Sales Director

  Summary:Accountable for branch sales function including revenue, margins, units and overall sales performance relative to budgetary expectations.  Directs, manages and coordinates sale of BakeMark product lines and services utilizing the approach, strategies and tactics prescribed by the Company.  Leads assigned sales force to serve as a sustaining resource to the customers' business by effective communication of BakeMark’s total product and service offerings. Follows and strengthens BakeMark Sales Best Practices and overall sales strategies.                         Essential Duties and Responsibilities: GENERAL MANAGEMENT•    Works in conjunction with other members of the Branch management group to develop the Branch Business Plan, including budget target strategies and action plans.•    Recommends changes in structure and organization of sales group to ensure effective fulfillment of objectives assigned and to provide the flexibility to move swiftly in relation to market needs and opportunities.•    Executes sales plans within the sales force, working through appropriate personnel. •    Manages the Branch retail and wholesale pricing strategy that will result in the optimal profitability and market share in all of the company’s product lines.•    Takes leadership role in the implementation of new and existing products at the Branch level working with and through the Branch General Management, Territory Sales Reps, Key Account Sales Reps and works in coordination with other teams as needed.•    Organizes and directs Branch Sales Meetings.•    Recruits, hires, trains and develops Sales Reps.  Completes performance evaluations and goal measurements of all sales personnel.•    Determines staff requirements, territory planning and territory realignments.•    Reports on a dotted-line basis to the Vice President, Branch Sales for alignment with strategic sales initiatives, market reporting and analysis CREATING / PLANNING•    Works with General Management to establish sales goals to ensure share of market and profitability of the company’s manufactured and resale products. •    Plans and oversees the Branch’s promotion activities (in conjunction with overall BakeMark marketing plan) with BakeMark manufactured and resale product vendors. •    Develops sales plans and programs to ensure profit growth and expansion of the company’s manufactured products. •    Plans for management succession of sales department.•    Manages the company’s interface with trade groups and participation in trade shows.•    Implements all BakeMark directed sales programs. FINANCIAL•    Reviews operating results and compares them to established objectives, and takes steps to ensure that appropriate measures are taken achieve budget results and to meet Branch expectations.•    Achieves satisfactory profit ratio and share of market performance as compared to budgeted standards and to general/specific trends within the industry and the economy. CUSTOMER FOCUS•    Maintains contact with Key Customers.  Manages the BakeMark image with Retail and/or Wholesale customers.  •    Treats all customers (both internal and external) with dignity, respect, courtesy and kindness.•    Responds to all customer inquiries and requests to insure customer satisfaction.•    Achieves Branch Service criteria. Supervisory Responsibilities:•    Responsible for the overall direction, coordination, and evaluation of staff in a manner that creates harmony within the workforce, and promoting an attitude that will ensure successful results.  •    Carries out supervisory responsibilities in accordance with organizational policies and applicable laws.  Responsibilities include interviewing and hiring; planning, assigning and directing work; appraising performance; rewarding and disciplining associates; addressing complaints and resolving problems•    Reviews sales progress by salesperson, developing and recommending any corrective actions.•    Consults/advises managers regarding staffing of sales or related positions.•    Implements BakeMark compensation programs for the sales force.•    Ensures that personnel maintain knowledge and skills level necessary to accomplish Company objectives.  Works closely with General Management to design, develop, and implement departmental training and education programs. Other duties as assigned to meet Company goals. Competency:                       To perform the job successfully, an individual should demonstrate the following competencies: Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings. Ability to lead sales training breakout sessions at the North American Sales Meeting as well as Regional Sales Meetings Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information. Can build and present BakeMark capabilities presentations, customer business reviews and market analysis and assessments to provide into the Corporate Accounts Team. Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals. Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Conserves organizational resources.Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically; Upholds organizational values. Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions. Education and/or Experience:   Bachelor's degree; 5-7 years of related experience and/or training; combination of education, experience and training.  Bakery experience a plus.  Participation in industry associations a plus.                            Language Skills:             Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to write speeches and articles for publication that conform to prescribed style and format.  Ability to effectively present information to employees, top management, and/or public groups.                 Mathematical Skills:     Ability to work with mathematical concepts such as probability and statistical inference.  Ability to calculate discounts, interest, commissions, proportions, using concepts such as fractions, percentages, ratios, and proportions to practical situations.                      Reasoning Ability:       Ability to define and resolve problems, collect data, establish facts, and draw valid conclusions.  Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.  Ability to deal with problems involving several concrete variables in standardized situations.                                          Computer Skills:To perform this job successfully, an individual should have knowledge of Internet software; Spreadsheet software and Word Processing software.                                Certificates, Licenses, Registrations: Must have, and maintain, a valid driver's license issued by the State where the Branch is located.  Must maintain current auto insurance.                                                    Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is regularly required to stand; talk or hear and taste or smell. The employee is frequently required to walk; use hands to finger, handle, or feel and reach with hands and arms. The employee is occasionally required to sit and stoop, kneel, crouch, or crawl. The employee must regularly lift and /or move up to 10 pounds, frequently lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds.  Specific vision abilities required by this job include close vision, color vision, depth perception and ability to adjust focus. Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Must taste, touch, and smell finished bakery products and related ingredients. Office environment, with frequent travel and with occasional time spent in a warehouse and/or manufacturing plant with possible exposure to moving machines and equipment.