The Director of Sales will lead the region to achieve revenue, depletion, distribution, and retail execution goals by improving performance of both the AMI team and our Distributor partners.

This role is based out of Chicago, IL reporting directly to the VP, DSD – North.

Main Responsibilities:

1. Plan and prepare

  • Region business plan
  • Distributor business plans (Top 1-2 in Region)
  • Innovation launches
  • S&OP forecast
  • Volume, distribution, and retail execution targets (internal and external)
  • Action plans to address gaps in performance

2. Measure and improve

  • Execution against all of the above
  • Display execution

3. People Management

  • Hire, manage and develop a team of direct reports consisting of Market Managers and Retail Sales Managers to manage relationships with distributors and important retail outlets
  • Guide activity, provide performance feedback and support in creation of strengths-based development plans

4. Distributor Management

  • Manage pricing and profitability
  • Provide consistent communication relating to execution against distribution targets and display programs
  • Drive business review process, developing appropriate cadence for each depending on size
  • Leverage scorecards, reports, and tools provided by HQ and generate ad hoc reports from iDig and Repsly as needed for Region specific initiatives.
  • Facilitate resolution of issues

5. Collaboration and Teamwork

  • Forge strong partnership with Director of Market Development, ensuring both teams are working in concert
  • Assess the competitive landscape and communicate insights
  • Provide input into channel strategy and the development of retail standards
  • Participate in the rationalization and selection of retail marketing programs to run in the Region

Key Call Points

  • KDP Region VP and Market Development Managers
  • Independent Distributor Sales Leadership Team

Qualifications, Skills, Knowledge & Experience:

  • Education Required: Bachelor’s Degree in business or related field
  • Years of experience: At least 10 years of professional sales experience; at least 3-5 years of sales leadership experience
  • Professional Experience:
    • DSD experience required; beverage experience preferred
    • Proven ability to lead, engage and develop a growing sales team
    • Experience leading, managing, and holding field Sales employees accountable to goals & KPIs
  • Key Skills & Qualifications:
    • Willingness to work flexible hours, including evenings and weekends
    • Strong business acumen, relationship management skills, customer focus, and drive for results
    • Excellent written and verbal communication skills
    • Exceptional analytical skills
    • Ability to travel up to 75% within market
  • Technical Skills Required: Must be able to use basic features in MS Office Suite (Outlook, Excel, Word, PowerPoint)