shift:Office

Position Summary:

The National Sales Manager is responsible for sales, sales expenses, market share and overall sales objectives. This position will oversee execution of the Corporate Club sales plan for TH Foods, reporting to THF’s Sales Director.

Essential Duties and Requirements include the following. Other duties may be assigned.

• The primary responsibility is providing leadership and direction for Business Development Managers in the club sales channel.
• Direct responsibility for sales role for all regions of Costco
• Set regional sales and distribution goals by club customer/regions with input from marketing department and Sales Director.
• Maintain and update a comprehensive business plan covering full club channel.
• Manage Costco club Broker network to develop overall annual sales plans, proper billing, and handling of trade spend & deductions.
• Work with Business Development Managers to develop individual strategies within assigned accounts and region.
• Manage trade accrual funding for all BDM’s ensuring that spending is effective and within budgets given by account, utilizing Adesso Trade promotion software and monthly reconciliation with broker tracking mechanisms.
• Track individual BDM’s performance to budget
• Create and develop customer presentations to be utilized by individual BDM’s.
• Utilize syndicated data and analysis of same to determine sales strategy & tactics
• Lead weekly cross functional team to research trends and identify/develop new and existing club sales opportunities and monitor and direct progress toward strategic goals
• Support new sales product launches and rotations including working with R&D and marketing for product development, packaging engineer for club pallet configurations and packaging size, finance for individual product P&L and any other departments as needed in new item creation.
• Manage individual club item forecasts
• Review performance of Brokers on annual basis, submit report of such reviews to sales director.
• Assist with national trade shows as needed.
• Notify company of competitive products, promotional sales, selling techniques, pricing, warranties, and marketing policies.
• Effectively manage budget and credit risks associated with current and new customers.
• Direct the implementation of corporate sales and marketing policies and procedures in a timely and professional manner.
• Develop/maintain close working relationship with Finance Department, Customer Service, Marketing and R&D Technical Services.
• Conduct all business transactions in a manner that upholds the high ethical standards of the Corporation.
• Oversee all corporate contracts relating to individual accounts, understanding requirements, assisting in negotiations through execution of contract.
• Monitor activities of Business Development Managers including price quotations, presentations, trade accrual spending and the like.
• Submit monthly itineraries, weekly expense reports, market reports, and sales plans on a timely basis to Sales Director.
• Utilize Salesforce CRM for all required functions including, pricing, call reports, item opportunities, etc.
• Approve weekly expense reports, market reports and sales plans for BDM’s
• Assumes additional related responsibilities as assigned.

Supervisory Responsibilities

This position co-manages the Business Development Manager(s) for the Club channel, as well as the Sales Coordinator supporting the Club channel. Attendance at THF’s Cross Functional teams for Club and other CFT’s as required.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

Required: Bachelor’s degree in Business/Marketing or Business related plus a minimum of 10 years of related branded sales experience in the consumer-packaged goods industry. Must have extensive Costco Sales experience.

Extensive knowledge and abilities to develop management reports, presentations and spreadsheets utilizing Microsoft Office Products required.

Preferred

• 10 years experience in the food related consumer packaged goods in Club Channel
• Management of off-site sales force.
• Experience with national brokerage house.
• New business development as key exposure
• Experience in new product launches
• Masters Degree in a business field preferred

Language Skills

This position requires the ability to read, write and speak English in order to: read requests for proposals; contracts, correspond and communicate with current and prospective customers, employees, auditors and make presentations when required. Ability to fluently communicate in the Spanish Language while selling into Hispanic retail markets a plus.

Other Skills and Knowledge:

• Proficiency with Microsoft Office
• Excellent verbal and written communication skills
• Sales aptitude skill-set
• Able to work with minimal supervision
• Capable of prioritizing workload to maximize customer satisfaction
• Strong, general reasoning and analytical skills
• Basic math and accounting

Reasoning Ability

Deal with customers, employees and others while accomplishing the goals of the company.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to finger, handle, or feel. The employee is occasionally required to stand, walk, and reach with hands and arms. Air travel is required

Work Environment

Works individually and must be a self-starter able to work with minimal supervision. Good business judgment and flexibility will be required to keep up with constantly changing needs of customers and brokers. This requires some travel (15 to 30%). Will need excellent administrative and communicative skills to keep projects on track at the office or when traveling. This position requires occasional weekend work and regular workdays in excess of eight hours per day. Occasional lifting, bending, and carrying will be required due to shows and sample transport. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.