Kewpie Americas
Sales Manager - U.S. Club Store Channel
Kewpie Americas, Los Angeles, California, United States, 90079
Overview
This range is provided by Kewpie Americas. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more. Base pay range $110,000.00/yr - $120,900.00/yr This role is responsible for achieving product sales, market share, and profitability targets within the key club store channels (e.g., Costco Wholesale, Sam's Club, BJ’s Wholesale Club) in the United States. The successful candidate will effectively manage and guide the broker network, build strong relationships with club store buyers based on advanced financial analysis, and develop and execute data-driven Joint Business Plans (JBPs).
Responsibilities
Sales Strategy and P&L Contribution: Develop and Execute Annual Business Plans (JBP): Formulate and implement detailed annual business plans for each club store chain, including sales forecasts, promotion plans, and SKU strategies.
P&L Management and Profitability Assurance: Achieve set targets for sales, profit margins, and market penetration. Specifically, strictly manage sales costs such as broker commissions and promotional expenses to maximize profit contribution.
Leveraging Financial Analysis and Business Insights: Sales Data Analysis: Regularly analyze detailed sales data provided by club stores (POS data, inventory data, store-level performance, etc.) to extract fundamental business insights.
Maximizing Return on Investment (ROI): Thoroughly conduct ROI analysis before and after implementing sales promotion investments such as promotions, demonstrations, and couponing, and propose efficient and data-driven expense allocation.
Financial Models and Forecasting: Create highly accurate sales forecasting models and minimize inventory risk and prevent stockouts through collaboration with the supply chain.
Contract and Expense Management: Ensure contract terms are adhered to and strictly manage rebates, chargebacks, and other expense deductions in collaboration with the finance department.
Broker Management and Guidance: Broker Performance Management: Regularly review broker activity targets (KPIs) and performance, identify areas for improvement based on data analysis, and provide coaching and training.
Strategic Collaboration: Collaborate with brokers to make data and financially backed proposals to buyers, maximizing product adoption and growth opportunities for our company.
Relationship Building with Customers and Internal Stakeholders: Buyer Negotiation: Lead negotiations with club store buyers regarding product assortment, pricing, securing promotional slots, and packaging specifications.
Cross-functional Collaboration: Work closely with finance, marketing, operations, and packaging development teams to meet the unique high-volume sales and cost-efficiency demands of club stores.
Qualifications
7+ years of progressive sales experience in the Food/CPG industry, with a minimum of 3 years directly managing brokers and/or accounts within the Club Store channel (Costco, Sam’s Club, BJ’s Wholesale Club).
Proven ability to manage a Trade Spend/Trade Promotion budget.
Advanced proficiency in Excel (pivot tables, VLOOKUP, financial modeling) and experience analyzing retail POS/syndicated data.
Documented success in recruiting, training, motivating, and managing third-party sales brokers to exceed defined targets.
Exceptional strategic selling, negotiation, and communication skills, with the ability to present complex financial and analytical data to both internal leadership and external buyers.
Hands-on proficiency with retailer-specific data portals (e.g., Retail Link, DSS/Costco Data, Circana) is required.
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This range is provided by Kewpie Americas. Your actual pay will be based on your skills and experience — talk with your recruiter to learn more. Base pay range $110,000.00/yr - $120,900.00/yr This role is responsible for achieving product sales, market share, and profitability targets within the key club store channels (e.g., Costco Wholesale, Sam's Club, BJ’s Wholesale Club) in the United States. The successful candidate will effectively manage and guide the broker network, build strong relationships with club store buyers based on advanced financial analysis, and develop and execute data-driven Joint Business Plans (JBPs).
Responsibilities
Sales Strategy and P&L Contribution: Develop and Execute Annual Business Plans (JBP): Formulate and implement detailed annual business plans for each club store chain, including sales forecasts, promotion plans, and SKU strategies.
P&L Management and Profitability Assurance: Achieve set targets for sales, profit margins, and market penetration. Specifically, strictly manage sales costs such as broker commissions and promotional expenses to maximize profit contribution.
Leveraging Financial Analysis and Business Insights: Sales Data Analysis: Regularly analyze detailed sales data provided by club stores (POS data, inventory data, store-level performance, etc.) to extract fundamental business insights.
Maximizing Return on Investment (ROI): Thoroughly conduct ROI analysis before and after implementing sales promotion investments such as promotions, demonstrations, and couponing, and propose efficient and data-driven expense allocation.
Financial Models and Forecasting: Create highly accurate sales forecasting models and minimize inventory risk and prevent stockouts through collaboration with the supply chain.
Contract and Expense Management: Ensure contract terms are adhered to and strictly manage rebates, chargebacks, and other expense deductions in collaboration with the finance department.
Broker Management and Guidance: Broker Performance Management: Regularly review broker activity targets (KPIs) and performance, identify areas for improvement based on data analysis, and provide coaching and training.
Strategic Collaboration: Collaborate with brokers to make data and financially backed proposals to buyers, maximizing product adoption and growth opportunities for our company.
Relationship Building with Customers and Internal Stakeholders: Buyer Negotiation: Lead negotiations with club store buyers regarding product assortment, pricing, securing promotional slots, and packaging specifications.
Cross-functional Collaboration: Work closely with finance, marketing, operations, and packaging development teams to meet the unique high-volume sales and cost-efficiency demands of club stores.
Qualifications
7+ years of progressive sales experience in the Food/CPG industry, with a minimum of 3 years directly managing brokers and/or accounts within the Club Store channel (Costco, Sam’s Club, BJ’s Wholesale Club).
Proven ability to manage a Trade Spend/Trade Promotion budget.
Advanced proficiency in Excel (pivot tables, VLOOKUP, financial modeling) and experience analyzing retail POS/syndicated data.
Documented success in recruiting, training, motivating, and managing third-party sales brokers to exceed defined targets.
Exceptional strategic selling, negotiation, and communication skills, with the ability to present complex financial and analytical data to both internal leadership and external buyers.
Hands-on proficiency with retailer-specific data portals (e.g., Retail Link, DSS/Costco Data, Circana) is required.
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