Director, Kroger
Ferrara Pan Candy Co., Inc.

Job Location: Cincinnati

Want to make an impact?

Reporting directly to the VP of Grocery, the Director of Kroger will develop and execute sales strategies to drive profitable revenue growth at Kroger across Confections, Seasonal and Fruit Snack categories. The ideal candidate will have extensive experience in sales leadership with a proven track record of success in the consumer packaged goods (CPG) industry. This role requires a strategic leader with experience in managing key accounts, driving category growth, and working collaboratively with cross-functional teams including Marketing, Finance, and Supply Chain. This individual will manage a team of three direct reports, ensuring that sales objectives are met or exceeded through effective forecasting, trade management, joint business planning (JBP), and strong retailer partnerships.

Ways you will make a difference

Sales Leadership

• Own and drive the sales strategy for Kroger across the Confections, Seasonal, and Fruit Snacks categories.
• Lead, mentor, and develop a team of three direct reports, setting clear objectives and ensuring accountability.
• Manage the P&L for the business unit, ensuring profitable growth while achieving sales targets.

Forecasting & Planning

• Develop and manage accurate sales forecasts to support demand planning and production.
• Lead the Kroger joint business planning process, aligning both short-term and long-term strategic goals with Kroger's priorities.
• Drive internal alignment on volume and financial projections with cross-functional teams.

Trade Management

• Lead trade spend management to maximize ROI and ensure compliance with the company's trade policies.
• Collaborate with the internal finance team to optimize trade spending and deliver budgeted margins.
• Analyze trade effectiveness to identify opportunities for growth and improved performance.
• Lead team through negotiations including contracts and pricing.

Joint Business Planning (JBP)

• Collaborate with Kroger on the development and execution of Joint Business Plans that align with both companies' strategic objectives.
• Foster strong partnerships with Kroger's key decision-makers to influence category growth initiatives.
• Monitor and adjust business plans to ensure continued alignment with evolving market and customer needs.
• Address and resolve customer issues and concerns promptly and effectively.

Market & Customer Insights

• Stay ahead of market trends, competitive activity, and customer insights to inform sales strategy and execution.
• Provide thought leadership on category and shopper trends, influencing innovation and in-store execution plans.
• Leverage data-driven insights to identify growth opportunities within the confections, seasonal, and fruit snacks categories.

Collaboration

• Work closely with internal Marketing, Category Management, Supply Chain, and Finance teams to ensure alignment on go-to-market strategies.
• Ensure effective communication and collaboration between the sales team and cross-functional partners.

Sales Operations

• Oversee the development and execution of annual sales plan
• Monitor and analyze sales performance metrics and adjust strategies as needed to meet objectives
  

Skills that will make you successful

• Strong strategic thinking and problem solving abilities
• Excellent leadership and team management skills
• Strong track record of successfully collaborating with other functional teams
• Executive presence and comfort around sharing vision/strategies with senior management
• Strong ownership for results and how those results are achieved for the team
• Superior negotiation and communication skills
• Financial acumen and budget management skills
• Ability to build and maintain strong customer relationships
  

Experiences that will support your success

• Bachelor's degree required. MBA or equivalent advanced degree a plus
• Minimum of 10 years of progressive sales experience in the CPG industry
• Proven track record of success in managing sales in large retail accounts, particularly Kroger, with demonstrated success in driving profitable growth.
• Expertise in Joint Business Planning (JBP) with major retailers.
• Track-record of building and developing high-performing teams
• Ability to travel to meet with customers, industry events and visit company headquarters
  

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