FIFCO USA Hiring for Market Sales Director at Highland Park, TX Full Time

Job Summary

As a sales leader, the Market Sales Director is accountable for the sales performance of the geography and is expected to coach and develop their team to deliver against established targets and objectives. The Market Sales Director is responsible for directing, motivating, developing capabilities, and managing an internal sales team and wholesalers across multiple markets. Specifically, the MSD will be responsible for wholesaler compliance, chain execution, annual business planning, and inventory management with assigned wholesalers, while ensuring corporate brand standards are maintained at all times.

STATUS: Full Time

LOCATION: Dallas, Houston, Austin, Corpus Christi, McAllen, Rio Grand Valley TX

DEPARTMENT: Sales

GEOGRAPHY: Michigan

Essential Functions & Responsibilities

• Lead team to ensure application of best practices across assigned geography
• Ensure profitability targets are met or exceeded through budget and revenue management, including SKU prioritization
• Increase effective product placement and share of marketplace within the distribution network
• Profit Optimization – look for opportunities to increase price, optimize sales mix through incentives/promotions, review KARMA survey outputs, work with Revenue Management to set GPI strategies, analyze iDig PTR data to identify instances where wholesalers increased price independent of FIFCO USA, and effectively prioritize SKUs to ensure profitability is optimized for assigned markets
• Budget Management – allocation and tracking of field activation and travel & entertainment budgets; wholesaler recoup budget management, if appropriate
• Volume & Budget Forecasting – collaborate with RVP and Demand Planning to build volume forecast for new SKUs and LTOs; collaborate with RVP and Sales Ops to build budget forecast and communicate expected budget variances
• Effective Team Leadership – ensure IDPs are in place for entire team, conduct monthly 1:1s and SPR’s with direct s, provide immediate and constructive feedback/coaching virtually and in-person, host regularly scheduled team calls, and foster interpersonal relationships, team building and comradery.
• Track team KPIs to understand and address performance gaps; review progress against team indicators on a weekly basis or when available (shipments, depletions, inventory, INBI, pricing, price promotions, budgets, distribution, share, mix, and trade marketing execution)
• MPPM/SPR’s – attend top wholesaler MPPMs, provide coaching and assistance to Market Sales Managers and Market Sales Representatives in MPPMs and SPRs, host SPR meetings with direct s monthly, use inputs from performance discussions to ensure business goal achievement
• Monitor sponsorship relationships to ensure investment is being used effectively to activate and is providing expected return
• Work in market with MSMs, MSRs, CHAMs and wholesaler reps
• Build relationships with senior level wholesaler personnel above the brand manager level
• Coordinate media buys with Trade Marketing to ensure adherence to local laws and brand relevance
• Track launches of brands and programs (new PODs / INBI) to gain focus and performance using VIP (National Chain Tracker and Goals)
• Review wholesaler inventory levels to ensure proper days on hand and address any gaps or opportunities to ensure product availability
• Establish programming for future quarters to remain ahead of the business/opportunities and not reacting in the market
• Work cross-functionally with chain team to ensure programming and performance meets expectations
• Actively exhibit a commitment to support a diverse and inclusive work environment

Education, Skills & Experience

• Bachelor’s Degree or equivalent experience
• 10+ years of sales experience (including budget management)
• 5+ years of people and wholesaler management experience
• Chain experience is a plus
• Intermediate knowledge of MS Excel, Word, and PowerPoint
• Strong communication, influencing, analytical, and time management skills

PERKS

• Generous Benefits with options to fit your life
• Blue4U Discounts
• Sales Bonus opportunities
• Retirement Options with employer contributions
• 10 paid holidays per year
• Company Car
• Technology Reimbursements
• Generous Paid Time Off
• Culture of pride and community involvement
• And of course, beer!

In the spirit of pay transparency, we are excited to share the base salary range for this position is $109,000 -$163,000, not including benefits or potential bonuses. If you are hired at FIFCO USA, your base salary will be determined based on factors such as individual skills, qualifications, experience, and geographic location. In addition, we also believe in the importance of pay equity and consider the internal equity of our current team members as a part of any final offer. Please keep in mind that the range mentioned above is the full base salary range for the role. Hiring at the maximum of the range would not be typical in order to enable future & continued salary growth. We also offer a generous benefits package!

• Drug Testing Statement: After a conditional offer of employment, a covered employer may require job applicant to submit a drug test

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, genetics, national origin, disability, or status as a protected veteran.

ALERT: Fraudulent Online Employment Scams

Always beware of online scams involving job offers! FIFCO USA does not make employment offers via social media or private messaging. Unfortunately, scammers have tried to collect and steal personal and confidential data by impersonating company employees. To protect yourself, never share your personal information through an insecure source online. FIFCO USA will never request any form of payment or payment information during the employment process.

For more information on this topic and helpful fraud prevention tips, please visit the FBI website at fbi.gov.