Director Retail Sales - West Region

Employment Type: Salaried
Work Designation: Work from Home 

Position Summary:

The Director of Retail Sales, West Region, will manage and support the sales activities of their direct reports and their assigned sales agency(s) in order to drive and achieve objectives based on volume growth and profitability for the West Region market.  This individual will not only lead a team of salespeople in support of this effort, but will leverage cross-functional resources to achieve the objectives outlined in the strategy. Experience in Supermarket/Retail Foodservice is highly desirable, as are strong relationships with key strategic customers in the region like Albertsons, Costco, WinCo, Smart & Final to help us achieve our objectives.

Major Duties and Responsibilities:

• Strategy - Leadership in creating market-based and retailer-specific strategies for growing Ventura's portfolio within the retail space, including supermarket/retail foodservice, private label, and branded.  Prioritize & provide clear direction on key volume driving opportunities aimed at progressing our total business, but particularly, our supermarket/retail foodservice portfolio.  Provide guidance on trade and promotional activities, broker management/initiatives, and sales team execution elements (targets, approach, etc.).
• Execution - Lead field sales execution with direct reports and broker teams leveraging a robust operating model.  Regularly review market/retailer analytics with SVP, Sr. Director of Sales, Regional Sales Managers & broker partners.  Develop robust internal cross-functional relationships with Revenue Management, Marketing, etc., to determine customer needs, volume and margin potential.    
• Broker Management - Responsibility for setting broker execution strategy and measuring performance within their respective region.  Determine regular meeting cadence to hold broker partners accountable & delivering against our internal growth objectives. 
• Communication - Provide consistent, clear and concise communication to direct reports and broker sales team to insure alignment for all goals and objectives.  Elements include: Competitive product, pricing, promotional and leadership updates; Resources and support needed to maximize team volume and profitability growth; Key customer performance updates. Work closely with the broker Client Development Managers to deliver superior execution across all broker offices.   
• Training, Education and Development - Ensures exceptional program and product knowledge of the direct reports and broker sales team through individual custom and company training programs. Works collaboratively with Ventura Foods Marketing and Learning & Development to insure training and educational programs are on point.  Conducts ongoing performance reviews with all direct reports and provides directions to support, enhance and add to employees current skill set.        
• Sales Expense Management - Responsible for ongoing management of customer, personal and team sales expenses within established budget parameters.

Education and Experience:

• Bachelor's degree, including 5+ years of progressively responsible experience in a broad range of sales and people management positions including field sales, broker management, sales operations, trade/customer marketing, category management and marketing is required
• Extensive P&L management experience as well as financial analysis, budgeting and forecasting experience is required
• Solid track record of problem solving and priority setting in a fast paced and evolving business environment is required
• History of delivering superior business results in changing environments and competitive markets is required
• Expertise in category management and joint business planning process is critical is required
• Ability to travel up to 30% is required
• Experience in supermarket/retail foodservice is highly desirable, as are strong/deep relationships with key strategic customers in the West Region, like Costco, Albertsons, WinCo, Raley's, etc.
• Prior experience using a CRM database, i.e. SalesForce is helpful
• Prior experience leveraging syndicated data, i.e. IRI or Nielsen is desired

Knowledge and Skills:

• Possesses a professional business presence with exceptional communication and presentation skills both verbal and written
• Experience with CRM systems and other technology to support a digital/virtual sales process (Zoom, etc.)
• Self motivated with a drive for continuous improvement and excellence
• Ability to influence and motivate others
• Key personal attributes including:  integrity, creativity, self motivation, accountability, high energy and results