The Director of Sales will drive growth in the Club and Mass channels by developing strategies, leading initiatives, collaborating with cross-functional teams, and utilizing data analytics.
About The Role
The Director of Sales Club and Mass is the leader for delivering accelerated profitable growth and operational excellence across Costco, Sam’s Club, BJ’s Wholesale and Walmart. This role is responsible for identifying business opportunities, optimizing resources, and executing strategies to achieve ambitious sales and market share objectives.
This position plays a critical role in building and executing comprehensive strategies to win within the unique dynamics of the Club and Mass Channels. This role requires a team player with the strong ability to lead cross-functional alignment (Marketing, Finance, Operations and Supply Chain), ensure best-in-class execution that exceeds customer expectations, and strengthens relationships with key Club and Mass customers.
Responsibilities
The Director of Sales Club and Mass is the leader for delivering accelerated profitable growth and operational excellence across Costco, Sam’s Club, BJ’s Wholesale and Walmart. This role is responsible for identifying business opportunities, optimizing resources, and executing strategies to achieve ambitious sales and market share objectives.
This position plays a critical role in building and executing comprehensive strategies to win within the unique dynamics of the Club and Mass Channels. This role requires a team player with the strong ability to lead cross-functional alignment (Marketing, Finance, Operations and Supply Chain), ensure best-in-class execution that exceeds customer expectations, and strengthens relationships with key Club and Mass customers.
Responsibilities
- Develop and lead the comprehensive Club and Mass Channel strategies, including annual business planning, P&L management, and trade investment (where applicable) to deliver exceptional top and bottom-line growth.
- Lead the development and execution of customer-specific initiatives that drive customer acquisition, category growth while maintaining alignment with internal AeroFarms strategic priorities.
- Lead strategic discussions on category growth, and assortment, with senior Club and Walmart executives.
- Serve as the organization's subject matter expert on the Club and Mass Channel trends and dynamics, translating market insights into actionable growth strategies.
- Provide strategic oversight for forecasting expected sales volume, revenue and profit for both existing and new products and customers, ensuring accuracy and alignment with business objectives.
- Utilize syndicated data analytics (IRI, Nielsen), shopper insights, and category expertise to identify growth opportunities and create innovative, customer-centric solutions.
- Track industry trends, monitor competitors, and implement AeroFarms’ strategies to capitalize on opportunities.
- 8-10 years of progressive sales experience managing the U.S. Club Channel accounts and Walmart within the CPG branded food or beverage categories (preferably in fresh).
- Ability to lead cross-functional collaboration between customer stakeholders and internal teams (Marketing, Operations, Supply Chain, and Finance) to drive mutual growth objectives.
- The ability to work closely with the Marketing and R&D teams to identify consumer and customer trends, insights, and innovation opportunities that align with customer needs and market trends.
- Strong background in SKU development, project management, forecasting, sell-in processes, and understanding of Club and Mass channel ROI dynamics.
- Exceptional analytical skills that can utilize and leverage data analytics, shopper insights, and category expertise to identify growth opportunities and create innovative, customer-centric solutions that demonstrate AeroFarms value proposition.
- Excellent written and verbal skills; with the ability to present data in an effective manner in order to present a compelling story.
- Bachelor’s degree in Business Administration, Marketing, Economics, or related field
- Travel up to 25% of the time to meet with customers, attend industry events.
Top Skills
Data Analytics
Iri
Nielsen
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