With minimal direction from a sales manager, the Sales Director, Retail Solutions is responsible for expanding and renewing CPG activations supporting Ahold with an assigned portfolio of accounts.
This role allows the seller to build on their strong client strategy skills, while driving account expansion and revenue growth. Using in-depth knowledge of Inmar's Ahold solutions and constantly keeping abreast of the client's needs, the seller consultatively presents account information and new ideas that solidify and grow the account.
The Sales Director, Retail Solutions demonstrates a constant desire to collaboratively solve problems and won't rest until they find the right solution for all parties involved. Key qualities of a successful Sales Director include being excellent at project management and staying organized, understanding the importance of responsiveness and follow-through, being an avid learner and absorbing new information with ease, which allows for shorter learning curves.
Primary Accountabilities:
Influence (60%)
Manage a portfolio of accounts; participate in the overall client strategy and execute with excellence on the account plan
Work closely with Client Strategy and Client Services teams to meet the needs of the client
Drive pipeline growth at the highest decision-making level (c-suite) and grow profitable revenue across client territory
Lead contract negotiations and ongoing contract management and renewals, ensuring work is completed timely and results support incremental growth in revenue
Collaborate with client on product and service extensions that could deliver incremental value; bring Solutions Experts into those discussions as necessary
Manage internal cross-functional relationships and communications for maximum productivity
Strategic (40%)
Responsible for providing new product/service ideas based on client needs; be an information source about how Inmar’s products can provide a competitive advantage
Responsible for understanding the strategic goals and objectives of each client; develop sales strategies that align with the client’s needs
Build and maintain internal networks, garnering support and getting appropriate buy-in
Develop a deep knowledge of assigned clients/prospects business nationally and at Ahold specifically.
Administrative (10%)
Maintain detailed, accurate records in Salesforce.com covering all account activity
Proactively manage internal communications within and outside of the Sales team, as appropriate
Additional Responsibilities:
Required Qualifications:
Bachelors in business, marketing, or a related field required
8+ years of related experience, including responsibility for account management; or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed for this position required
Sales experience with the in store ecosystem
Experience with CPG manufacturers or Retailers. Experience working with Ahold is preferred.
Demonstrated experience in expanding business relationships in a highly competitive environment; ability to sell across products and a variety of different solutions; ability to negotiate contracts, deal with price pressure and successfully integrate solutions. Ability to discern the solution that is best for the customer and the value range they are willing to pay required
Good decision making, knowing when to leverage additional resources to move deals past obstacles
Proficient with Salesforce.com
Proficient with Google Suite and Microsoft Suite producing professional business correspondence, proposals and reports
Physical Demands
The physical demands described here are representative of those that must be met by an associate to successfully perform the major job responsibilities (essential functions) of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the major job responsibilities.
This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job.
Use Hands to Handle Objects - Regularly
Reach with Hands or Arms - Regularly
Talk or Hear and Read Instructions - Regularly
Stand, Kneel, or Stoop and Lift 20 Pounds - Occasionally
View Items at a Close Range - Regularly
Rarely: Job requires this activity up to 25% of the time
Occasionally: Job requires this activity between 25% - 50% of the time
Frequently: Job requires this activity between 50% - 75% of the time
Constantly: Job requires this activity more than 75% of the time
Individual Competencies
Communication: Contributes to strategy for their team.
Problem Solving: Completes routine and repetitive tasks where tasks are straightforward.
Establish Focus: Communicates at a high level and is able to negotiate on a broad spectrum of matters.
Integrity: Able to communicate well in straight-forward situations.
Business Acumen: Gains support for ideas within the team.
Teamwork: Advanced communication skills used to lead a team.
Vision and Strategy: Division.
As an Inmar Associate, you:
Put clients first and consistently display a positive attitude and behaviors that demonstrate an awareness and willingness to listen and respond to clients in order to meet their short-term and long-term needs, requirements and exceed their expectations.
Treat clients and teammates with courtesy, consideration and tact; you also have the ability to perceive the needs of internal and external clients and communicate effectively with the objective of delighting and retaining the client.
Build collaborative relationships and work cooperatively with others, inside and outside the organization, to accomplish objectives, develop and maintain mutually beneficial partnerships, leverage information and achieve results.
Set and attain achievable, yet aggressive, goals with a sense of urgency and accountability.
Understand that results are important and focus on turning mission into action to achieve results following the principles of Flawless Execution while consistently complying with quality, service and productivity standards to meet deadlines and exceed expectations by giving our clients the best possible outcome.
Support a safe work environment by following safety rules and regulations and reporting all safety hazards.
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We are an Equal Opportunity Employer, including disability/vets.
We are an Equal Opportunity Employer, including disability/vets.
