Director of Sales – On Premise Sales

Position Id: VDD4781

Job Title:

Director of Sales – On Premise Sales


The Sales Director will lead the Sales function for the respective Sales region. The successful candidate will leverage his/her knowledge of the US beverage market and distributor and broker network/process to deliver revenue and margin growth. The Sales Director will be directly responsible for defining the region priorities and opportunities and leading the sales execution to ensure that company profitably expands distribution, improves in-store execution and increases merchandising presence through a combination of Distributor and Broker management and direct retailer sales. The successful candidate will have proven distributor management, analytical, leadership, innovation, selling experience as well as P&L understanding. Specific responsibilities are the following.

Job Duties:

• Create a vision for the region distributor team that defines direction, builds employee involvement, and heightens morale. • Build, recommend and manage annual sales budgets from the ground up, with a focus on quality of sales and overall profit/contribution growth. • Set market, channel and customer segmentation and prioritization to focus distributor resources. • Clearly define a plan to achieve KPIs (revenue, contribution margin, distribution, display, pricing) and deliver regular reporting and performance management to ensure attainment of goals while continuously striving for improvement. • Manage trade spend and distributor incentive programs to improve efficiency while securing incremental distribution and merchandising. • Lead a continual review of distributor network to ensure that we have a consolidated and effective network to sell, merchandise and deliver our product to market. • Establish a presence in-market with Distributors, Customers and Brokers to lead by example. • Work with Chief Customer Office and head office resource to deliver a category management strategy and plan to develop world-class promotion programs with retailers while expanding distribution and improving shelf and display presence. • Recognize, and quickly assimilate competitive, consumer, and channel insights that are turned into action. • Work closely with management team to create new product and marketing strategies to improve and expand consumer awareness and ultimately drive unit velocity. • Lead a Regional network of Distributors and Brokers.

Background Requirements:

• Progressive Sales management responsibility over 10 -15+ years that includes a “blue-chip” CPG company. Experience in beverage distributor management is critical. Significant experience with On Sale national Chains and the National FS network • A business person who has effectively managed a Region and important drivers such as trade spending, pricing, product costs, logistics, marketing support, and payment terms. • Experience managing and motivating a distributor network is critical as well as customer direct selling. • Experience in a more entrepreneurial environment, with a demonstrated ability to deal with complexity and limited resources. Has a sense of urgency, rolls up sleeves, and takes decisions and “owns” them. • Has ability to create strong cross-functional relationships. He or she can create a vision and sense of purpose for distributors and customers in their region. • He/she will have a positive energy that is contagious and that will foster a “can do” attitude among the team. • He/she holds a Bachelor’s degree in business or related field. MBA not required but a plus.

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