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Regional Director East - Convenience

Date: Oct 3, 2018

Location: Los Angeles, CA, US, 90066

Company: Glanbia

The Regional Director East - Convenience Retail position is designed to build thinkThin business in existing customers and develop new customers in an assigned Eastern geography for the Convenience Retail channel.  Key customer responsibilities will include Wawa, Pilot Flying J, RaceTrac, and DOT Foods among many others retailers.  Additionally, this position will manage a regional broker network along with total responsibility for Convenience Store Distributors and Chains in the marketplace. The successful candidate for this position must possess a unique and broad skill set in Consumer Products Sales with the ability to develop mutually beneficial relationships with key decision makers and customers in assigned 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 capable of creating, executing, and delivering 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 broker sales team to successful achievement of company business objectives.
  • Regularly interact to set objectives, scorecard results and assist in training and developing the broker network.
  • 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.
  • Implement and execute JBP’s with key customers on thinkThin products with regular check ins and progress updates.
  • Achieve or exceed points of distribution targets across accounts and marketplace.
  • Manage the business by using internal systems, including but not limited to Trade Management systems, 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

 

Knowledge, Skills and Abilities:  

  • Education: Minimum requirement - Bachelor’s Degree or equivalent in Business, Sales or Marketing
  • Requires a minimum of 10 years of progressive responsibility including large account 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 able to operate in a fast paced environment, handle many tasks simultaneously and be a versatile team player that can operate with minimal direction.

 

Ideal Attributes:

•      Customers Champion: Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty.

•      Find a Better way: Seek better and innovative solutions in the role and for the customers served.

•      Winning Together: Passionate about developing self to full potential. Collaborative with team and enjoy working with and winning with others across the business.

•      Showing Respect: Role model for honesty, integrity and respect for others. Demonstrating the desire to do what is ethical and appropriate for the company and customers.

•      Initiating Action: Taking prompt action to accomplish objectives; taking action to achieve goals beyond what is required; being proactive.

  • Passion for our Brands: Proud of our brands and work continuously to increase their relevance with our customers and consumers. You are an advocate for our brands, consumers and customers.
  • 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; including  work weekends or evenings on occasion for relevant customer or trade events
  • 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 flexible and embrace change with a growing and evolving company
  • Must be able to safely lift, carry, move at least 50 lbs.
  • Must have a current valid driver’s license with reliable transportation with current auto insurance documentation

 

Decision Making/ Problem Solving:

  • Position is responsible for ~$5MM in thinkThin revenue and a trade budget of ~$1MM    
  • Make regular decisions on customer investments (i.e. promotions, slotting, customer marketing programs, etc.)Up to $5k without approval. 
  • Regularly plan promotions and customer spending in excess of $5K with manager approval

 

Education/Experience:

  • Bachelor’s Degree with a minimum of 10 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 and Alternate channels is required along with CPG broker management experience is required.  Experience with Grocery & Natural channels is a plus. 

 


Nearest Major Market: Los Angeles