Director Customer Sales - Kroger

BODYARMOR Sports Nutrition (BASN) is a fast-paced, dynamic environment where brand builders work together with the goal of becoming innovative game-changers in the world of sports and active hydration. Extreme passion and teamwork are the essentials of being a successful member of the BODYARMOR Sports Nutrition team – which consists of BODYARMOR and POWERADE brands. BODYARMOR Sports Nutrition exudes an entrepreneurial culture backed by the resources and insights of one of the world’s most iconic companies, The Coca-Cola Company, which acquired BODYARMOR in 2021. This unique environment gives employees the ability to move quickly, exceed expectations, develop valuable relationships, and have fun while we work to achieve our goal of becoming #1 in Sports Hydration.

BODYARMOR is looking for a Director Customer Sales, Kroger to join our team.

The Director Customer Sales, Kroger will lead a cross functional team to deliver business results across assigned territory. As a key leader within BASN, this individual will be required to lead annual planning processes and negotiate annual agreements to ensure alignment and execution to achieve aggressive business targets. This individual will provide subject matter expertise to resolve complex customer issues and deliver BASN annual goals. This individual will also manage two direct reports. These two direct reports manage the Kroger East and West division call points.

RESPONSIBILITIES:

Customer Development

• Collaborative leader of a cross functional team responsible for the development and implementation of overall customer selling stories, while providing key insights to deliver all key execution metrics (Assortment, Shelving, Pricing, Merchandising and Innovation).
• Oversee & complete administrative duties required by the customer (contracts, new item forms, etc.)
• Lead annual negotiations ensuring an optimized partnership agreement is in place that supports overall organizational priorities.
• Drive processes and execution of annual plans across assigned customers and bottlers. Delivery of key business and financial metrics including topline results (Revenue, volume, Share) and key financial metrics (trade spend and T&E budgets) will be required.
• Strong data & insights knowledge and skills to assist in storytelling type selling
• Oversee the on-going account updates and performance reporting against key metrics and problem solves plan gaps and brings forward recommendations to deliver on required business objectives.
• Strategic leader responsible for the oversight of the Kroger customer relationship on behalf of BASN.
• Partner with Sr. Management and cross functional team members to build Annual Plans to achieve both short-term and long-term business objectives.

System Leadership

• Participate in all system routines as needed (CCLT, Customer core Teams) to provide customer updates including annual plan targets and elements and on-going customer performance updates and action plans to deliver annual plans.
• Build and leverage relationships with both BASN teams and Bottlers to ensure alignment and focus on delivering key customer objectives.
• Work closely with Coca-Cola sales teams to maximize mutual goals, results, and execution

Functional Communication and Collaboration

• Provide customer input to annual plans including all Marketing, Commercial and Innovation plans.
• Participate in key cross functional routines to provide on-going plan updates and ensure flawless execution of customer programs and initiatives.
• Provides on-going updates on customer plan results and opportunities to BodyArmor management.

Organizational Development

• Fully leverage all cross functional resources to deliver best in class capabilities to customers including selling stories, consumer and customer marketing and insights and revenue growth management plans.
• Manage to annual T&E budget for department ensuring alignment with internal financial objectives.
• Coach and mentor team, direct reports & support staff, providing subject matter expertise on customer needs ensuring the team is supported and the required resources are in place to support overall business priorities.

REQUIREMENTS:

• DSD beverage background preferred
• Must be self-motivated and highly organized with a strong desire to produce results with an entrepreneurial spirit to succeed.
• Must have a verifiable list of current contacts with appropriate buyers & divisional managers.
• Recent Kroger experience preferred
• Motor Vehicle Records must satisfy Company standards per Driving Policy
• Solid computer skills in Outlook, Power Point, Excel, and Word. Strong understanding and analytical skills in understanding of Nielsen/IRI syndicated data.
• Must be able to quickly assess the needs of the business, develop an action plan & manage the required change. the ability to effectively intermingle with a wide variety of business professionals is essential.
• Greater Cincinnati, OH area required
• Position requires substantial travel (40-50% if based in OH area; 75% outside of territory) by car and plane, including both local and neighboring geographic territories.
• Must hold and maintain a valid driver's license and be able to drive long distances
• 8 years direct sales experience in the CPG industry and hold a track record of successfully selling into multiple national and regional channel customers required
• Bachelors Degree or relevant experience required
• Must have a passion for building brands, new products, and long-term growth.

PERKS TO HIGHLIGHT:

• All Positions are Bonus Eligible
• 100% PAID for by BODYARMOR Health Insurance Coverage (Medical, Dental, Vision)
• Generous referral program
• 15 days of PTO