Director, Shelf Management

POSITION PURPOSE

Responsible for overseeing the development of sales and revenue producing contracts for products and services with both existing and new clients nationally for their respective channel. Directs all aspects of sales and the business development cycle. Identifies and pursues sales opportunities, makes product presentations, prospects new business relationships, and obtains sales contracts. Projects and maintains the Company’s professional image. Keep Senior Management aware of area activities and significant problems.

• Responsible for the planning, development, and implementation of effective sales strategies and policies.
• Researches and analyzes environmental and competitive conditions, customer needs, and market trends. Designs strategies to capitalize on business development opportunities.
• Researches and recommends potential strategic alliances with third parties and other businesses.
• Ensures sales activities are cost effective, efficient, and within established budget constraints.
• Ensures plans, goals, and policies are consistent with Company-wide goals.
• Responsible for effectively developing new revenue opportunities with current Company clients.
• Maintains in depth knowledge of client operations, systems, products, and needs.
• Leverages current client relationships to further expand business development opportunities at all levels.
• Conducts sales presentations. Utilizes all aspects and elements of the sales process to secure expanded contracts.
• Writes proposals and negotiates pricing of services and contracts with clients.
• Ensures all sales and business development interactions are professional, effective, and mutually beneficial to both the client and the Company.
• Responsible for developing new retail channel opportunities with potential clients.
• Maintains a current knowledge of industry trends, opportunities, channels, products, and competitors to support the identification of business development opportunities.
• Identifies and prospects new clients through cold calling, networking, and professional contacts.
• Builds and maintains professional relationships with potential clients.
• Utilizes aspects and elements of the sales process to secure contracts with new clients. Presents and explains the benefits of Company products and services.
• Initiates and closes only those sales opportunities which profitably balance client expectations with specific benefits of Company deliverables.
• Responsible for ensuring professional customer relations with all clients.
• Ensures customers are provided full advocacy and support through all stages of the business relationship.
• Ensures products and services are delivered within established time frames. Works to exceed client expectations.
• Ensures clients are well informed through continual feedback and communication.
• Promotes goodwill and a positive image of the Company.
• Effectively supervises assigned Sales personnel, ensuring optimal performance.
• Provides leadership to assigned personnel through effective objective setting, delegation, and communication.
• Conducts meetings to ensure that personnel are well informed of changes in sales programs, policies, and procedures.
• Trains, directs, and coordinates personnel. Provides assistance and support as needed.
• Conducts performance appraisals as assigned. Provides measurable feedback to Sales staff and suggestions for improved performance. Formulates and implements employee corrective actions as needed.
• Responsible for establishing and maintaining effective communication and coordination with Company personnel and Senior Management.
• Works closely with Channel Management, Finance, and other departments to ensure well coordinated operations.
• Acts as a resource and support to other Sales team members.
• Obtains and conveys information as needed.
• Attends and participates in meetings as assigned.
• Responsible for related duties as required or assigned.
• Stays informed of industry, market, and product trends.
• Completes special projects as assigned.

• Bachelor’s degree in marketing, business, or a related field, or an equivalent combination of training and experience.