JOB OBJECTIVE: The Channel Development Manager (CDM) is responsible for establishing, and executing annual sales plans that deepen relationships and grow Straus Family Creamery’s (SFC) sales with assigned regional retail accounts (Natural channel and Grocery channel including Independents), in a manner that is consistent with and supportive of the company mission. This role collaborates with Sales Leadership to ensure alignment and establish synergies across all sales efforts while also supporting the SFC broker network. Additionally, a significant portion of this role will serve as the internal liaison between Sales and cross-functional partners as well as supporting all of the sales team with reporting and forecasting responsibilities.
ESSENTIAL JOB FUNCTIONS
Account Management
- Develop sales strategies, annual revenue and profit targets, and tactical plans to achieve goals and promote the SFC brand and mission at assigned accounts
- Review sales performance monthly, report impact of key initiatives throughout the year, and develop plans to bridge any identified gaps
- Create, quantify, and track sales opportunities to achieve annual growth targets and deepen SFC’s customer relationships. Update sales forecasts on a regular basis for operations and financial planning
- Develop sustainable entryways into untapped retailers and new sales geographies by building and cultivating collaborative relationships with our brokers, distributors, and customers
- Manage all assigned expense budgets, including trade spend, to achieve company profit targets
- Execute annual promotion and pricing plans while monitoring distributor and retailer adherence
- Provide support measuring promotional effectiveness and update plans accordingly
- Represent SFC at industry and customer events & trade shows. Maintain an up to date understanding of the category and retail dynamics and advocate internally on behalf of customer needs and expectations
- Support broker relationships to maximize opportunity at assigned accounts. Develop annual targets for brokers. Train, coach, and direct brokers to optimize product assortment, merchandising, pricing and promotion at assigned accounts to achieve desired results
- Available to attend weekend and evening events on occasion
Internal Sales
- Responsible for sales reporting. Maintain, update, and create sales reports. Find areas for optimizing sales reporting throughout organization
- Manage sales team responsibilities such as updating price lists and executing product discontinuations
- Support Sales Operations Mgr. and Operations team in updating and communicating sales forecast changes to Operations as part of the S&OP process
- Create compelling, fact-based customer selling presentations to grow distribution of SFC brands
- Collaborate as the Sales liaison with cross-functional partners (Operations, Finance, Marketing) to execute plans and drive business results
- Support sales team in analyzing and optimizing trade spend
- Create sales strategies: Merchandising (Promotional), Assortment (Distribution), Pricing, and Shelving recommendations (MAPS) for the sales team
- Support Field Merchandiser team by providing strategic & tactical direction on in-store initiatives
- Embrace the SFC mission and sustainability commitments. Educate retailers on Straus’ ongoing sustainability efforts and achievements
EDUCATION, EXPERIENCE, & KNOWLEDGE REQUIREMENTS
- B.A degree from an accredited college
- 5+ years’ experience and a demonstrable track record of success in CPG/natural products industry growing sales with grocery and natural channel accounts
- Experience interfacing with and maximizing impact of a broker network
- Experience working for smaller organic brand, a family-owned business, and/or in dairy industry a plus
- Must have reliable personal transportation to drive to and from accounts, as well as valid driver’s license, registration and full insured vehicle daily (proof of insurance required before start)
- Required to work onsite at Straus business office (Petaluma, CA) minimum 3x week
- Ability to read and write and communicate proficiently in English
- Passionate advocate for organic food and cooking
COMPETENCIES
- Ability to build trust with customers easily
- Goal-oriented, revenue-focused; can quickly establish relationships for a growth-oriented sales strategy
- Ability to quickly adapt selling skills to SFC’s mission-based sales strategy
- Business acumen – Understands the economics of running a business in differing scenarios and can discuss pricing, product margins and discounting with distributors and customers
- Analytical aptitude with ability to craft and convey data-driven selling stories
- Ability to collaborate with internal sales and marketing counterparts to optimize business results
- A resourceful self-starter comfortable with multi-tasking and managing multiple priorities
- Ability to consider processes and procedures from other (larger) organizations, and where appropriate, recommend solutions for the unique needs and circumstances of a mission-driven organization
- Ability to communicate and collaborate effectively with distributors, brokers, customers, and colleagues at all levels within the company, including our Owner/Founder and Executive team
- Strong interpersonal skills, ability to build relationships at all levels, and ability to maintain a positive working environment
- Ability and willingness to promote appropriate change and improvement
PHYSICAL REQUIREMENTS
- Ability to work on a computer and look at a computer screen for extended periods of time
- Short periods of standing, walking, bending, stooping, pushing, pulling, and stooping, turning the head and torso, reaching, grasping, bending, and flexing the arms, legs, wrists, hands, and fingers – repetitive at times
- The senses of being able to see, hear and have full power of speech are required
- The ability to climb stairs and balance is essential
- Ability to lift, hold and/or carry 15 pounds, unassisted
- Ability to travel up to 20% of time – varies with business need
- Flexibility to work different shifts when required, to be on call after hours, and to work weekends and all holidays
Above description is intended to describe the general nature and level of work to be performed and not construed as an exhaustive list of all responsibilities, duties, and skills required for the position.
Straus is an equal opportunity employer. We strictly prohibit and do not tolerate discrimination against employees, applicants or any other covered persons because of race, color, religion, national origin or ancestry, sex, pregnancy, sexual orientation, marital status, gender identity or expression, age, disability, genetic information, veteran status, or any legally protected characteristic.
You do not need to match every listed expectation to apply for this position. Here at Straus Family Creamery, we know that diverse perspectives foster the innovation we need to be successful, and we are committed to building a team that encompasses a variety of backgrounds, experiences, and skills.
Vaccine Requirement
Employees working in this position will be required to be fully vaccinated against the COVID-19 virus. Applicants will be required to show proof of vaccination status upon receipt of a conditional offer of employment. That offer of employment will be conditioned upon, among other things, an Applicant’s ability to show proof of vaccination status. Please note the Company provides reasonable accommodations in accordance with applicable state, federal and local laws.