Job Description:
Driscoll's is looking for a leader of unquestionable integrity for the position of North America Director of Sales to assume the overall responsibility of the Sales Department's initiatives, including the leadership, management & supervision of the Retail Sales Channel Team. The position is located in Watsonville, Ca.
This position requires you to be accountable and responsible for the creation & implantation of the Retail Business Plan. You will measure sales activities by developing key sales metrics, and will ensure that these metrics are analyzed, reported on a regular basis, and adjusted accordingly to achieve Driscoll’s sales goals and objectives. You will also assign account management responsibilities, manage account performance for the channel & individual accounts, as required, and manage the Retail Sales Leadership team.
Your dedication to this position will contribute to the success of Driscoll’s Mission through the skilled planning, implementation and management of the Retail Sales Channel, and actively support and lead the overall Sales Department goals and initiatives.
Compensation/Salary:
DOE
Responsibilities & Duties:
Key Responsibilities of the Position:
Leadership - A leader of unquestionable integrity who is capable of assimilating our Company Values and demonstrating them in everyday application
- Promote the development of flexible, adaptive and innovative processes for use in new business growth by supporting and enabling an effective and efficient team approach.
- Ensure effective collaboration and communication with all of Driscoll’s functional groups.
- Nurture, support, and promote the Company Mission, Values & Vision and Brand.
- Ensure confidentiality of all Driscoll’s proprietary information.
Planning and Budgeting
- Manage the Retail Sales Channels operational budget through a collaborative approach.
- Measure and report channel sales performance via monthly management reports.
- Provide strategic leadership for the future direction of the Retail Sales Channel Team in the development of Driscoll’s Strategic Sales Plan.
- Participate in demand planning meeting and manage resources to meet expectations.
- Direct the Retail Sales Team in order to achieve the objectives identified in the Plan.
Supervision
- Provide leadership of the day-to-day operations of the retail sales channel & sales department, while maintaining focus on the Company’s strategic goals. Promote safety, development, training, and evaluation of all retail sales team members.
- Senior retail channel responsibility for all to retain Trade Accounts Receivables (A/R) and monitor A/R aging on a proactive basis.
- Establish performance goals for the retail channel and collaborate with the Sales Leadership team and Credit and Collection Managers to establish best practices with a special focus on continuous improvement (CI) and continued growth. Monitor performance on a continual basis.
- Ensure proper levels of succession are in place and actively updated and refreshed.
Communication
- Ensure proactive and effective collaboration and communication with Product Business Management, Operations, Production, and Service Groups and all other departments for greater efficiencies and attainment of Driscoll’s strategic plan.
- Responsible for developing and maintaining customer, grower, and vendor relationships.
Professionalism
- Follows Company policies and practices while representing Driscoll’s in an ethical and business-like manner in all interactions with employees, government agencies, growers, customers, etc.
Other Responsibilities
- Accountable for developing the annual sales and distribution plan that supports Driscoll’s Customer Engagement Strategy and Mission to delight consumers through alignment with our Customers and our Berry Growers.
- Manages Driscoll’s retail sales programs, including alignment of supply & demand.
- Review customer P&L’s and make proactive decisions to maximize Sales & ROI.
- Manage Trade accounts receivable and adjustment processes. This is measured by our average days to pay through account and adjustments reports.
- Accountable for developing the Retail Sales department operating & headcount budget through team approach. Measured by the monthly management reports.
- Lead the retail channel in accomplishing the Sales Plan targets so that sales process and returns to our grower partners achieve a measurable premium that outperforms our competition.
- Lead the Retail Sales team in accomplishing the retail channel customer long range and annual business plans.
- Develop and sustain a sales culture of service & customer value creation.
- Develop and coordinate programs and processes for industry leading Customer Service, and sales in order to increase Customer satisfaction; measure with a Trade survey annually.
- Utilize and maximize cross-functional resources.
- Promote safety, development, training, and evaluation of all Retail Sales team members on a continuous basis. This includes the Sales support team members & interns. Ensure proper levels of succession are in place and actively updated & refreshed.
- Implement flexible, adaptive and innovative continuous Improvement (CI) processes for effectiveness, efficiencies, & accuracy across all sales activities.
- Ensure the security of Driscoll’s proprietary and confidential information and material.
- Perform all other duties as assigned by the Vice President of Sales.
Qualifications:
- Four-year degree (BA or BS) and 10+ years of progressive & successful sales experience, with at least 5+ managing and coaching sales teams to meet exceed sales goals.
- Produce and/or berry industry experience preferred.
- Strategic planning & pricing experience.
- Strong knowledge in the channels of distribution of perishable product or related industries.
- Exceptional presentation, written and oral communication skills.
- Experience in fiscal management including P&L’s, budgets, projections, cost control skills and proven track record of revenue generation and strong customer relationships.
- Excellent management and organizational skills with the ability to prioritize and manage multiple projects concurrently.
- Strong leadership, motivational, and interpersonal skills. Ability to effectively train & develop individuals & teams.
- Evening and weekend work required as it pertains to meeting customer needs and deadlines.
- Excellent analytical and problem solving skills in developing, implanting and assessing key metrics for effective team management.
- Strategic mid-term and short-term thinking, as well as the ability to multitask with a sense of urgency in a quick cycle time & fast paced environment.
- Excellent sales negations & influencing skills. Proven success record in account and relationship management, and sales negations.
- Compute proficiency including Windows, Microsoft Office (Word, Excel, Outlook & PowerPoint), & CRM.
- Experience in goal setting, territory management and accurate demand forecasting through use of CRM.
- Excellent interpersonal skills, including diplomacy and collaboration, and the ability to maintain strong working relationships as both an individual contribution and team member.
- Business travel required, both domestic and international. Current valid driver license & US Passport required.
- Bilingual English/Spanish a plus.
