GENERAL DESCRIPTION / PRIMARY PURPOSE
This role is a strategic senior leadership sales role relative to value added sales for management of Ahold, Del Haize, Lidl, & DECA in the United States. The general purpose is to secure/retain distribution for Dole value added products and manage the increased profitable volume sales growth of these accounts. Secondarily, is to work closely with category development, shopper marketing, product innovation and value-added leadership to strategically and profitably grow the business at these accounts.
MAJOR RESPONSIBILITIES AND TASKS/DUTIES OF THE POSITION
- Develop the correct strategy by customer through collaborative consultation with support groups such as, sales, category development, shopper marketing, our broker partners, and customers.
- Targeting locations: New York, New Jersey, and Philadelphia
- Secure new distribution
- Investigating all channel opportunities, increasing profitable sales of that distribution, quarterly sales business reviews
- Potential new item creation through customer private label pursuit and growth
- Communication of fresh pack and full-service solution opportunities
- Developing and managing sales to hit developed and established budgets in both volume and revenue
- Other duties as assigned
JOB SPECIFIC COMPETENCIES (KNOWLEDGE, SKILL AND EXPERIENCE REQUIREMENTS)
- Minimum 10-15 years sales experience.
- Strong communication, interpersonal skills, negotiation skills, decision and making skills.
- Understanding of an account P&L.
- Knowledge and ability to use basic software programs such as Word, Excel, PowerPoint, Outlook, Cognos, and syndicated data
- Understanding of basics relative to production and quality control.
- Strong personnel management skills.
- A.M.P. understanding and utilization, base knowledge of the commodity markets and how they work.
- Base knowledge of perishable supply chain logistics, integrated account management and basic qualitative and quantitative consumer needs analysis
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INTERNAL & EXTERNAL RELATIONS_
External Interaction
- Account Leadership/Buying Groups – selling the Dole concepts to secure and grow profitable business
- Account Quality Control – discussing quality control issues of our products
- Account Supply Chain – able to work with customer supply chain logistics departments to deal with all supply chain topics
- Account AP Department – to ensure proper payment of Dole invoices per Dole payment terms
- Account Negotiation Group – ability to have negotiation interaction of short and long term contracts
Internal Interaction
- Value Added Leadership – allows for business planning and P&L discussions
- Value Added Finance – discussions around payment terms, financial proforma models, customer profitability reports
- Marketing – Ability to discuss new item creation opportunities as well as programs to drive sales of established programs working closely with national and shopper marketing teams
- Category Development – working collaboratively with the category development team to understand sales trends of the customer and build strategic sales growth plans based on the analysis
- Supply Chain – establish supply chain logistic parameters that meet the standards of Dole and the customer
- Quality Control – reporting of quality or food safety issues between the customer and Dole
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EDUCATION AND CERTIFICATION
- Bachelor of Arts or Science Degree in Business Management/Sales or a minimum of 10 years business management experience
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EMPLOYEE MANAGEMENT
PHYSICAL REQUIREMENTS
- Ability to travel – up to 70% required.
- Ability to climb stairs, be stationary for long periods of time, and stoop, bend, and lift up to 25 lbs.
EQUIPMENT NEEDED
☒Cell Phone
☒Laptop
☐Purchasing Card
☐Other __________
WORK HOUR REQUIREMENT
- Must be available to work irregular and/or changing shifts including holidays and weekends.
- Work extended hours and some weekends, per business needs.
- Ability to be available electronically at all times.
Required Skills
- Strong communication, interpersonal skills, negotiation skills, decision and making skills.
- Understanding of an account P&L.
- Knowledge and ability to use basic software programs such as Word, Excel, PowerPoint, Outlook, Cognos, and syndicated data
- Understanding of basics relative to production and quality control.
- Strong personnel management skills.
- A.M.P. understanding and utilization, base knowledge of the commodity markets and how they work.
- Base knowledge of perishable supply chain logistics, integrated account management and basic qualitative and quantitative consumer needs analysis
Required Experience
- Minimum 10-15 years sales experience
- Bachelor of Arts or Science Degree in Business Management/Sales or a minimum of 10 years business management experience
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.