[Hiring] Director of Sales: Natural Amazon & Pureplay @Mondelēz International

Role Description

The Director of Sales: Natural Amazon & Pureplay will drive Hu Kitchen (Hu) & Enjoy Life Foods (ELF) selling efforts of the Natural Channel, Pureplay & Amazon business with oversight to all Retailers & Distributors servicing these channels. Through the implementation of the business strategy, the Director will develop strategies to grow our categories using customer-specific sales/marketing programs and coordinate cross-functional teams to execute the customer business strategy.

Direct Customer Management:

• Direct Management of UNFI & KeHe Distributor business as the main customer point of contact.
• Directly managing our Amazon, Amazon Same Day, Amazon Fresh and Wholefoods.com business through distribution channels & tactics.
• Collaborate with Marketing to assess and implement optimal operating model for Amazon as WFM and Amazon business models continue to converge (assess RTM, P&L model, GtN implications).
• Cultivate strong customer partnership through the Joint Business Planning (JBP) process including leading the Mondelez x Wholefoods JBP as the primary customer contact.
• Ensure growth at Wholefoods, Sprouts and other natural customers.

Essential Duties:

• Deliver the following objectives through leading and managing a team of two Account Managers.
• Build businesses with the customer as measured by share gains, sales targets, TDP targets, and new item introductions.
• Channel & Customer P&L Oversight with focus on: Topline Growth, Trade Management, Mix Management, Route to Market & Customer P&L.
• Manage team forecast deliverables.
• Continually analyze all aspects of the business for display, merchandising, pricing and assortment opportunities and develop strategies to capitalize on those areas of opportunity. Implement retailer promotional plans in line with sales/marketing plans.
• Support cross-functional business planning in category management, supply chain efficiency, shopper marketing & finance.
• Direct point of contact for natural broker network managing: Quarterly Broker Business Reviews & tracking progress against goals, development of priorities & implementation.
• Direct distributors, brokers, field sales and internal resources to accomplish sales and distribution objectives.
• Delivers distribution, shelf management, pricing and promotional objectives for accounts.
• Utilize syndicated data and retailer insights to guide customer strategy and effective storytelling.
• Manage trade budgets for efficient ROI and promo efficiency, track deductions.
• Management of third-party teams to secure secondary placements, reduce out-of-stocks, and drive incremental volume.
• Support team growth and development through coaching and cross-functional role play.
• Develop & Grow team talent with the 2 direct reports for this role and cross-functional team members.

Qualifications

• 5+ years as a retailer HQ-specific sales lead in the food/beverage industry.
• Bachelor's Degree preferred.
• Direct experience managing Whole Foods & Sprouts.
• Experience managing Amazon, Amazon Fresh, Direct-to-Consumer or other Pureplay/online accounts.
• Experience managing KeHe, NGVC, INFRA and/or other natural channel retail accounts preferred.
• Prior people leadership experience managing account managers or other direct reports preferred.
• Familiarity with UNFI, KEHE and/or other natural distributor relationships and cost-to-serve dynamics.
• Experience managing a natural broker network, including business reviews and performance scorecards.
• Excel and PowerPoint Skills; must be competent in managing large data sets and extract insights.
• Working knowledge of syndicated data tools (SPINS, Nielsen, or IRI) preferred.
• Experience in sales planning, forecasting, and trade/P&L management.
• Creative thinker with the ability to tell a story with data and insights.
• Ability to multi-task and work in fast-paced, high demand environment.
• Self-sufficient and highly detail-oriented.
• Strong interpersonal skills and the ability to effectively interface at all levels.
• Strong presentation skills.
• Results-oriented and process driven, with high expectations of self and team.
• Collaborative mindset with strength in effectively receiving and communicating feedback.

Requirements

• Office – 40%
• Frequent air and ground travel – 60%

Benefits

• The base salary range for this position is $140,300 to $192,940; the exact salary depends on several factors such as experience, skills, education and location.
• This position is eligible for participation in a highly competitive bonus program with possibility for overachievement based on performance and company results.
• Health insurance, wellness and family support programs, life and disability insurance, retirement savings plans, paid leave programs, education related programs, paid holidays and vacation time.
• Some of these benefits have eligibility requirements. Many of these benefits are subsidized or fully paid for by the company.
• No Relocation support available.