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Director of Sales
B&G Foods
Bentonville, AR, United States
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Director of Sales- Walmart
Company Description:
Based in Parsippany, New Jersey, B&G Foods, Inc. (NYSE: BGS) and its subsidiaries manufacture, sell and distribute high-quality, branded shelf-stable and frozen foods across the United States, Canada and Puerto Rico. With our diverse portfolio of more than 50 brands you know and love, including B&G, B&M, Back to Nature, Cream of Wheat, Green Giant, Las Palmas, Le Sueur, Mama Mary’s, Maple Grove Farms, Mrs. Dash, New York Style, Ortega, Pirate’s Booty, Polaner, Spice Islands and Victoria, there’s a little something for everyone. For more information about B&G Foods and our brands, please visit www.bgfoods.com.
Job Description:
Achievement of assigned National Account objectives, resulting from dedicated management of direct sales functions. Develop and execute corporate sales and initiatives. Sales responsibility with customer on assigned brands.
Lead a team including, Sales Analytics, Supply Chain and Category Analytics roles. Direct reports include Sales Analyst, Supply Chain Supervisor and Category Manager. Oversee people management in these areas, including candidate searches, payroll and performance reviews. Provide leadership in forecasting, supply chain and category analytics.
Manage the retail broker contracted on the Walmart business. Provide direction of monthly retail objectives and special projects. Lead weekly meetings with broker team. Negotiate commission rates and services. Conduct interviews with potential broker teams.
Responsibilities:
Sales Leadership:
• Achieve assigned quarterly and annual sales quotas for assigned brands
• Consistent development and implementation of sales programs
• Work with VP of Sales to develop and execute quarterly business plan for National Account
• Make all headquarter calls to National Account on assigned brands
• Solicitation of new business
• Manage pricing to maximize ROI (execute Price Advances, Rollbacks, Demos, Deductions)
• Evaluate competitive products, pricing, promotions and sales strategies at National Account
• Execute new product initiatives
• Regular interaction with multiple touch points at Walmart; Develop and maintain business relationships with National Account Buyers, Neighborhood Market Buyers, Private Label Team, Quality Assurance, Replenishment and Executive teams in Sales and Replenishment
• Develop and submit monthly National Account business recap to the EVP of Sales and Marketing
• Work with team to create a quarterly business review for the executive team
• Manage payables, deductions and credit issues for National Account
• Responsible for ensuring that direct reports are managing compliance of customer’s food safety requirements and resolving any non-compliance issues quickly (WERC’s, VOC, CARB, Aspect, SQF)
• Partner with the B&G Marketing Directors to maximize business opportunities with National Account. Assist in National Account targeted media campaigns and promotions
• Development of account specific trade promotions
• Multi-tasking in support of this complex customer to provide presentation quality information with short lead-time to manage ongoing customer demands
• Development of account specific trade promotions
• High degree of organizational and problem solving skills
• Manage expenses according to company guidelines
Retail Broker Management:
• Conduct weekly planning session with broker; Establish measurable monthly objectives and special projects; Negotiate broker commission and services; Interview potential broker partners; Appointment and termination of broker
Manage Private Brand Initiatives and Sales at Walmart:
• Leadership role in new item bid processes, new item launches, quality assurance, factory inspection and certification, product testing, packaging, supplier scorecard processes, customer complaints, and personal interaction with Walmart Private Brands Team
People Management:
• Direct People Management of Supply Chain Supervisor, Category Manager and Sales Analyst
• Coach, mentor, develop and support direct reports in supply chain, production forecasting, category analytics and sales analytics / reporting
• Provide guidance to supervisors in completing candidate searches for open staff positions; Interviewing and hiring qualified candidates, keeping in mind skill sets, experience level, and team dynamics
• Manage scheduling, payroll, performance reviews and work flow for direct reports and provide guidance to people managers in these areas
• Provide direction to Category team: Setting objectives for Line Reviews and ADHOC reporting; make recommendations for retail modulars and off-shelf displays to effectively optimize sales growth; Creation of Line Review and brand presentations for National Account calls, incorporating Rest of Market data, Retail Link data, mapping, marketing, and other pertinent information
• Provide direction to Supply Chain team: production forecasting of regular turn inventory and new item pipelines as required for National Account; Daily Supply Chain Functions; Meeting Customer KPIs (On time arrival, in full delivery and store / warehouse instocks)
• Manage Sales Analyst: pricing and item specs used for uploading to Data Synchronization and EDI sites
Experience, Skills, Education:
• Bachelor’s Degree required, Master’s Degree preferred
• A minimum of 5+ years working with Walmart in a Sales Manager capacity required
• A minimum of 5+ years people management required
• Leadership skills needed to manage exempt and non-exempt employees
• Thorough understanding of all trade channels affecting branded sales
• Expertise in broker management and motivational techniques
• Strong project management skills
• Strong presentation skills
• Strong written and verbal communication skills
• Technology and grasp to evaluate sales performance levels, profitability, etc.
• Complete understanding of syndicated data information sources i.e., AC Nielsen and Information Resource Inc.
• Proficiency in computer business programs – Excel, Word, PowerPoint, Nielsen, Retail Link and Shiloh
• Complete Understanding of National Account’s Supply Chain and Logistics requirements
• Ability to develop, implement and measure sales generating programs
• Administrative, organizational and communication skills
• Excellent customer service skills
• Time management skills
Equal Employment Opportunity:
B&G Foods is an equal opportunity/affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability status, protected veteran status, or any other characteristic protected by law.