Director of Sales, Club Channel

Dole Packaged Foods is a purpose-led nutrition and wellness organization that “champions a more equitable world.” A world where everyone has the right to nutrition from the goodness of the earth and we reduce these gaps, one action at a time.

As the Director of Sales for Dole Packaged Foods, this position is accountable for the strategic and effective management of our Club channel business and sales at the customer HQ and divisional level Costco, Sam’s, and BJ’s Wholesale. A strong people leader managing Sales Managers, ensures the development of mutually beneficial relationships throughout Dole Packaged Foods, but most importantly with leadership levels of our customers and brokers. Develops and executes customer-specific growth strategies while deploying data to create fact-based presentations that drive profitable sales growth.

This role is home-office based in the following eligible states: AR, AZ, CA, FL, GA, ID, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, OK, PA, RI, TN, TX, UT, WI.

Responsibilities:

• Chief architect of channel strategy for the Club channel. Leads cross-functional teams to develop winning solutions.
• Directs Account Plan and leads the strategic implementation of planned initiatives for key Accounts. Along with SMs, implements promotional activity to fully maximize all trade and shopper promotions to maximize competitive advantage within key accounts.
• Develops a strategic partnership with Club channel customers above the buyer level that delivers on Dole’s net sales, profitability, and market share targets and aligns with customers' financial metrics.
• Directs, develops, and motivates the sales team. The team includes two National Sales Managers, as well as a dotted line responsibility for a Sr. Category Development Analyst.
• Builds planned deliverables and account priorities with our Broker partners where applicable
• Leverages insights and analytics to identify market whitespace and develop new programs that meet customer/consumer needs (product/pricing/trade promo).
• Evaluates and analyzes sales and P&L reporting by category, broker, and account and directs action accordingly.
• Works closely cross-functionally with Dole internal stakeholders (Brand Marketing, Sales Strategy, Sales Support, Revenue Growth Management, Finance, Operations, and Demand Planning Teams) as the voice of the customer.
• Advocates for customers to ensure appropriate levels of organizational support to meet our mutual objectives.
• Maintains and regularly updates analysis of key competitors’ activities and their impact on a market-by-market basis
• Other duties as assigned.

Experience, Knowledge, & Skills You Bring:

• 10+ years’ experience in FMCG sales
• Team/people management experience
• Experience with Club channel; understands the culture of key customers and what is required to be a trusted partner at Costco, Sam’s, and BJ’s Wholesale.
• History of collaboration with brokers
• A demonstrated knowledge and effective use of syndicated data; category management experience
• Intermediate to advanced computer skills in the Microsoft Office suite
• History of growth with the CPG landscape

What You’ll Need to Succeed:

• Passionate about a purpose-driven career
• 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 customers and brokers
• Ability to effectively implement programs for areas of responsibility
• Experience and expertise in customer negotiations; ability to influence decision-makers
• Results achiever. Demonstrates an entrepreneurial mindset, has a passion for winning in the market, and a focus on speed of action
• Strategic, analytical thinker with the ability to make decisions and execute tactical plans
• Clear communicator; excellent verbal, presentation, and written skills
• Collaborative team player
• Self-motivated, independent worker

Education & Certification:

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

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.

FOR JOBS BASED IN CALIFORNIA:

Hiring Pay Scale: $195,000 to $215,000

Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.