Director of Sales, Walmart

About The JobVision of the roleDanone North America has an exciting opportunity for a Director of Sales, Walmart based in Northwest Arkansas. Manage and orchestrate sales resources to grow Danone North America’s Plant based business at Walmart. Build and execute customer/category plans that support customer and business unit’s goals and achieve net sales and POS sales growth targets. Ensure leadership and cross-functional company efforts are involved with developing the customer relationship and business strategy. Own and Manage business team across the business by deploying the right talent, influencing the customer appropriately, and contributing to the company internally.Key ResponsibilitiesOwn the Walmart Plant based P&L by overseeing the creation and execution of customer plans with high integrityOwn selling process for the business with Walmart to deliver sustainable, profitable growth.Lead team (customer planning and customer team) in developing the annual sales plan/budget, category strategy, distribution plan and be accountable for the integrity of the plans.Lead team members to execute against annual planEvaluate and deploy team and sales support resources to maximize effective business plan deliverySupport high-value sales process activities and problem solve best approach with the business team – opportunity identification/creation, negotiations, deal closureParticipate with customer and internal team on multi-year business planning process to inform customer planEnsure internal resources/experts (category management, customer planning, shopper marketing, etc.) are being used to create vertically integrated plans with the customerParticipate in demand planning GPS process to monitor forecast versus plansIdentify when plan adjustments are needed based on monthly and quarterly sales volumes and trade spend versus budgetProvide ad-hoc reports and presentations for sales leadership (e.g., visits from corporate Danone, in-market reviews, etc.)Oversee trade spending, promotional programs, spending across the brands, etc. to ensure targets are metReview monthly and quarterly sales volumes and profitability versus planReview trade and shopper marketing spend versus plan and coordinate with Customer Planning Manager to adjust plans based on performanceDeliver in-store execution performanceDefine what success looks like in the storeHold team accountable for delivering on those thingsCoordinate with Retail Director to execute the in-store plans and deliver on KPIsRegularly walk stores to stay as close to the businessBuild deep and strategic relationships with customersCultivate and manage profitable relationships with customersAttend top-to-tops and engage sales leadership as necessary (i.e., bring in VPs, SVP…based on customer participants)Develop a clear understanding of customer’s growth strategy and decision-making process to be a strategic partnerDeliver customer business reviews and category performance presentationsParticipate in long-term planning and execution with customerBuild transversal support across the business by coordinating with the front-line and senior levels in the organizationCommunicate with HR, sales finance, customer solutions, and other business functions to lead aligned execution of how Danone goes to marketRepresent the business team to leadership and visa-versa by knowing the details of the day-to-day business and influence strategic decisions that affect the companyManage sales organization strategically to deliver the best resultsDeploy team resources/talent to maximize effective business plan delivery (i.e., how to separate category, customer, regional resources, etc.)Actively look for business development opportunities and coordinate approach accordinglyProvide insights to and work with Category Commercial and other cross-functional teams to create clear, cohesive business growth strategyBuild and maintain strong Danone culture within team to boost morale across organizationSet and communicate clear objectives for the team and individual team membersManage business complexitiesCascade outcomes and key metrics to org based on overall KPIs, metrics (e.g., customer/category specific metrics)Manage travel budgetGrow your peopleIdentify, recruit, and retain a balanced and diverse team based on strengths, role fit, knowledge, skills, and experienceProvide the foundation for team effectiveness by creating and maintaining team processesApply training and coaching effectively for individual and team developmentComplete performance evaluations for direct reportsAbout You4 year business degree+10 years of progressive experience within CPG industryPrior experience with owning a major customer account preferredExposure to other sales sub-functions (category management, shopper marketing, retail, etc.) preferredDemonstrated ability to achieve breakthrough results through the course of workStrong team leadership and management skillsAbility to attract, develop, and maintain high performersAbility to comprehend and manage a complex, fragmented business10-20% travel timeexpect proximity with customer and teamAbout UsDanone North America doesn’t just welcome what makes you unique, we value it. We’re proud to be an equal opportunity and affirmative action employer. All hires to our team are based on qualifications, merit and business needs. We recruit, employ, train and promote regardless of race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other protected status. Faithful to our values of openness and humanism, all of our employees share in the commitment to engage one another with dignity and respect.http//www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf https//www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdfThe base compensation range for this position is $150,000-$190,000. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options.
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