The Company is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.
Position Summary
The Director of Sales and Client Services is responsible for the coordination, management, oversight and evaluation of the organization’s sales and client services functions. As a member of the management team, the Director of Sales and Client Services participates in team management, performance management, strategic planning, budgeting and forecasting initiatives and systems initiatives, in addition to problem solving and process development. Focus is on delivering measurable results within the organization that lead to financial success and outstanding program execution for our clients. Results will be attained through effective execution against sales, client services, and overall business performance goals.
Essential Job Duties and Responsibilities
Setting Sales Strategy
- Advise the go-to-market strategy for the Integrated Retail Team, including but not limited to, product and service portfolio strategy, pricing strategy, channel management strategy, and promotions strategy; Develops and implements strategic sales plans and forecasts to achieve corporate objectives for the go-to-market strategy that address the Integrated Retail Team’s competitive position, market share, and overall revenue growth; Measure and evaluate sales strategy implementation against intended results.
Client Services
- Develops and implements strategic client services plans to maximize internal capabilities in alignment with the go-to-market strategy; Oversee the interface with clients including, but not limited to, set up and manage internal service level agreements, supervise timely and accurate tracking and reporting to create value for the clients, troubleshooting issues that impact client expectations, drive and execute formal client program reviews; Monitor and evaluate performance to determine if organizational capabilities are competitive and relevant with regard to customer and competitor trends in the industry; Direct research and development requests to increase sales effectiveness at both the client and organizational levels; Retain and grow all client relationships.
Developing Team Capability
- Architect the sales and client services organization to optimize the go-to-market strategy and scalable growth; Drive coaching and development as a business critical enabler to increase revenue and overall capability; Sponsor and advise on the formation of key learning initiatives to fuel sales effectiveness and maintain a competitive advantage in an evolving marketplace.
Optimization
- Make adjustments and optimize the sales and client services strategies to maximize our one-to-one consumer interactions; Work closely with business leaders (i.e. Talent Acquisition, Field Execution, etc.) to maximize processes; Identify and attend approved trade exhibits, shows and regular company field programs to develop and maintain knowledge base; Identify gaps and best practices in sales and client services operations to improve overall performance.
Supervisory Responsibilities
Direct Reports
Hires, retains, trains, coaches, guides, directs, and develops direct reports using company-wide processes, tools and resources
Indirect Reports
May delegate work of others and provide guidance, direction and mentoring to indirect reports
Travel and/or Driving Requirements
Travel is an essential duty and function of this job. Driving is not an essential duty or function of this job.
Travel up to 20-35%
Minimum Qualifications
The following are the minimum job-related qualifications which an individual needs in order to successfully perform the essential duties and responsibilities of the job
Education Level:
(Required): High School Diploma or GED or equivalent experience
(Preferred): Bachelor's Degree, Business Administration or Marketing
Field of Study/Area of Experience: Experience managing a team of direct and indirect reports
- 5+ years of experience of management/leadership experience in a retail sales and client services role
- Experience working in a fast paced, dynamic business environment
- experience managing a team of direct and indirect reports.
Skills, Knowledge and Abilities
- Excellent written communication and verbal communication skills
- Excellent customer service orientation, decision making and interpersonal skills.
- Skill in supervising a team of 10 or more employees, including direct and indirect reports to include delegating responsibility, training and evaluating performance
- Analytical and research Skills
- Team building Skills
- Professional level credibility skills-ability to use personal effectiveness to link relationships, processes, and business methodologies with revenue-producing activities
- Ability to gather data, to compile information, and prepare reports
- Demonstrated ability to provide cross-functional leadership
- Well-organized, detail-oriented, and able to handle a fast-paced work environment
- Track record of building and maintaining customer/client relationships
- Flexible and adaptable, able to change and alter according to changes in projects or business environment
- Ability to work independently and prioritize duties with minimal supervision, in order to meet deadlines
- Ability to complete multiple duties with accuracy shifting from one to another with frequent interruptions and competing deadlines
- Strong computer skills including proficiency with Microsoft Word, Excel, PowerPoint, Access, Outlook, and web-browsers
- Professional level influencing skills – ability to manage internal and external boundaries, set expectations, and build alignment at varying management levels/client interface
- Professional level insight skills – ability to identify and develop robust data on internal and external operations (especially regarding customer expectations and alternatives) and transform that data into decisions that balance risk with reward
- Professional level execution skills - ability to coordinate mutually agreed expectations of what is promised to the customer into measurable business results
Environmental & Physical Requirements
Office / Sedentary Requirements
Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.
Additional Information Regarding The Company Job Duties and Job Descriptions
Job duties include additional responsibilities as assigned by one’s supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.
