Your Opportunity as the Director, Sales-East Division (Away from Home Sales)

The Sales Director responsibilities include developing key growth sales strategies, tactics, and action plans. Successful execution of these strategies is required to achieve your financial targets. The Sales Director collaborates cross-functionally to establish sales objectives by forecasting and developing annual sales quotas for regions and territories and projecting expected sales volumes and profit for existing and new products. The role also implements/executes national sales programs and initiatives by developing field sales action plans.

Sales Director duties will include hitting annual targets, building relationships, and understanding operator/distributor trends. This will include the management and execution against strategic categories across the Away from Home/Foodservice (AFH) channels to include Healthcare, Hospitality, College & University, Gaming, B&I, Commercial and K-12 segments, representing approximately $465M in gross sales.

Resonant leadership is critical to this role. This includes providing personnel performance planning that includes coaching, training, and development of your JM Smucker Co (JMS) teammates in support of meeting JMS volume and profit targets.

Embodies JMS values and forms a clear vision for the division of what can be achieved by unleashing the team (inspire, enable, and empower) the team to win.

Location: Working Remotely within Eastern USA

Work Arrangements: Working from Home Office

In this role you will:

Build, manage and deliver results against East Division objectives in the Away From Home/Foodservice Sales space:

• Develop East Division business plans to deliver / exceed annual sales targets within Division.
• Responsible for achieving Division financial results.
• Developing and executing strategic plan to achieve sales targets and expand customer base.
• Support (4) Region Managers and their teams to identify and pursue growth opportunities within key markets and customer groups.
• Collaborate with sales/broker team to build and maintain relationships within key customers.
• Manage local broker relationship, including facilitating planning processes and business reviews on behalf of the division, with coordination from others across sales.
• Develop and execute strategies to drive brand and category growth to exceed sales and profit goals.
• Building and maintaining strong, long-lasting customer relationships by influencing key customers and managing everyday business execution.

Business Planning and Analyses:

• Set long-term (3-5 years) strategic roadmap for East Division.
• Analyze business to discover new ways to penetrate existing and acquire new business.
• Work cross-functionally internally to gain Sales, Marketing, Finance, Revenue Growth Management IRGM) and Equipment & Services (E&S) support to achieve goals.
• Own Ad-hoc financial and data analysis, including pre/post event analysis.
• Utilize core business tools/systems such as CRM, Spotfire, SFA & Business Analyzer.
• Own Annual customer Joint Business Planning, quarterly business reviews and other meetings.

Accelerate Team Performance:

• Drive business planning and activation process working closely with cross-functional business. partners such as RGM, Research & Development/Product Development, Finance, Legal, E&S, Marketing, Brokers, etc.
• Receive direction from VP Sales on opportunities to improve key customer performance.
• Lead, coach, train and develop direct reports and team.
• Lead planning efforts and drive executional excellence with national or local broker partner.
• Participate and add value in assigned projects.
• Drive strategic partnership and long-term focus with internal and external stakeholders.

Lead, Manage & Measure:

• Local broker relationships, business plans and scorecards for the Division.
• Implement divisional business plans and scorecards to deliver AOP.
• Assigned 3rd party vendor relationships, plans, execution, and measurement.
• Assigned special projects/teams.

Managing the Division’s annual budget (review throughout the fiscal year):

• Effectively managing company assets.
• SG&A budget tracking and management.
• Customer Trade and slotting fund spending and other support material/samples.
• Responsible for profitable qualified asset placements.

The Right Place for You

We are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs , and we believe in supporting every employee by meeting their physical, emotional, and financial needs.

What we are looking for:

Minimum Requirements:

• Bachelor's degree
• 5+ years of experience leading a large sales organization
• Experience in Consumer Packaged Goods and Away From Home/Foodservice (AFH) food and/or beverage sales
• Possesses experience and understanding of AFH Supply Chain customer’s business acumen (operations, customer logistics and financial implications that support a CPG manufacturers' ability to successfully implement within the AFH industry.
• Can convert data and observations to insights that lead to opportunity development (action and results).
• Must possess strong Microsoft Suite skills and the ability to learn and master company systems (CRM, Spotfire, SharePoint, Workday, Excel, FoodIQ, Forge, Hyperion, etc).
• Excellent resonant leadership skills and team player exceling at collaborating and supporting others and creating and sustaining a winning team environment.
• Act as a role model, share successes/opportunities with team (coaches’ collaboration and teamwork).
• Ability to identify and assess individual and team skill set development opportunity.
• Create business plans and sales initiatives, then execute against those plans within the team and broker organizations down to the customer level.
• Ability to effectively communicate both internally and externally with various audiences and levels within an organization
• Strong business acumen to understand business models, financial information and implications, operating business practices, existing market, and customer dynamics, convert data and observations to insights and opportunities.
• Demonstrable experience as head of sales, developing customer-focused, differentiated, and achievable solutions.
• Excellent listening, negotiation, and presentation skills
• Ability to travel roughly 50% of work schedule.

Additional skills and experience that we think would make someone successful in this role:

• 3+ years of experience developing, implementing and execution of GTM sales planning and initiatives with broker agencies.
• AFH Channel/ Segment Experience with GPO’s, Distribution, and industry/ operator segments.
• Experience in other commercial areas including Marketing, Sales, RGM, Category Management, etc.
• Strong analytical skills, with foundational P&L understanding.
• Sets and accomplishes challenging goals. Defines standards in terms of doing what is right and doing it well.
• Supports individuals to take appropriate accountability for their work. Provides the information, training, and resources necessary to enable individuals to make expedient, practical decisions that impact the performance or success of an event or project.
• Ability to develop and foster business relationships throughout the customer supply chain to drive our business development.

Learn more about working at Smucker:

• Our Total Rewards Benefits Program
• Our Thriving Together Philosophy Supporting All Impacted by Our Business
• Our Continued Progress on Inclusion, Diversity and Equity

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