Manager of New Channel Sales
Central Florida, FL US
DIRECTOR OF NEW CHANNEL SALES -- C-STORES, DRUG, DOLLAR, HARDWARE AND GROCERY MARKETS
Our client is one of the nations fastest-growing privately held businesses in the United States, and is driven by its mission to disrupt its industry by developing innovative self-serve solutions that bring purchasing water and ice into the 21st century.
This position will assist the VP of Sales in customer strategy development and drive implementation of the Channel sales plans through daily business management. Develop Strategic Account Planning for providing excellence in short-term and long-term sales into new channels and strategic accounts. Develops strategies and executes processes, tools, and resources to support effective and efficient plan development. This position will be responsible for developing Everest partnerships with top Retail and Convenience Store Chains, driving performance and execution that is aligned with business and customer strategies, as well as achieving profitable sales objectives.
? Supports VP of Sales in the development of customer strategy, and business plans, including sales, profit, and budget forecasts, as well as product, promotional, pricing, distribution, and market development strategies and tactics. ? Collaborate with the team and customers to evaluate and increase the effectiveness of new sales efforts. Remain informed of trends and potential adjustments needed for marketing programs. Gather intelligence on competitor pricing, products, and methods of marketing and distribution. ? Responsible to develop sales pipeline for 1-3-5 year plans and all concept validation. Supports cross-functional teams to develop new products as needed. ______________________________________________________________________________
? Develops Strategic Account Planning to provide excellence in short-term and long-term planning for channel accounts. Leads recommendation and execution of processes, tools and resources to support effective and efficient plan development. ? Understands and communicates trends that may create opportunities for new products. Utilizes market research to develop selling stories to be used by sales partners within the assigned channel. Recommends marketing communication solutions based on consumer/customer preferences and buying habits. ? Collaborate with Sales to develop customer-specific marketing programs, strategic selling materials, program sell-in, calendars, and technology solutions.
? Results: Develop and deliver the Business Plan ? Cross-Functional: Key Customer and business advocate liaising with all cross-company teams such as Marketing, Sales, Engineering, Manufacturing, etc. to ensure goal alignment that drives both Everest and Customer objectives ? Leadership: Challenges organization to ensure goals are met through the evolution of changing business dynamics ? Large Customer Chain Management: Develop Joint Business Plans (JBP) relationships with key Customers to ensure strategic alignment and continuously improve customer satisfaction through effective selling presentations ? Negotiating: Ongoing negotiations of key customer contracts and business development programs and concepts ? Customer Planning: Develop and execute key Customer Growth Plans ? Profitability: Full ownership of meeting company provided margin contribution and net/net sales targets ? Forecasting: Establish processes to forecast sales volume
? Bachelors degree required, preferably in Marketing or Sales. MBA preferred. ? 5+ years experience in National / Large Account Customer Management ? Convenience Store Channel experience required ? Strong current relationships in the Convenience Store Industry and Top Chain Retailers ? Seasoned expert of negotiating complex and multi-year agreements with Large Customers ? Experience in Category Management ? Financial Acumen ? Ability to creatively develop new strategies, processes, practices, and programs that will substantially enhance a consumer-centric approach ? Self-starter and Collaborative mindset ______________________________________________________________________________
? Creative inventor of new strategies, processes, practices, and programs ? Proficiency with Microsoft Office & CRM ? Must be able to travel ? Problem-solving skills, functional and technical skills, written and verbal communication skills, relationship management and interpersonal skills, analytical skills, insight generation ? Strong attention to detail and excellent organizational skills.
? Develop a channel sales process that is able to support both entrepreneurial, one-machine sales and corporate, multi-machine operators ? Evaluate current processes and create a plan for continual improvement ? Develop and refine ongoing sales training methodologies ? Develop new sales channels ? Target new methods of lead generation and equipment distribution ? Interface effectively with marketing team to create inbound leads, cultivate social media exposure, and develop new marketing strategies ? Increase overall sales volume into targeted channels
- Candidates will be held in confidence and must be able to pass an in-depth interview process, background screening, and reference check.
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Meet Your Recruiter
Craig Wilson, CFSP (Certified Foodservice Professional) has spent a career in business startups, acquisitions, and globalizing commercial and industrial equipment and supplies businesses. His industry credits include President/CEO Rational USA, VP Corporate Development The Middleby Corporation, and NAFEM Board of Directors. Mr. Wilson has owned the commercial foodservice recruiting business of American Recruiters since 1999, and has been the number one producer and number one franchisee since 2001.