Sales Team Leader

Sales Team Leader

At our Company, we grow People, Brands, and Businesses! The Sales Team Lead, Kroger, will work closely with FDM's clients and Brand Managers to develop and execute winning strategies for FDM clients at Kroger. This individual will have responsibility to direct and orchestrate activities related to launching and managing our clients' products in retailers within the specified channel(s). Based remotely, Sales Team Lead (STL) will primarily execute strategies and tactics to increase market penetration and on-shelf placement as well as top line sales for client brands in the assigned account(s). This leader will be responsible for also maintaining current business for the client brands in their accounts, including promotional planning, while identifying and seizing new business opportunities (based on client approval and direction). Additional responsibilities include building and maintaining strong account relationships and leading a team of cross-functional internal stakeholders to deliver successful outcomes.

FDM Sales Management is an outsourced sales force for early to mid-stage CPG brands, and our compensation model is aligned with our clients' objectives to build sales and successfully transition their business into a larger firm. FDM offers over 500 years of combined experience growing best-in-class consumer brands, including market knowledge, buyer relationships, and valuable industry contacts. We want to work with people who have a strong work ethic and are of high character. All our new team member interviews and employee performance evaluations use the criteria of: Hungry, Humble, and Smart. We believe by focusing on these principles we create an environment of teamwork, customer service and passion for our mission of making our clients successful.

Take this opportunity to join North America's leading business solutions provider and build your career working with amazing people in a growing industry! Apply today!

What we offer:

Full-Time Benefits (Medical, Dental, Vision, Life)
• 401(k) with company match
• Training and Career Development
• Generous Paid Time-Off

Responsibilities:

• Customer understanding and advocacy
• Provide insights and direction to the client for the assigned accounts
• Knowledge expert in the Kroger account and understanding of the customers' strategy and executional imperatives
• Analyze market trends, sales data, and customer feedback to identify opportunities for growth and improvement using a data-driven approach
• Manage customer and client expectations

• Customer Engagement & Planning
  • Direct customer engagement for assigned accounts and customized engagement approaches based on need and capabilities.
  • Manage numerous category review schedules/deadlines and new item submissions across multiple accounts and for various clients. Communicate this information effectively and timely, utilizing the team's project management platform (Asana).
  • Must demonstrate strong financial acumen and the ability to conduct ROI analyses for clients, as well as provide trade investment recommendations.
  • Understand and leverage syndicated data (where applicable) to uncover key insights and build effective selling stories to optimize the client's GTM plan for the channel.
  • Lead the retailer sales meetings and pitch presentations along with client; provide suggestions and guidance to the client regarding their sales materials, product positioning, product prioritization and assortment, merchandising strategy, and pricing/promotions.
  • Represent the company at industry events, conferences, and trade shows, promoting our clients' brands and cultivating strategic partnerships.
  • Network and build strong relationships with key customer decision makers and key internal stakeholders.

Qualifications:

• Minimum 4-year degree required; MBA Preferred
• 10+ years' experience working with Kroger within consumer retail industry
• Selling experience within food and beverage consumer products, preferably across multiple brands or product lines
• Ability to analyze syndicated and panel data
• Data based selling, experience turning insights into action
• Experience with managing a large book of business and large numbers of customers and clients
• Knowledge of accounts, market characteristics, competitive environment, growth opportunities, etc.
• Experience managing and / or influencing others
• Exceptional negotiation and persuasive selling ability
• Outstanding communication, presentation, and people skills
• Strong conflict management/composure skills
• Excellent time management skills and superior attention to detail
• Computer skills (e.g., PowerPoint, Excel, Word, Power BI, etc.)
• Ability to thrive in a fast-paced matrix environment
• Proven ability to lead cross functional team with encouragement and positivity
• Must be open to travel approximately 20-25%
  
  

Job Will Remain Open Until Filled

The Company is one of North America's leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.

Position Summary

The Sales Team Leader manages sales programs and strategic planning initiatives within a specific department of the business to ensure sales targets are met. Oversees and leads the work of the team to ensure it is meeting the client and customer key performance indicators and maximizing revenue budget achievement. This role may be dedicated to servicing one significant client or responsible for multiple clients.

Essential Job Duties and Responsibilities

Revenue Budget Achievement

• Achieve P&L targets; manage business unit resources to deliver EBITDA* objective [*Earnings Before Interest, Taxes, Depreciation, and Amortization]
• Implement marketing strategies and analyze trends and results to achieve department income and expense budget goals
• Own and drive revenue growth; identify opportunities and align business unit resources to secure those opportunities

Client Quota Achievement

• Meet and/or exceed Clients' goals for sales, distribution, pricing, shelving, and promotional volume
• Identify and provide services to support the "Customer as Clients"
• Develop and launch strategies to pursue new opportunities

Client Key Performance Indicators Achievement

• Manage and maximize manufacturer marketing/promotional funds to achieve sales goals
• Identify opportunities and close white space within the market
• Attend customer headquarter calls and penetrate key positions at retailer to support client-customer Sales Professional

Manage Direct Reports

• Hire, develop, and retain talent using company-wide processes, tools, and resources
• Manage workload of team to ensure client satisfaction
• Manage, train, and mentor direct reports to help them achieve professional objectives

Department Business Management

• Organize business unit team to retain and expand upon all client relationships
• Assist team to navigate in the larger Company organization to align needed resources and support to ensure specific client and/or customer initiative success

Supervisory Responsibilities

Direct Reports

Hires, retains, trains, coaches, guides, directs, and develops direct reports using company-wide processes, tools and resources

Indirect Reports

May delegate work of others and provide guidance, direction and mentoring to indirect reports

Travel and/or Driving Requirements

Travel and Driving are essential duties and function of this job

Travel up to 40%

Minimum Qualifications

Education Level: (Required) Bachelor's Degree or equivalent experience

Field of Study/Area of Experience:

5+ years of experience in applicable field

3-5 years of supervisory experience

Skills, Knowledge and Abilities

• Track record of building and maintaining customer/client relationships
• Ability to make oral presentations
• Ability to visualize and plan objectives and goals strategically
• Ability to develop strategic plans to grow the business
• Excellent written communication and verbal communication skills
• Excellent customer service orientation
• Ability to work effectively with management
• Team building Skills

Environmental & Physical Requirements

Office / Sedentary Requirements

Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.

Additional Information Regarding The Company Job Duties and Job Descriptions

Job duties include additional responsibilities as assigned by one's supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.

The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.