Job Description

Job Title:

Director of Retail Sales, West Region

  Under minimal supervision, the employee performs a full range of Director of Retail Sales Duties.

A.         PURPOSE

Del Real’s Director of Retail Sales, West Region, brings the vision of the brand to life. To be the most loved ambassador of Hispanic fresh foods & flavors in the US.  The primary role is to direct sales, delivering growth on Del Real’s growth strategy for retail. The Director of Retail Sales is responsible for the initiation, development, and maintenance of significant, sustainable and profitable business relationships with retail chain accounts primarily headquartered in the Western part of the United States and relationship based.  The target accounts will include both established retail chains as well as mutually agreed retailers that qualify them for targeting.  The Director of Retail Sales, West Region will oversee Regional Sales Managers in the West. The Director of Retail Sales reports directly to the Chief Customer Office.  

 B.         DUTIES

General Overall Duties (1-6 listed below)

• Deeply understand retailer’s strategies and executional imperatives. With business segment sales leadership, engage customer to align on annual customer business plan and performance metrics
• Profit and Sales attainment
  1. Responsible for developing and executing strategies to grow profitable revenues 
  2. Consistently deliver key results driven by established objectives in Retail Account sales by securing and developing meaningful volume and long-term supply agreements.
  3. Develop and implement pricing and promotional strategy with assigned accounts in order to optimize volume and revenue while maximizing the operating profit associated with the assigned accounts.
  4. Work closely with internal departments (Finance, Operations, Marketing, QA, and R&D) to optimize profitability and reduce disruptions due to swings in demand or other business fluctuations.  
  5. Supply related forecasting of demand, the development of long-term supply agreements and the achievement of strategic objectives associated with securing incremental distribution as a foundation for growth.  
  6. Develop effective plans to increase market penetration within the Account segment. 
• Oversees Retail Sales Managers to assure profitable business and meet sales goals.
• Accountability for developing relationships while also managing a broker/distributor network.
• Direct sales forecast activities and set performance goals accordingly to new retail customers.
• Review market analyses to determine customer needs in different commodities 
• Represent company at trade association meetings, food shows, tradeshows, etc. to promote production capability and delivery based on company’s manufacturing capacity.
• Deliver sales presentations to key accounts to maintain relationships, negotiate and close deals.
• Evaluate new market segments to develop sales strategies and market plans.
• Monitor accounts receivable and sales transactions, as needed.
• Prepare reports, presentations, and budgets to top management.
• Monitor and evaluate competitor activity and products.
• Establishes sales strategies to drive profitable growth including the development of defenses against competitive threats.
• Quantifies and articulates sales information and objectives on a regular basis upward, laterally and downward. 
• Assumes responsibility for implementing special projects as requested by Leadership.

             Some of the duties of this position are those described below.  This job description does not state or imply that the duties listed are the only duties and responsibilities assigned to this position.  Employees holding this position will be required to perform any other job-related duties as requested by management.

Position Area Duties (1-6 listed below)

1. Follow the PIF stages for products designed to fill demonstrated needs for specific Retail Accounts. 
2. Identify opportunities for significant incremental volume with existing and new customers based on a clear understanding of their needs and the Company’s core competencies in terms of manufacturing, brand, and technical capabilities.  
3. Communicate those needs internally via a concise professional business proposition that includes: size of the opportunity, customer requirements for price and product characteristics, timing and duration of the opportunity, distribution requirements and other elements necessary to properly assess the impact and resources required for success.
4. Perform administrative activities as necessary for the effective management of the function, including budgeting, planning, organizing, integrating, and measuring the work performed within the functions.

Specific Skills and Abilities Required 

• Exceptional leadership and customer management skills.
• Superior time management skills, ability to multitask, set priorities and plan.
• Strong use of influencing skills to gain alignment, agreement, and commitments (internal/external).
• Strong analytical skills: the ability to link strategies and objectives to develop a plan.
• Excellent communication skills: the ability to send and receive information clearly and concisely in written and oral platforms.
• Proficiency in MS Word, Excel, Power Point as well as Internet research
• Must be assertive, ability to work independently, solve problems, and highly self-motivated; enjoy being a member of a fast-paced environment  
• Position requires travel depending on the needs of the marketplace and the specified customer targets 
• Superior presentation skills, both in the development of compelling stories and in presenting them at all levels within customer and internal organization.
• Traveling required is up to 50%

   C.            EDUCATION/EXPERIENCE 

1. Bachelor’s Degree (B.S. or B.A.) from an accredited four-year college/university preferred
2. Minimum 7 years Retail account management
3. A minimum of 5 years of fact-based direct selling experience.

D          Tools

1. Computer

E.             Physical Requirements (All requirements are subject to possible modification to reasonably accommodate individuals with a disability.)

                1.            Physical activities of this position.  (Check ALL that apply.)

                □        Climbing:  Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like, using feet and legs and/or hands and arms.  Body agility is emphasized.  This factor is important if the amount and kind of climbing required exceeds that required for ordinary locomotion.

                □             Balancing:  Maintaining body equilibrium to prevent falling when walking, standing or crouching on narrow, slippery or erratically moving surfaces.  This factor is important if the amount and kind of balancing exceeds that needed for ordinary locomotion and maintenance of body equilibrium.

                □             Stooping:  Bending body downward and forward bending spine at the waist.  This factor is important if it occurs to a considerable degree and requires full use of the lower extremities and back muscles.

                □             Kneeling:  Bending legs at knee to come to a rest on knee or knees.

                □             Crouching:  Bending the body downward and forward by bending leg and spine.

                □             Crawling:  Moving about on hands and knees or hands and feet.

                X             Reaching:  Extending hand(s) and arm(s) in any direction.

                X             Standing:  Particularly for sustained periods of time.

                X             Walking:  Moving about on foot to accomplish tasks, particularly for long distances.

                □             Pushing:  Using upper extremities to press against something with steady force in order to thrust forward, downward or outward.

                □             Pulling:  Using upper extremities to exert force in order to draw, drag, haul or tug objects in a sustained motion.

                □             Lifting:  Raising objects from a lower to a higher position or moving objects horizontally from position to position.  This factor is important if it occurs to a considerable degree and requires the substantial use of the upper extremities and back muscles.

                X             Finger Dexterity:  Picking, pinching, typing or otherwise working, primarily with fingers rather than with the whole arm as in handling.

                □             Grasping:  Applying pressure to an object with the fingers and palm.

                □             Feeling:  Perceiving attributes of objects, such as size, shape, temperature or texture by touching with skin, particularly that of fingertips.

                X             Talking:  Expressing or exchanging ideas by means of the spoken word.  Those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly or quickly.

                □             Hearing:  Noisy environment.

                X             Vision:  Close work.

                X             Repetitive motions:  Substantial movements (motions) of the wrists, hands and/or fingers.

1.                 Degree of physical exertion required for the position.  (Check ONE.)

                o      Sedentary Work:  Exerting up to 10 lbs of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body.  Sedentary Work involves sitting most of the time.  Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.

                ý            Light Work:  Exerting up to 20 lbs. of force occasionally and/or up to 10 lbs. of force frequently, and/or a negligible amount of force constantly to move objects.  If the use of arm and/or leg controls requires exertion of forces greater than that for Sedentary Work and the worker sits most of the time, the job is rated for Light Work.

                □             Medium Work:  Exerting up to 50 lbs. of force occasionally and/or up to 20 lbs. of force frequently, and/or up to 10 lbs. of force constantly to move objects

                            Heavy Work:  Exerting up to 100 lbs. of force occasionally and/or up to 50 lbs. of force frequently, and/or up to 20 lbs. of force constantly to move objects

                            Very Heavy Work:  Heavy Work:  Exerting in excess of 100 lbs. of force occasionally and/or in excess of 50 lbs. of force frequently, and/or in excess of 20 lbs. of force constantly to move objects

 3. Environmental conditions the employee will be subject to in this position.  (Check ALL that apply.)

                □             Inside environmental conditions:  Protection from weather conditions, but not necessarily from temperature changes.

                □             Outside environmental conditions:  No effective protection from weather.

                x              Both environmental conditions:  Activities occur inside and outside.

                □             Extreme cold:  Temperatures below 32 degrees for periods of more than one hour.

                □             Extreme heat:  Temperatures above 100 degrees for periods of more than one hour.

                □             Noise:  There is sufficient noise to cause the worker to shout in order to be heard above the ambient noise level.

                □             Vibration:  Exposure to oscillating movements of the extremities or the whole body.

                □             Hazard:  Includes a variety of physical conditions, such as proximity to moving mechanical parts, electrical current, working on scaffolding and high places, exposure to high heat or exposure to chemicals.

                □             Atmospheric conditions:  One or more of the following conditions that affect the respiratory system or the skin:  Fumes, odors, dusts, mists, gases or poor ventilation.

                □             Oils:  There is air and/or skin exposure to oils and other cutting fluids.

                □             Humidity:  Exposure to humid conditions ranging from 70 to 92 percents.

                            Respirator:  Use is required.

                o            None:   No substantial exposure to adverse environmental conditions (such as in typical office or administrative work).  

4. PRIMARY CONTACTS

A. CONTACTS

1. Inside the Company:         

                               A.) Company Employees

                                                 B.)  Administration 

                                                 C.)  Sales & Marketing Team

     2.        Out of the Company:      

                                            A.) Customers

B. SUPERVISION

1. Directly Supervises:  Sales Manager 
2. Indirectly Supervises:  None