Senior, Director, Sales, Hawaii Coffee Compan

The Senior Director of Sales is a key member of the executive leadership team, reporting to the company President and responsible for leading the Retail (Grocery, Mass, Drug, Club, Dollar, Military) and Food Service channels of the trade. The retail channel is the largest business segment for the company with strong growth potential both in HAwaii and in the U.S. Mainland. We are looking for a dynamic sales leader capable of driving an aggressive long-term growth plan while acting as the player/coach building sales capability within the organization.

The ideal candidate is a hands-on leader and builder with a track record of successful sales management in the CPG food or beverage industry. This position will lead strategic planning including development of the 3 year and annual operating plan for the retail business. Key deliverable for the position include branded distribution growth within the Western U.S., successfully launch new products (e.g. RTD coffee), building greater analytical and fact-based selling capabilities and optimizing merchandising productivity.

As a senior leader in the organization this position will also be a key player in developing company-wide initiatives in partnership with the cross functional leadership team and key business partners.

ESSENTIAL FUNCTIONS

• Develop and implement annual budget (AOP) including net revenue, volume, market share, trade spending, staffing and net income for the U.S. retail channel.
• Build strong relationships with key customers, distributors, and brokers. Implement formal, collaborative annual plans, and measure progress against key objectives.
• Effectively manage, develop, and evaluate direct reports including Sales Managers and Manager - Field Merchandising. Emphasis on training team members and sharing CPG industry best practices.
• Build internal capability for fact based, data rich, selling stories and category analysis.
• Manage relationships with current broker partners. Expand the current broker base to cover high opportunity geographies (primarily west coast). Expand mainland points of distribution.
• Build compensation and incentive plans for the sales organization to closely align with company objectives.
• Develop annual sales budgets and customer level P&L for top accounts.
• Analyze sales reports, customer performance, and program effectiveness. Create structured business analysis reports.
• Partner with Marketing to develop new products, POP materials and consumer campaigns.
• Develop and implement disciplined pricing strategies across regions. Identify opportunities to increase margins.
• Fill distribution gaps in base Hawaii market. Use data, insights, and personal experience to evaluate current retailer shelf sets and identify areas of opportunity for our brands as well as the category.
• Maintain a strong cross functional working relationships with manufacturing, supply chain, finance, and marketing. Collaborate to improve organizational efficiency and communication.
• Set in store merchandising objective and manage performance.

POSITION QUALIFICATIONS

• CPG sales leadership experience 7+ years, ideally food/beverage and center store.
• Strong analytic capability and working knowledge of Nielson/IRI/Retail Link.
• Strong interest in coffee.
• Experience managing food brokers and distributors.
• Leadership experience to include managing, directing, and developing team members from a variety of backgrounds. Build strong cross-functional relationships.
• Takes ownership of all tasks; develops subordinates and peers to excel at their jobs.
• Strong leadership, organizational, and communication skills. Track record of successfully coaching and developing talent. A humble, hands-on leader.

EDUCATION

• Bachelor's Degree (four-year college or university) required, MBA desired.