Director of Distributor Sales

REMOTE POSITION

POSITION SUMMARY:   

The Director of Distributor Sales will lead the planning, development, and execution of go-to-market strategies in collaboration with internal and external sales and marketing teams to achieve company objectives across strategic national distributor headquarters and local operating distribution locations.

Success in this role requires the ability to work cross-functionally with sales, marketing, R&D, and operations while building and maintaining strong relationships at both distributor headquarters and local operating divisions. The ideal candidate will possess exceptional negotiation, communication, and organizational skills, along with the ability to manage multiple priorities in a fast-paced environment.

ESSENTIAL FUNCTIONS:

• Establishes and nurtures productive, professional relationships with key personnel in assigned accounts
• Lead sales strategy & planning.  Ownership in developing objectives, goals, plans to deliver top & bottom-line volume and profit
• Own cross-functional relationships at distributor headquarters. Lead in the development and execution of the distributor plan at both headquarters and the local operating sites
• Understand national distributors' “go to market” strategy and plan.  Apply J&J portfolio and trade rates to maximize volume and profit
• Deliver strong internal leadership managing account production, distribution, products, and pricing
• Conduct necessary training sessions with internal and external stakeholders, communicating all pertinent information between J&J and client
• Identify competitive landscape and provide market intelligence
• Fully leverage broker national distribution representatives (if possible and where appropriate) to build strategic partnerships and execute the annual plan
• Conducts bi-annual (at minimum) business reviews with corporate national distributors
• Supports foodservice sales team as needed
• Deliver presentations and promotional information for new business development
• Reviews of deduction reports, sales reports, and foodservice industry data
• Provides quality customer service

COMPETENCIES: 

 Thorough understanding of:

• The foodservice industry and the major channels
• National Foodservice Distributor’s culture, their operations and strategy
• Product concept development and product process
• Financial and analytical acumen
• Strong problem-solving skills

EDUCATION AND EXPERIENCE:

Required Skills/Experience:  

• A minimum of 5 years’ progressive foodservice sales experience, to include national distribution headquarters and local division account management
• Strong verbal, written, presentation skills and excellent follow up skills
• Strong thought-leadership
• Functional competencies: selling, negotiating, financial management, inventory management, leveraging insights, listening and time management
• Must demonstrate sales management experience of multiple product categories and distributors
• Must be able to establish and maintain strong internal and external working relationships
• Proficient in PC tools and applications such as Microsoft Office and Salesforce
• Able to carry/lift to 40 lbs. and set up displays for food shows
• Able and willing to work occasional weekends as market and business needs dictate

 Preferred Skills / Experience:

• Manufacturer sales experience preferred but not required
• Culinary experience preferred but not required

Required Education: 

• A bachelor’s degree is preferred but not required

TRAVEL REQUIREMENTS:

• Able to travel via car or airplane
• Overnight travel as needed
• Valid driver’s license, drug test, and background check