Senior Director Sales - Club

JOB TITLE: SR. DIRECTOR OF SALES - CLUB

FSLA STATUS: EXEMPT

DEPARTMENT: SALES

REPORTS TO: SVP, SALES

• Selling, Relationship, and Project Management
• Understanding Customer Needs - Uses knowledge of the customer to determine customer needs; Understands customer's strategic priorities, organization, processes, systems, and business operations. Execute regular customer business reviews achieving customer alignment.
• Reaching Agreement - Impacts and influences decisions. Can negotiate contract terms successfully with customers and bring contracts to signature. Manage pricing updates/changes effectively.
• Communication (written, oral, listening) - Uses listening, oral, and writing abilities to clearly convey messages effectively in a variety of settings, both internally and with the customer.
• Adaptability & Flexibility - Can change plans in the moment and make tactical adjustments appropriately. Remains calm and confident even in stressful situations.
• Building Trusting Relationships - Develops and maintains solid connections with key stakeholders both inside SunOpta and our Valued Customer. Uses these relationships to influence key decision makers.
• Customer Strategic Alignment
• Strategic Thinking & Problem Solving - Understands what information is necessary to make decisions decision. Considers various points of data and points of view collected from others and considers both long term and short impact of actions on choices made. Manages questions, conflicts, and problems well, particularly with the customer.
• Leverage capabilities across SunOpta - Communicates the capabilities of the division and the company to our customers. Recognizes when opportunities present themselves and knows how to capitalize on them for both SunOpta and the customer.
• Joint Business Planning - Develops a holistic, objective-driven, shared key account plan that helps grow the customer's and the SunOpta business. Makes sure the plan is well communicated to ensure successful implementation.
• Gains the knowledge of SunOpta and competitive landscape in the marketplace.
• Execution - Executes plans with customer effectively and efficiently.
• Results Focus & Accountability - Completes all necessary follow ups on commitments. Meets or exceeds business objectives. Takes personal responsibility for results.
  

• Bachelor's Degree in related field; MBA or Masters' Degree, preferred.
• 7-10 years of Key Account Management experience, preferably for a CPG food company within the Club Channel.
• Previous regional and corporate business relationship with Costco required.
  

• Strong Consumer Packaged Goods background in sales and customer management within the Club Channel.
• Experience negotiating customers contracts and has proven success closing deals.
• A proactive individual who can 'think on your feet' to make the necessary adjustments and deliver to plan.
• Project Management skills and technical sales experience a plus.
• Consumer-Centric Thinker - Superior understanding of Sales and Consumer Insights.
• Strong Leadership- critical that the candidate be able to assume additional responsibilities in the future which may include assignment scope expansion and promotion within the organization.
• Strong passion for driving results.
• Highly Creative Thinker: Does not accept the status quo.
• Experience in successfully acquiring and managing customers.
• Customer-centric Focus - places the customer at the center of everything he/she does.
• Understands core principles of Customer Management & developing Long-Term Partnerships.
• Strong Drive for Results.
• Highly Creative Thinker - does not accept status quo.
• Experience in successfully managing customers.
• Demonstrates ability to successfully acquire new customers.
• Management Skills - able to rally a team behind an initiative and ensure that all details are diligently managed from ideation to commercialization.
  

• Travel Expectation: Up to 50%.
• This position is either home-based in the great Seattle, WA area or based at SunOpta HQ in Minneapolis, MN.
• Relocation or international remote working arrangements (outside of the US) will not be considered.