Director of Sales - Golf Division

    • Job Tracking ID: 85407-284392
    • Job Location: Venice, FL
    • Job Level: Management
    • Level of Education: BA/BS
    • Job Type: Full-Time/Regular
    • Date Updated: April 09, 2019
    • Years of Experience: 10 - 15 Years
    • Starting Date: ASAP
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Job Description:

Position Summary:

Achieve sales by managing established and new major accounts. Develop, manage, and execute sales strategies and programs for the Sports segment focusing on major accounts. Set sales objectives; create and implement strategic sales plans and tactical support plans. Scope of work includes collaborating with store-level management, regional management, and c-level management to optimize sell-through, and develop in-store training and promotional/merchandising plans for the account. Negotiate business terms (e.g. pricing, programs, allowances, etc.), create forecasts, and analyze sell-through reports for actionable improvement plans.

Essential Duties and Responsibilities:

  • Develop the strategic plan for each major account

  • Budget for account travel expenses, marketing funds, POS materials, etc. as needed

  • Communicate the plan(s) to key corporate sales management and executive staff

  • Participate in the development, presentation and review of annual business plans for the key customers

  • Working with line development to create custom products and merchandise plans leveraging the current catalog of products and new trends.

  • Develop strategies and plans to ensure Tervis’ premier presence, shelf space, and floor location is maintained and enhanced.

  • Collect market data and feedback to develop new products to grow business.

  • Communicate product roadmap plans to accounts and implement successful transition plans.

  • Work with marketing to develop marketing plans to support category, customer’s and company business objectives

  • Cultivate and grow quality relationships at the local, regional and corporate management levels between the retailer and Tervis Tumbler to ensure maximum cooperation.

  • Analyze sales data, develop improvement plans, get Tervis and management buy-in, communicate and implement plan, launch programs, monitor programs for continuous improvement.

  • Analyze Sales Reports Daily, Weekly, Monthly, Quarterly and Annually to ensure that sales targets are met.

  • Negotiate contractual documents including Sales Agreements, Terms and Conditions, Routing Guides, Compliance Guides, Marketing/Coop Agreements, and National/International Logistics requirements.

  • Achieve 80% participation of Accounts on Tervis B2B site.

  • Build and communicate monthly/quarterly/annual sales forecasts.

  • Develop and deliver sales presentations.

  • Manage and oversee the assigned Major Account Coordinators for the respective region.

  • Manage the team to maintain and build Customer Information in the Tervis CRM System daily. 100% of required information fields is the minimum acceptable level of performance.

  • Gain key market and customer insights and communicate them within the company as required.

  • Develop line and business process knowledge to the expert level.

  • Manage expenses to budget

  • Think out of the box and bring new ideas to the company.

  • All other duties as assigned by management

Experience and Skills:

Preferred Skills, Education, and Experience:

  • 10-15 years of experience selling to retailers or those with a national footprint

  • Experience with complex contractual negotiations

  • Forecasting and planning experience managing a multi-million-dollar business category.

  • Sophisticated state, regional, and national forecasting and analysis skills

  • Bachelor’s degree in Business Administration or related field

  • Strong technical skills including MS Office, ERP, and CRM

  • Must be self-directed with the ability to work independently

  • Solid leadership experience, with demonstrated success managing, cultivating and developing relationships.

  • Outstanding communication, presentation and listening skills; as well as the ability to act with Diplomacy.

  • Able to focus and provide excellent service to the customer

Working Conditions:

  • 50-60% travel required
  • Open office environment