Director, Sales (East) Jobs

Dole Packaged Foods is a purpose-led company that champions a more equitable world - a world where everyone has the right to good nutrition.

As the Director of Sales for Dole Packaged Foods, this position is accountable for the strategic effective management of our retail grocery business in the Eastern USA including, but not limited to ADUSA, Publix, Wakefern, and other regional accounts in the Carolinas, Mid-Atlantic and New England areas. People leader managing Sales Associate Director and Managers, ensures the development of strong mutually beneficial relationships throughout Dole Packaged Foods, but most importantly with our customers and brokers. Develops and executes customer-specific growth strategies while analyzing data to create fact-based presentations that drive profitable sales growth.

This role is home-office based in the Eastern USA. Eligible locations: FL, GA, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, PA, RI, TN, TX, WI.

PRIMARY ACCOUNTABILITIES:

• Evaluates and analyzes sales and P&L reporting by category, broker and account and directs action accordingly
• Develops a strategic partnership with key customers above the buyer level that delivers on Dole’s net sales, profitability, market share targets and aligns with customers financial metrics
• Other duties as assigned
• Provides clear direction; develops and motivates sales team
• Advocates for customer to ensure the customer receives appropriate levels of organizational support to meet our mutual objectives
• Oversees the development of Account Plan and leads the strategic implementation of planned initiatives for the Account. Along with SM’s, implements promotional activity to fully maximize all trade promotions and maintain competitive advantage within account
• Works closely cross-functionally with Dole internal stakeholders (Brand Marketing, Sales Strategy, Sales Support, Revenue Growth Management, Operations and Demand Planning Teams) as the voice of the customer
• Leverages insights and analytics to identify market gaps and develop new programs that meet customer/consumer needs (product/pricing/trade promo)
• Builds planned deliverables and account priorities with our Broker partners
• Maintains and regularly updates analysis of key competitors’ activities and their impact on all brands on a market-by-market basis

Experience, Knowledge, & Skills You Bring:

• Established relationships above the buyer level and several large customers.
• Intermediate to advanced computer skills in the Microsoft Office suite
• Knowledge of SAP a plus
• History of collaboration with brokers
• A demonstrated knowledge and effective use of syndicated data; category management experience
• Team/people management experience
• 10+ years’ experience in consumer packaged goods sales selling to grocery retailers
• History of growth with the CPG landscape

What You’ll Need to Succeed:

• Strategic, analytical thinker with the ability to make decisions and execute tactical plans
• Energetic people manager with a history of growing strong leaders/teams
• Ability to achieve specific objectives/outcomes and set/meet key initiatives to achieve a win/win with customer and brokers
• Experience and expertise in customer negotiations; ability to influence decision makers
• Ability to effectively implement programs for area of responsibility
• Self-motivated, independent worker
• Clear communicator; excellent verbal, presentation and written skills
• Passionate about a purpose driven career
• Results achiever. Demonstrates an entrepreneurial mindset, has a passion for winning in the market and a focus on speed of action
• Collaborative team player

Education & Certification:

• MBA preferred
• Bachelor’s degree in Business, Marketing, or related field

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 40 pounds and reach overhead. Ability to travel in an automobile and airplane. Ability to navigate in an office environment and retail grocery store.

Travel Requirements:

• Up to 50% travel is expected

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.