Sales Director – Office Channel
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Job Description
Sales Director for Costa Coffee focusing on building presence and driving sales in Office Coffee. Responsible for managing national accounts and leading a sales team towards ambitious targets.
Responsibilities:
- Build a Costa presence in the Office Coffee space.
- Negotiate contracts with Compass, Aramark and Sodexo, and their respective GPOs using the Coca-Cola sales team as partners in the process.
- Manages against these contracts to deliver sales results that outgrow the category 3x and establishes a clear pathway to be the Nations number 2 coffee brand.
- Develop and convert a sales pipeline in the Office Coffee Channel that delivers annual sales and OI targets for Costa US AFH.
- Manage all channels for the Big 3 National Accounts, eg. Healthcare, Education and Office Coffee as well as the OCS channel.
- Identify and qualify potential distributors for OCS via a geographic based test and then rolling out across the US.
- Work with Finance on the commercial deals to unlock these new channels, refining the existing structure to balance profit with pace.
- Build the OCS ‘platform’ working with the GM, Marketing and Finance and the Distributors.
- Lead a team of direct reports who manage geographic regions and represent the brand with regional contacts and large Customers.
Requirements:
- Bachelor's degree in Business Administration, Marketing, or related field.
- Minimum of 5 years of experience in sales, account management, or business development roles within the coffee industry or related FMCG (Fast Moving Consumer Goods) industry.
- Knowledge of the Hotel/Lodging or office coffee channels would be a distinct advantage.
- A highly entrepreneurial spirit evidenced by driving growth in an agile and leanly resourced business will be key to success.
- Proven track record of success in achieving and exceeding sales targets, driving revenue growth, and building strong relationships with key accounts.
- Deep understanding of the coffee market landscape, including knowledge of industry trends, customer preferences, and competitive dynamics.
- Strong negotiation, communication, and interpersonal skills, with the ability to effectively influence and collaborate with internal and external stakeholders at all levels.
- Strategic thinker with strong analytical and problem-solving abilities, capable of developing and executing complex sales plans and initiatives.
- Ability to work independently, prioritize tasks, and manage multiple projects simultaneously in a fast-paced environment.
- Willingness to travel (~25%) nationally as needed to meet with key accounts, attend industry events, and represent the company.
Benefits:
- 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.
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