Director of Retail Sales-HEB - Joe Produce | Produce Jobs, Produce Careers, Agriculture Jobs, Agriculture Careers

Director of Retail Sales-HEB

Job Description: 

The Director of Retail Sales interacts with produce and warehouse executives, Vice President and Director Managers, Corporate Buyers, Regional Buyers, Buyers Assistants, Retail and Grower Account Managers, and the retailer’s grower-shippers on a regular basis to develop, generate, and expand IFCO sales and revenue. Manages Retail Account Managers assigned to the account, providing direct and indirect oversight of all account activity.

Major/Key Accountabilities:

  • Meet assigned Recollection budgets.
  • Build profitable business relationships at all organizational levels across multiple departments. Maintain critical relationships with category buyers, quality control and food safety managers, operations managers, and merchandising managers.
  • Must establish resources for obtaining critical customer data needed to evaluate business opportunities.
  • Manage all daily sales activities with assigned customers through regular contact and visits to increase top line sales and revenues. Maximizing customer satisfaction while minimizing costs. Introducing new product offerings into the marketplace.
  • Establish relationships in cross-functional departments such as Human Resources, Sustainability, Supply Chain, and other departments the IFCO value proposition impacts.
  • Working with Grower Sales and Commodity Management teams, research, analyse, and make presentations to the retailer’s principle suppliers to drive conversions to RPCs.
  • Develop detailed business plans for IFCO Retail Account Managers, Grower Sales Reps, and Commodity Managers to increase compliance to RPCs,” win back” business from competitive RPC suppliers, and reduce idle stock of RPC’s throughout the entire supply chain.
  • Responsible for research, detailed analysis, and presentation to assigned retailers.
  • Responsible for research, analysis, and presentation of new business opportunities to the IFCO Leadership Team in Tampa, FL. Effectively generate and qualify new retail opportunity costs.
  • Collaborate with Retail Sales, Grower Sales, and Commodity Management Teams to improve market share through domestic and international customer expansion at assigned retailers.
  • Assist in managing grower/shipper RPC inventories with Customer Service, Commodity Management, Asset Management, and Operations teams.
  • Consistently research the marketplace for new opportunities; keep Stay current on advancing technologies, competitor new product development, and competitor performance with the market.
  • Provides direction and resources to Sales Managers in assigned area of responsibility. Work directly with the Vice President of Retail Sales to plan and coordinate training for current and new Sales Managers. Provide direction to team members on qualifying, prospecting, and generating new customers. Encourage team members to seek out decision makers at all levels.

Measures:

  • Trip and Recollection volume growth
  • Conversions, Compliance, Winbacks, and Turns
  • Specific retailer account strategy to achieve budgeted/forecasted trip objectives
  • Manage employees assigned to retailer accounts
  • IFCO market share vs. competitors
  • RPC penetration vs. other active RPC retailers
  • Customer engagement and support in RPC conversion process
  • Breadth of commodities converted to RPCs

Scope:

  • Annual Recollection/Trip Budget: $10M+
  • Countries : 1-2
  • Number of Staff (direct): 1-2
  • Number of Staff (indirect): 3-4
  • Total (FTE): 6-10

Authority/ Decision Making:

  • Pricing and strategic recommendations
  • Purchasing decisions with upper management approval
  • Developing customer incentive programs to accelerate trip/recollection volumes
  • Creating economic models that support RPC commodity conversions
  • Resolving customer problems

Challenges:

  • Up to 75% travel
  • Limited direct supervision
  • Managing field based employees
  • Working across North American time zones

Key contacts:

  • Internal: Retail sales team, Grower sales team, Customer Service, Operations, Logistics, Senior Management
  • External: Retailers, Growers, Shippers. Quality Control Staff, Merchandising Managers, Store Managers, Buyers

Qualifications:

  • Bachelor’s Degree in Business or Agribusiness-related field required
  • Must be geographically located to assigned customers
  • Willingness and ability to travel up to 75% of the work week in order to meet and work with assigned retailers and growers

Experience:

  • 10+ years related experience in sales--preferably in the fresh produce industry
  • Demonstrated success in building and maintaining relationships with customers
  • Proven ability to maintain high-closing sales ratios
  • Demonstrated ability to establish solid rapport with produce personnel at HQ, warehouse, stores and at the grower level.

Skills & Knowledge:

  • Excellent verbal and written communication skills
  • Strong analytical and problem-solving skills
  • Ability to be self-motivated and succeed with limited direct supervision
  • Proven planning and organizational skills with the ability to handle multiple priorities and deadlines
  • Ability to work collaboratively in a team environment, and the capability to identify needed resources and dispatch them quickly to improve performance
  • Computer literacy required, including proficiency in standard business applications included in Microsoft Office Suite, particularly Excel, Word, PowerPoint and Access

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