Sr. Director, Customer Sales South

BODYARMOR Sports Nutrition

BODYARMOR Sports Nutrition is a fast-paced, dynamic environment where brand builders work together with the goal of becoming innovative game-changers in the world of sports and active hydration. Extreme passion and teamwork are the essentials of being a successful member of the BODYARMOR Sports Nutrition team - which consists of BODYARMOR and POWERADE brands. BODYARMOR Sports Nutrition exudes an entrepreneurial culture backed by the resources and insights of one of the world's most iconic companies, The Coca-Cola Company, which acquired BODYARMOR in 2021. This unique environment gives employees the ability to move quickly, exceed expectations, develop valuable relationships, and have fun while we work to achieve our goal of becoming #1 in Sports Hydration.

BODYARMOR: is looking for a Director Customer Sales, South to join our team. The Director Customer Sales, South will lead a cross functional team to deliver business results across assigned territory. As a key leader within BODYARMOR, this individual will be required to lead annual planning processes and negotiate annual agreements to ensure alignment and execution to achieve aggressive business targets. This individual will provide subject matter expertise to resolve complex customer issues and deliver BASN annual goals. This individual will directly manage Publix and SEG customers. This individual will also manage two direct reports. These two direct reports manage the Texas (HEB & Brookshire), K-VA-T Food City and Military Channel customers.

RESPONSIBILITIES

Customer Development

• Strategic leader responsible for the oversight of the Publix and SEG customer relationship on behalf of BASN.
• Lead a team of direct reports to lead HEB, Brookshire, K-VA-T Food City and Military Customers.
• Drive processes and execution of annual plans across assigned customers and bottlers. Delivery of key business and financial metrics including topline results (Revenue, volume, Share) and key financial metrics (trade spend and T&E budgets) will be required.
• Partner with Sr. Management and cross functional team members to build Annual Plans to achieve both short-term and long-term business objectives.
• Lead annual negotiations ensuring an optimized partnership agreement is in place that supports overall organizational priorities.
• Collaborative leader of a cross functional team responsible for the development and implementation of overall customer selling stories, while providing key insights to deliver all key execution metrics (Assortment, Shelving, Pricing, Merchandising and Innovation).
• Oversee the on-going account updates and performance reporting against key metrics and problem solves plan gaps and brings forward recommendations to deliver on required business objectives.
• Oversee & complete administrative duties required by the customer (contracts, new item forms, etc.)
• Strong data & insights knowledge and skills to assist in storytelling type selling.

System Leadership

• Participate in all system routines as needed (CCLT, Customer core Teams) to provide customer updates including annual plan targets and elements and on-going customer performance updates and action plans to deliver annual plans.
• Work closely with Coca-Cola sales teams to maximize mutual goals, results, and execution.
• Build and leverage relationships with both BASN teams and Bottlers to ensure alignment and focus on delivering key customer objectives.

Cross Functional Communication and Collaboration

• Provides on-going updates on customer plan results and opportunities to BodyArmor management.
• Participate in key cross functional routines to provide on-going plan updates and ensure flawless execution of customer programs and initiatives.
• Provide customer input to annual plans including all Marketing, Commercial and Innovation plans.

Organizational Development

• Fully leverage all cross functional resources to deliver best in class capabilities to customers including selling stories, consumer and customer marketing and insights and revenue growth management plans.
• Coach and mentor team, direct reports & support staff, providing subject matter expertise on customer needs ensuring the team is supported and the required resources are in place to support overall business priorities.
• Manage to annual T&E budget for department ensuring alignment with internal financial objectives.

REQUIREMENTS

• Bachelors Degree or relevant experience: required
• 8 years direct sales experience: in the CPG industry and hold a track record of successfully selling into multiple national and regional channel customers required
• Located in: Southeast or Texas preferred
• Recent Publix and SEG experience: preferred
• DSD beverage background: preferred
• Self-motivated and highly organized: must have a strong desire to produce results with an entrepreneurial spirit to succeed.
• Ability to quickly assess: the needs of the business, develop an action plan & manage the required change.
• Essential: the ability to effectively intermingle with a wide variety of business professionals is essential.
• Passion for building brands: new products, and long-term growth.
• Verifiable list of current contacts: must have contacts with appropriate buyers & divisional managers.
• Solid computer skills: in Outlook, Power Point, Excel, and Word.
• Strong understanding and analytical skills: in understanding of Nielsen/IRI syndicated data.
• Substantial travel: position requires substantial travel (30% if based in FL area; 50% outside of territory) by car and plane, including both local and neighboring geographic territories.
• Driver's license: must hold and maintain a valid driver's license and be able to drive long distances.
• Motor Vehicle Records: must satisfy Company standards per Driving Policy.

Skills

• Leadership
• Social Media
• Sales Channel Development
• Conversion Rate
• Structured Query Language (SQL)
• Marketing Campaigns
• Digital Advertising
• Key Performance Indicators (KPI)
• Branding
• Demand Generation
• Media Buying
• Marketing Strategies
• Product Commercialization
• Channels Strategy
• Tableau (Software)
• Market Segmentation
• Alteryx
• Customer Insights
• Microsoft Office
• Strategy Development
• Google Analytics
• Microsoft Power Business Intelligence (BI)
• Marketing Insights

Pay Range

$169,000 - $196,000 Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered. Annual Incentive Reference Value Percentage: 30 Annual Incentive reference value is a market-based competitive value for your role. It falls in the middle of the range for your role, indicating performance at target.