Experienced Senior Director, Customer Sales South – Driving Growth and Innovation in the Sports Nutrition Industry
At arenaflex, we're on a mission to revolutionize the world of sports and active hydration. As a fast-paced and dynamic organization, we're seeking a highly skilled and experienced Senior Director, Customer Sales South to join our team. This is an exceptional opportunity to lead a cross-functional team, drive business results, and develop valuable relationships with key customers in the sports nutrition industry.
About arenaflex
arenaflex is a leading player in the sports nutrition industry, with a portfolio of iconic brands that include BODYARMOR and POWERADE. As a subsidiary of The Coca-Cola Company, we leverage the resources and insights of one of the world's most iconic companies to drive innovation and growth. Our entrepreneurial culture is built on a foundation of passion, teamwork, and a commitment to excellence. We're dedicated to becoming the #1 player in sports hydration, and we're looking for talented individuals like you to help us achieve this goal.
Job Summary
As a Senior Director, Customer Sales South, you will be responsible for leading a cross-functional team to deliver business results across assigned territory. You will work closely with key customers, including Publix and SEG, to develop and execute annual plans that drive revenue growth, share, and key financial metrics. You will also manage two direct reports, who will be responsible for managing customers in Texas, including HEB, Brookshire, K-VA-T Food City, and Military Channel.
Responsibilities
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Customer Development
+ Strategic leader responsible for the oversight of the Publix and SEG customer relationship on behalf of arenaflex. + Lead a team of direct reports to lead HEB, Brookshire, K-VA-T Food City, and Military Customers. + Drive processes and execution of annual plans across assigned customers and bottlers. Delivery of key business and financial metrics, including topline results (Revenue, volume, Share) and key financial metrics (trade spend and T&E budgets) will be required. + Partner with Sr. Management and cross-functional team members to build Annual Plans to achieve both short-term and long-term business objectives. + Lead annual negotiations ensuring an optimized partnership agreement is in place that supports overall organizational priorities. + Collaborative leader of a cross-functional team responsible for the development and implementation of overall customer selling stories, while providing key insights to deliver all key execution metrics (Assortment, Shelving, Pricing, Merchandising, and Innovation). + Oversee the on-going account updates and performance reporting against key metrics and problem-solve plan gaps and brings forward recommendations to deliver on required business objectives. + Oversee & complete administrative duties required by the customer (contracts, new item forms, etc.) + Strong data & insights knowledge and skills to assist in storytelling-type selling
System Leadership
+ Participate in all system routines as needed (CCLT, Customer core Teams) to provide customer updates including annual plan targets and elements and on-going customer performance updates and action plans to deliver annual plans. + Work closely with Coca-Cola sales teams to maximize mutual goals, results, and execution + Build and leverage relationships with both arenaflex teams and Bottlers to ensure alignment and focus on delivering key customer objectives.
Cross-Functional Communication and Collaboration
+ Provides on-going updates on customer plan results and opportunities to arenaflex management. + Participate in key cross-functional routines to provide on-going plan updates and ensure flawless execution of customer programs and initiatives. + Provide customer input to annual plans including all Marketing, Commercial, and Innovation plans.
Organizational Development
+ Fully leverage all cross-functional resources to deliver best-in-class capabilities to customers including selling stories, consumer and customer marketing, and insights, and revenue growth management plans. + Coach and mentor team, direct reports & support staff, providing subject matter expertise on customer needs ensuring the team is supported and the required resources are in place to support overall business priorities. + Manage to annual T&E budget for department ensuring alignment with internal financial objectives.
Requirements
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Education
+ Bachelor's Degree or relevant experience required
Experience
+ 8 years direct sales experience in the CPG industry and hold a track record of successfully selling into multiple national and regional channel customers required
Location
+ Located in Southeast or Texas preferred
Recent Experience
+ Recent Publix and SEG experience preferred + DSD beverage background preferred
Skills
+ Self-motivated and highly organized with a strong desire to produce results with an entrepreneurial spirit to succeed + Ability to quickly assess the needs of the business, develop an action plan & manage the required change + Effective intermingle with a wide variety of business professionals + Passion for building brands, new products, and long-term growth + Verifiable list of current contacts with appropriate buyers & divisional managers + Solid computer skills in Outlook, Power Point, Excel, and Word + Strong understanding and analytical skills in understanding of Nielsen/IRI syndicated data
Travel
+ Position requires substantial travel (30% if based in FL area; 50% outside of territory) by car and plane, including both local and neighboring geographic territories + Must hold and maintain a valid driver's license and be able to drive long distances + Motor Vehicle Records must satisfy Company standards per Driving Policy
Skills and Competencies
* Alteryx
- Branding
- Channels Strategy
- Conversion Rate
- Customer Insights
- Demand Generation
- Digital Advertising
- Google Analytics
- Key Performance Indicators (KPI)
- Leadership
- Marketing Campaigns
- Marketing Insights
- Marketing Strategies
- Market Segmentation
- Media Buying
- Microsoft Office
- Microsoft Power Business Intelligence (BI)
- Product Commercialization
- Sales Channel Development
- Social Media
- Strategy Development
- Structured Query Language (SQL)
- Tableau (Software)
Compensation and Benefits
* Pay Range: $169,000 - $196,000
- Base pay offered may vary depending on geography, job-related knowledge, skills, and experience
- A full range of medical, financial, and/or other benefits, dependent on the position, is offered
- Annual Incentive Reference Value Percentage: 30
Our Purpose and Growth Culture
At arenaflex, we're committed to creating a culture that is grounded in our company purpose, to refresh the world and make a difference. We act with a growth mindset, take an expansive approach to what's possible, and believe in continuous learning to improve our business and ourselves. We focus on four key behaviors – curious, empowered, inclusive, and agile – and value how we work as much as what we achieve. We believe that our culture is one of the reasons our company continues to thrive after 130+ years.
Equal Opportunity Employer
arenaflex is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state, or local protected class.
How to Apply
If you're a motivated and experienced sales professional looking for a new challenge, we encourage you to apply for this exciting opportunity. Please submit your resume and a cover letter outlining your qualifications and experience. We can't wait to hear from you! Apply for this job