Sales Team Lead 2 - Kroger

WHO WE ARE
At Ghirardelli, we honor tradition and drive innovation, aiming to be the top choice for premium chocolate. Our commitment to Making Life A Bite Better inspires both our products and the way we do business. We support personal and professional growth, recognizing that each employee’s contribution directly impacts Ghirardelli’s growth and success. Join our dynamic team and help shape Ghirardelli's future.
 

Job Summary

A Team Leader 2 has customer responsibility with a high level of portfolio complexity and customer engagement. NTS will be in excess of $75M. Their responsibility will incorporate a Top 3 customer where they influence execution via customer joint business planning meetings. Achievement of goals are greatly influenced by the following objectives: new distribution target attainment, trade promotion budget adherence/efficiency, forecasting excellence, expense management and achievement of Game Plan initiatives.

Omni Channel expertise and engagement will be critical to ensuring that Brand growth occurs both in store and on-line.

They will interact internally as part of the cross-functional integrated planning process engaging with key individuals in the organization. Regular engagement with the Sales Leadership Team and with the Management Team during planning times.

This individual will have 5 people reporting to them. This can have an indirect/direct mix that includes GCC personnel as well as brokers.

They should be the champion of the Ghirardelli premium brand name with the customer, enhancing the Ghirardelli premium image through appropriate pricing and promotional activities.  

ESSENTIAL FUNCTIONS

Deliver Sales Controllables

• Achieve NTS sales budget 
• Achieve in-store presence objectives
• Spend trade funds within budget and ensure efficiency through ROI analysis

Develop Customers and Lead Brokers

• Penetrate key customers and understand Ghirardelli business development opportunities at each customer
• Understand customer timelines and requirements: proactively and constructively work back through the Ghirardelli cross functional teams to ensure alignment & success
• Create long term business relationships and foster a sustainable competitive advantage for Ghirardelli
• Develop strong team partnerships with our brokers and align them to the Ghirardelli Game Plan

Be a Leader within the Company

• Demonstrate passion, commitment and integrity in all activities
• Treat confidential information as such
• Take both a top-line and bottom-line perspective on all issues
• Collaborate effectively across all functions
• Sell, Live, Demonstrate and Protect the Premium-ness of our Products
• Build the Ghirardelli Brand Equity by demonstrating quality in everything you do

Achieve MAPS Objectives

Assortment:

• Develop and execute assortment reviews for key customers
• Develop ongoing distribution objectives for customer and/or broker teams.
• Develop and execute new item presentations to meet current and future objectives
• Increase distribution of Ghirardelli and improve ACV of existing distribution.
• Forecast all new item changes vs. budget on a monthly and more frequent basis when needed.

Promotion/Pricing:

• Plan and implement promotional plans with key accounts
• Price point management vs. objectives which includes price change implementation as needed
• Develop selling tools for all brokers and distributor representatives 
• Ensure accurate monthly forecast for all promotional and non-promotional volumes
• Track all key initiatives on a timely basis
• Manage both trade, non-trade and CP funds to meet financial goals
• Work with broker analysts to maintain all deductions less than 60 days

In-Store Excellence:

• Work with both brokered and Ghirardelli retail sales teams:
• Planogram development and adherence to match Ghirardelli goals
• All Ghirardelli products merchandised together (Premium portfolio blocks)
• Establish monthly goals/actions to deliver excellent in-store conditions
• Ensure proper POS is utilized and in place

Other Responsibilities:

• Report sales and prepare category reviews/business reviews for key accounts as needed
• Travel to each broker office as needed
• Collect competitive activity on an ongoing basis and be a category expert for customers/brokers
• Be prepared for Ad Hoc tasks and projects helping internal resources on existing product analysis and new product launches

MINIMUM EDUCATION AND WORK EXPERIENCE

• BA/BS Degree Required
• 7+ years of experience in CPG managing a top ten customer in the US market, including experience working with Kroger as a customer.
• Direct selling and/or broker sales experience required

Salary: $149K-$193K/yr.