Director Of Sales (Target)

Job Summary Statement

The Director of Sales, will manage all aspects of the sales and sales management activities in a specified account base in Target. Aggressively pursue placement of all newly introduced products. Develop thorough understanding of competitive products and pricing. Build strong relationships at buyer, DMM and VP levels in assigned accounts. This manager is the "top to top" contact and communicator between the Company and the accounts for which he/she is responsible.

Essential Job Duties And Responsibilities

• Work to resolve disputes and solve problems with assigned accounts in an effort to facilitate positive customer relationships.
• Travels to attend trade/sales conferences and account calls. Travel related to this position is approximately 50%.
• Manage sales expenses to plan. Maintain complete and up-to-date records of all expenses and submits expense reports in a timely manner.
• Prepare sales contracts, presentations and special sales programs in both oral and written form.
• Development and maintenance of account sales forecasts and budgets.
• Development of sales programs and presentations for key accounts.
• Develop growth opportunities product presentation, follow-up and reporting.
• Maintain awareness of competitive changes in the marketplace (products/programs) and communicate to IPC personnel in a useful and timely manner.
• Prepare, discuss, and submit sales revenue and operational forecasts on a timely basis.
• Demonstrate extensive product knowledge (form/function/features/benefits) of all Igloo products, as well as maintaining a working knowledge of competitive product features, benefits and retail pricing.
• Prepare and submit required sales and administrative reports on a timely basis.
• Provide agency (where applicable) and customer assistance on implementation of all Igloo sales and marketing programs.
• Direct and evaluate manufacturer’s representative partners in growing sales and building customer relationships.
• Works closely with IPC replenishment team to drive improvements through analytically driven solutions.

Minimum Requirements And Qualifications

• Education: Four-year college degree.
• Other duties as assigned.
• Physical Demands essential to the job: Ability to travel (50%), work some extended hours. Ability to lift 50 lbs.
• English language skills: Ability to respond professionally and effectively in both written and oral form.
• Math skills: Ability to work with mathematical concepts in the development of forecasts, budgets, pricing, reporting, etc.
• Experience: Eight (8) years sales experience selling consumer products to major retail partners. Retail consumer package goods, particularly in a highly seasonal business background.

Key Competencies

• Sound decision-making skills, strategic agility, and analytical skills.
• Computer skills, including but not limited to Microsoft Office.
• Ability to communicate effectively, in written and oral form, with both internal and external customers.
• Understanding of both Category Management and Fact-Based Selling principles.
• Solid presentation and negotiating skills. Must be able to effectively develop and deliver compelling and informative product presentations.

Responsibility Metrics

• Sales performance versus plan
• Contribution growth

Supervisory Responsibilities

• Supervises all manufactures rep agencies with region of responsibility (where applicable). Responsibilities include product/program training, directing, evaluating and working with each agencies personnel in the field and via written/oral communication.

Igloo’s Code Of Coolness

WE WIN AS A TEAM - Each of us is an expert in our role and we work together to meet our goals. We value communication, honesty and respect and operate with a high degree of integrity. Each one of us makes a difference every day.

WE HAVE FUN - Coolers are a fun business. While we take our work seriously, we don’t take ourselves too seriously. We celebrate our successes as individuals and as a team.

WE FAIL FAST - There are few decisions that any of us make that can’t be reversed. We take calculated risks and we hold ourselves accountable for the results. We change course when necessary and we learn from our mistakes. We win because we’re willing to fail.

WE’RE SCRAPPY - We treat the business as if it were our own. We do more with less and we have a high sense of urgency to meet the needs of our consumers and customers.

WE HAVE A POSITIVE CAN-DO ATTITUDE - We see opportunity where others see risk. We go above and beyond our role to get things done for our customers and our teammates.