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thinkThin - Director of Sales, Special Markets

Date: May 10, 2018

Location: Los Angeles, CA, US, 90066

Company: Glanbia

Job Summary:

The Director of Sales-Special Markets position is designed to lead a team to build thinkThin business in existing customers and develop new customers in a variety of non-traditional channels including but not limited to Convenience, Drug, Specialty, Sporting Goods, E-commerce, and other similar channels of trade.  The successful candidate for this position must posses a unique and broad skill set in Consumer Products Sales Leadership with the ability to lead teams, develop mutually beneficial relationships with key decision makers with Customers in all classes of trade and ability to operate at both the strategic and tactical levels consistent with the needs of a small, nimble organization. Must be a strong leader capable of guiding a team to create and execute customer business plans consistent with Company strategies and objectives.


Essential Functions:

  • Forward planning to develop and grow thinkThin business in the channels outlined and the accounts within said channel, ultimately improving thinkThin position in the marketplace.
  • Assess, select, develop and lead team of sales managers to successful achievement of company business objectives
  • Travel extensively as necessary (up to 70%) to attend sales calls & necessary trade shows in person with key customers to develop strategic relationships, support team members and sell in key company initiatives.
  • Assess, select and lead broker sales organization to support thinkThin efforts. Regularly interact to set objectives, scorecard results and assist in training and developing the broker network.
  • Manage the business by using internal systems, including but not limited to TPM system, BDT (Business Decision Tracker), and Concur expense management system.
  • Work with FP&A to develop forecasting (Volume, Trade Spend)
  • Be proficient in using all available data to customize selling stories for assigned customers. These data sources include IRI, SPINS, Household Panel and Customer provided data where applicable
  • Collaborate with peers and Cross Functional team members extensively to provide customer voice into key internal processes such as S&OP, NPD and Annual Business Planning as well as to champion key customer initiatives for assigned customers (i.e. custom packs, displays, exclusives, etc.)


Knowledge, Skills and Abilities: 

  • Education: Minimum requirement - Bachelor’s Degree in Business, Sales or Marketing
  • Requires a minimum of 15 years of progressive responsibility in sales management in the CPG space.   Ideal candidate will have both large company CPG experience as well as experience working in a smaller more entrepreneurial organization. 
  • Must have the ability to quickly learn functionality of proprietary software, and syndicated data used to manage the business (TradePro, Nielsen, IRI, Concur)
  • Must be outgoing, positive and have energetic personality
  • Must have the ability to work independently, self-starter, and be exceedingly responsible
  • Must have a current valid driver’s license with reliable transportation with current auto insurance documentation
  • Must have superior negotiating and influencing skills
  • Possess excellent verbal communication skills with a keen ability to listen, communicate (written and verbal), excellent grammar, and ability to follow-up effectively with all staffing levels and customers.
  • Must possess computer skills with a keen understanding of business software such as, MS Excel, PowerPoint, and Word documents and Outlook Email and Calendar.
  • Have the ability to respond to customers, vendors and co-workers in a diplomatic and positive manner
  • Possess excellent organizational skills
  • Be able to handle pressure skillfully
  • Ability to multi-task, prioritize and work efficiently
  • Ability to demonstrate good common sense and sound judgment
  • Flexibility to adapt to all situations and work varied hours; possibly work weekends or evenings on occasion
  • Ability to perform at high levels in a fast paced ever-changing work environment
  • Ability to anticipate work needs and follow through with minimum direction
  • Be willing to contribute to a positive, team oriented workplace
  • Be flexible and embrace change with a growing and evolving company
  • Must be able to safely lift, carry, move at least 50 lbs.  
  • Must have broad experience successfully growing businesses in major Cstore chains, Foodservice outlets and other channels and must have experience with major wholesalers in these channels. 
  • Experience with DOT Foods is a plus. 


Decision Making/ Problem Solving: 

  • Position is responsible for ~$35-40 million in thinkThin revenue and a trade budget of ~$7-8 million.     
  • Make regular decisions on customer investments (i.e. promotions, slotting, customer marketing programs, etc.)Up to $10k without approval. 
  • Regularly plan promotions and customer spending in excess of $10K with manager approval.



  • Bachelor’s Degree with a minimum of 15 years sales experience in increasingly responsible roles within CPG. 
  • Food and Beverage experience is a plus.
  • Knowledge of and experience with multiple classes of trade including Convenience, Drug, Food Service, Grocery & Natural is required as is familiarity with the broker network for CPG products.

Nearest Major Market: Los Angeles