Ghirardelli Chocolate Company
Director of National Accounts - San Leandro, CA
Ghirardelli Chocolate Company, San Leandro, California, United States, 94579
Director of National Accounts
#1749
San Leandro, California, United States
Overview The Director of National Accounts, PPD is responsible for leading the strategic development and ongoing management of national accounts for the Professional Products Division (PPD). Focus is targeted on the top 250 restaurant chains in the nation and the industrial bakeries that supply desserts to these chains. Responsibilities include exceeding NTS and GP% targets, achieving key sales metrics of delivering PPD distribution, pricing, promotion, marketing, and merchandising objectives. The Director brings both a top-line and bottom-line perspective to all business decisions, while leading a team of National Accounts Managers. The Director is a member of the Ghirardelli Professional Products Leadership Team and the Ghirardelli Chocolate Company Leadership Team.
Location : San Leandro, California, United States
Employment Type : Regular
Scope of Responsibilities Lead the Sales Organization
Set strategic direction for the PPD national accounts sales team to achieve NTS budgets, short-term and long-term, while influencing COOP budgets.
Aim to achieve all Professional Products Sales Priorities with a short and long-term plan for in-store presence.
Discover "big bet" opportunities that could lead to very impactful long-term results.
Spend within budget and coach the team to allocate trade funds for maximum ROI.
Become an expert in industry and category trends, working with the NA team to convert these into sales opportunities for Ghirardelli.
Develop National Accounts Managers on the team for peak performance and future advancement.
Intervene in situations that require oversight to ensure company policies and values are met.
Deliver Sales Objectives
Achieve NTS & GP% budgets.
Achieve Sales Metrics.
Spend within trade funds and departmental budgets.
Lead monthly Scorecard planning and tracking with all National Accounts Managers.
Support efforts to achieve high service levels.
Provide monthly ROFO forecasts and other necessary data to the VP of Professional Products in a professional and timely manner.
Develop Team Members Individually and Collectively into a High Performing Cohesive Group
Assess National Accounts Managers, the state of current & targeted national accounts, and the distributor network to support supply. Implement changes as appropriate.
Develop and coach individuals on the team, providing training to ensure success and build bench strength.
Continually assess overall team capability vs. requirements and adjust as needed.
Manage performance issues quickly and directly.
Understand professional goals of team members and build plans to help them achieve career goals.
Develop Key Customers
Develop a strategic vision for the Ghirardelli business (short and long-term) with customers to ensure continuous growth for the brand.
Determine the best channels and customers to grow the Ghirardelli brand.
Penetrate key customers through all levels of their organizations to understand business development opportunities.
Build strong customer relationships across all layers of management and departments.
Create brand awareness through activation with POS at store level, social media, and other consumer communications.
Personally manage assigned National Accounts.
Lead and manage national systems distributor strategies to satisfy customer distribution needs while improving service levels.
Be a Leader within the Professional Products Organization and Company
Demonstrate passion, commitment, and integrity in all activities.
Treat confidential information as such.
Take both a top-line and bottom-line perspective on all issues.
Collaborate effectively across departments and enlist support from headquarters.
Sound strategic thinking and ability to produce original ideas.
Ability to solve problems and overcome obstacles.
Sell, live, demonstrate, and protect the premium image of our products.
Build the Ghirardelli Brand Equity by demonstrating quality in everything you do.
May perform other duties as assigned or necessary.
Specific Knowledge & Skills Minimum Education & Experience Required
BA/BS Degree required. MBA desired.
10 years of CPG/Foodservice selling and management experience, with an emphasis on increasing levels or responsibilities.
Physical, Mental, & Environmental Requirements
Travel, both domestically and internationally, on average 2 - 3 nights per week, but up to 4 nights in a week
Home office or corporate office
Rare to Occasional ability to lift and carry up to 50 pounds
Occasional to Constant Repetitive Fine Manipulation (keyboarding, ten key, writing)
Rare to Occasional Simple Grasping
Occasional to Frequent Sitting
Occasional to Frequent Walking
Occasional twisting of the neck and waist
Rare to Occasional Reaching at or below the shoulder level
Occasional to Frequent usage of verbal communication equipment (telephone, radio, cellular)
Rare to occasional squatting (filing & retrieving files)
*Salary is based on location and level of experience
Salary Range
$144,574 - $210,855 / year
#J-18808-Ljbffr
#1749
San Leandro, California, United States
Overview The Director of National Accounts, PPD is responsible for leading the strategic development and ongoing management of national accounts for the Professional Products Division (PPD). Focus is targeted on the top 250 restaurant chains in the nation and the industrial bakeries that supply desserts to these chains. Responsibilities include exceeding NTS and GP% targets, achieving key sales metrics of delivering PPD distribution, pricing, promotion, marketing, and merchandising objectives. The Director brings both a top-line and bottom-line perspective to all business decisions, while leading a team of National Accounts Managers. The Director is a member of the Ghirardelli Professional Products Leadership Team and the Ghirardelli Chocolate Company Leadership Team.
Location : San Leandro, California, United States
Employment Type : Regular
Scope of Responsibilities Lead the Sales Organization
Set strategic direction for the PPD national accounts sales team to achieve NTS budgets, short-term and long-term, while influencing COOP budgets.
Aim to achieve all Professional Products Sales Priorities with a short and long-term plan for in-store presence.
Discover "big bet" opportunities that could lead to very impactful long-term results.
Spend within budget and coach the team to allocate trade funds for maximum ROI.
Become an expert in industry and category trends, working with the NA team to convert these into sales opportunities for Ghirardelli.
Develop National Accounts Managers on the team for peak performance and future advancement.
Intervene in situations that require oversight to ensure company policies and values are met.
Deliver Sales Objectives
Achieve NTS & GP% budgets.
Achieve Sales Metrics.
Spend within trade funds and departmental budgets.
Lead monthly Scorecard planning and tracking with all National Accounts Managers.
Support efforts to achieve high service levels.
Provide monthly ROFO forecasts and other necessary data to the VP of Professional Products in a professional and timely manner.
Develop Team Members Individually and Collectively into a High Performing Cohesive Group
Assess National Accounts Managers, the state of current & targeted national accounts, and the distributor network to support supply. Implement changes as appropriate.
Develop and coach individuals on the team, providing training to ensure success and build bench strength.
Continually assess overall team capability vs. requirements and adjust as needed.
Manage performance issues quickly and directly.
Understand professional goals of team members and build plans to help them achieve career goals.
Develop Key Customers
Develop a strategic vision for the Ghirardelli business (short and long-term) with customers to ensure continuous growth for the brand.
Determine the best channels and customers to grow the Ghirardelli brand.
Penetrate key customers through all levels of their organizations to understand business development opportunities.
Build strong customer relationships across all layers of management and departments.
Create brand awareness through activation with POS at store level, social media, and other consumer communications.
Personally manage assigned National Accounts.
Lead and manage national systems distributor strategies to satisfy customer distribution needs while improving service levels.
Be a Leader within the Professional Products Organization and Company
Demonstrate passion, commitment, and integrity in all activities.
Treat confidential information as such.
Take both a top-line and bottom-line perspective on all issues.
Collaborate effectively across departments and enlist support from headquarters.
Sound strategic thinking and ability to produce original ideas.
Ability to solve problems and overcome obstacles.
Sell, live, demonstrate, and protect the premium image of our products.
Build the Ghirardelli Brand Equity by demonstrating quality in everything you do.
May perform other duties as assigned or necessary.
Specific Knowledge & Skills Minimum Education & Experience Required
BA/BS Degree required. MBA desired.
10 years of CPG/Foodservice selling and management experience, with an emphasis on increasing levels or responsibilities.
Physical, Mental, & Environmental Requirements
Travel, both domestically and internationally, on average 2 - 3 nights per week, but up to 4 nights in a week
Home office or corporate office
Rare to Occasional ability to lift and carry up to 50 pounds
Occasional to Constant Repetitive Fine Manipulation (keyboarding, ten key, writing)
Rare to Occasional Simple Grasping
Occasional to Frequent Sitting
Occasional to Frequent Walking
Occasional twisting of the neck and waist
Rare to Occasional Reaching at or below the shoulder level
Occasional to Frequent usage of verbal communication equipment (telephone, radio, cellular)
Rare to occasional squatting (filing & retrieving files)
*Salary is based on location and level of experience
Salary Range
$144,574 - $210,855 / year
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