SNEWS -- An Active Interest Media Company : Job Listings : Nat'l Sales Mgr--Sports Retail Channels

Nat'l Sales Mgr--Sports Retail Channels - Clif Bar & Co.

Clif Bar & Co has hired Wine & Spirits Recruiting exclusively for this search. If you send your resume directly to Clif, they will forward to Wine & Spirits Recruiting delaying review of your resume. Please save Clif Bar from this extra step and send your resume directly to:
ClifJob@wi nerecruiting.com

Job Description

Position Summary:

The National Sales Manager is accountable for developing business and affecting the sale of Clif Bar products in the Sports and Sporting Goods classes of trade in keeping with the Company’s mission, annual- and long-range business plans and profitability goals. The Manager is focused on the implementation of annual- and mid-range sales strategies, plans and forecasts, in alignment with merchandising strategies as well as sales and customer service policies and programs. Working with the VP of Sports Retail, he or she identifies the appropriate customers and verticals (channels) to most profitably and efficiently grow the sales of Clif Bar & Co. products.

Principal Accountabilities:

1. Collaborate with the VP of Sports Retail and key internal partners in marketing, operations and finance departments to develop and execute overall sales strategies, policies, annual business plans and budgets, as well as mutually supportive processes and systems.

2. Develop policies, systems, processes and annual business plans and budgets for sports and sporting goods sales segments in the entire United States. Deploy and manage resources to ensure fulfillment of department goals, objectives, and priorities within operating budgets and in line with Clif Bar’s strategic and annual business plans and profitability goals.

3. Prepare and/or direct the preparation of analyses and reports that monitor, forecast and analyze sales activity and trends. Communicate regularly with key partners within operations and marketing departments to discuss sales forecasts and develop plans to fulfill requirements for availability of product and sales support, merchandising and promotional materials, to provide input to creative development of new products or markets, and to develop mutually supportive business and information systems.

4. Select, develop, motivate and provide direction to internal staff members in a way that facilitates the creation of a collaborative environment, ensures that appropriate skills exist within the organization to accomplish short- and long-term goals, enables staff members to fulfill the department’s operating objectives, and supports the mission of Clif Bar.

5. Source, select, motivate and assess performance of brokers. Negotiate and approve broker agreements including pricing policies, and terminate contracts where performance is inadequate. Develop and regularly update training manuals and sales support tools that communicate product information, merchandising objectives and tools, procedures and other information pertinent to the assigned channel.

6. Foster and manage good business relationships with major retailers, buyers at key accounts, and others who are in a position to drive brand awareness and enhance sales of Clif Bar products. Negotiate and approve customer agreements including pricing, promotions, and sales performance.

7. Develop creative marketing tools and promotional programs tailored to customers as appropriate to the class of trade and within Clif Bar’s overall marketing strategies. Develop annual plans for and coordinate with marketing managers on participation in trade shows and other events aimed to increase buyer awareness and knowledge of products.

Job Difficulty:

The National Sales Manager is challenged to develop and implement strategic and tactical plans to maintain and grow market share in the assigned class of trade, while balancing efforts to increase sales volume with the mission of Clif Bar, stated profitability goals and the needs of customers. The jobholder must exercise sound analysis and judgment, influence the thinking of others, and resolve conflicts in assessing relative risks, opportunities and capabilities of new markets and distribution channels, and in managing and redefining relationships with business partners such as distributors, brokers and national retail stores.

Skills

Education and Experience:

An undergraduate degree in business administration with an emphasis in sales and marketing or equivalent business experience is required, plus 7 years’ sales and merchandising experience, including market assessment, development and management of sales of consumer products at the national level, preferably in the consumer packaged good industry. A Masters in Business Administration or related graduate degree is desirable. The ideal candidate will have executed expansion to multiple Sporting Goods channels building on an understanding of go-to-market channel and sales strategies with proven entrepreneurial focus. Demonstrated experience in getting results through others is required, including motivating a team and influencing others in a matrix organization. Proven success in the creation and execution of strategic and annual operating plans is also required together with strong leadership skills, excellent analytical and creative problem solving abilities, verbal/written communication, business planning, work organization, influence management and negotiation skills. 25 - 30% travel is also a requirement.

* * * * * * * * * * *
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