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.

ESSENTIAL FUNCTIONS AND BASIC DUTIES

• 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.
• 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.
• Develops 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.
• 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.
• Establishes and maintains 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.
• Stays informed of industry, market, and product trends.
• Completes special projects as assigned.

QUALIFICATIONS

• EDUCATION/CERTIFICATION: Bachelor’s degree in marketing, business, or a related field, or an equivalent combination of training and experience.
• REQUIRED KNOWLEDGE: Knowledge of retail and direct distribution channels and promotions strategies. In depth understanding of the business environment.
• EXPERIENCE REQUIRED: Knowledge of retail and direct distribution channels and promotions strategies. In depth understanding of the business environment and natural/organic products.
• SKILLS/ABILITIES: Strong customer service skills. Excellent presentation and writing abilities. Able to organize and coordinate projects. Excellent oral and written communications skills. Works well on a team. Able to use all related hardware and Microsoft Office application: Word, Excel, Powerpoint and Access.

BENEFITS

For Washington positions (or positions that may be performed remotely from Washington), visit this link for Washington-specific paid time off details. Candidates hired into this position will also be eligible to participate in the following benefits programs: Paid Time Off; Sick Time; paid holidays and parental leave; 401K Program; medical, dental, vision, life, and accidental death/dismemberment insurance; short-term and long-term disability insurance program, Flexible Spending Account and/or Health Savings Account, subject to meeting the eligibility requirements and the terms and conditions of these programs, and subject to any requirements under applicable collective bargaining agreements. UNFI’s compensation, benefits, and paid time off policies are subject to change in the Company’s sole discretion, consistent with applicable law.