building relationships, and understanding retailer/distributor trends.  This will include the management and execution against strategic categories across Convenience chains, independents retailers, cash & carry outlets, and the distributor network.

Your responsibilities include developing key growth sales strategies, tactics, and action plans.  Successful execution of these strategies is required to achieve your financial targets.  You will collaborate cross-functionally to establish sales objectives by forecasting and developing annual sales quotas for regions/customers and projecting expected sales volumes and profit for existing and new products.  You will also implement/execute national sales programs and initiatives by developing action plans.  Lead and coordinate all CDA trade show and CDBX activity and strategy. Serve as Channel coordinator for Dot Foods and works directly with the Away From Home Sales team lead to ensure seamless distribution to the convenience distributor base.

Resonant leadership is critical to this role.  This includes providing personnel performance planning that includes coaching, training, and development of your JM Smucker (JMS) teammates and brokers in support of meeting JMS volume and profit targets. 

Embodies JMS values and forms a clear vision for the division of what can be achieved by unleashing the team (inspire, enable, and empower) to win.

Location: Working Remotely; willingness to travel 50% of time

In this role your primary responsibilities will include:

Build, manage and deliver results against Regional Distributors, Regional Convenience Chains and Cash & Carry objectives in the Convenience Sales space:

• Develop business plans to deliver / exceed annual sales targets.
• Use MSA and Infobate data with analytic resources to grow TDP’s.
• Responsible for achieving financial results.
• Developing and executing strategic plan to achieve sales targets and expand customer base.
• Support (5) Region Managers and their teams to identify and pursue growth opportunities within key markets and customer groups.
• Collaborate with sales/broker team to build and maintain relationships within key customers.
• Manage local broker relationship, including facilitating planning processes and business reviews on behalf of the division, with coordination from others across sales.
• Develop and execute strategies to drive brand and category growth to exceed sales and profit goals.
• Building and maintaining strong, long-lasting customer relationships by influencing key customers and managing everyday business execution.

Business Planning and Analyses:

• Set long-term (3-5 years) strategic roadmap.
• Analyze business to discover new ways to penetrate existing and acquire new business.
• Work cross-functionally internally to gain Sales, Marketing, Finance, RGM and Category Management support to achieve goals.
• Own Ad-hoc financial and data analysis, including pre/post event analysis.
• Utilize core business tools/systems such as Telus, Spotfire and CRM.
• Own Annual customer Joint Business Planning, quarterly business reviews and other meetings.

Accelerate Team Performance:

• Drive business planning and activation process working closely with cross-functional business. partners such as RGM, R&D/Product Development, Finance, Legal, Equipment & Services, Marketing, Brokers, etc.
• Receive direction from VP Sales-Convenience on opportunities to improve key customer performance.
• Lead, coach, train and develop direct reports and team.
• Lead planning efforts and drive executional excellence with national or local broker partner.
• Participate and add value in assigned projects.
• Drive strategic partnership and long-term focus with internal and external stakeholders.

Lead, Manage & Measure:

• Broker relationships, business plans and scorecards.
• Implement business plans and scorecards to deliver AOP.
• Assigned 3rd party vendor relationships, plans, execution, and measurement.
• Assigned special projects/teams.

The Right Place for You

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

What we are looking for:

Minimum Requirements:

• A bachelor’s degree
• Sales experience within the Consumer-Packaged Goods industry and the Convenience Channel.
• 5+ years of previous experience leading a Direct Sales team and/or Broker team in a warehouse delivered model.
• Must possess strong Microsoft Suites skills and the ability to learn and master company systems (Telus, Spotfire, SharePoint, Workday, Power Point, Excel  and others).
• Create business plans and sales initiatives, then execute against those plans within the team and broker organizations down to the customer level.
• Excellent communication skills (oral and written) and be able to effectively communicate up, down and out effectively both internally and externally.
• Ability to travel roughly 50% of work schedule.

Additional skills and experience that we think would make someone successful in this role:

• Demonstrated experience leading joint business planning activities with both internal and external stakeholders
• Convenience Channel experience with NACS, SWEETS & SNACKS, CDA, WAM
• Experience in other commercial areas including Marketing, Sales, RGM, Category Management, etc.
• Strong analytical skills, with foundational P&L understanding.

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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