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Director, Territory Sales

Company: Keurig Dr Pepper
Location: San Leandro
Posted on: January 13, 2022

Job Description:

Job Overview:A successful candidate is results-oriented, strategic thinker, able to develop and deliver their agenda. This leader must have a diverse background in Sales, Commercial and Marketing and have excellent relationship management skills with a proven track record of results in shopper/customer marketing. Broad understanding of the various Direct-Store-Delivery routes to market and/or B2C environment is critical to support the development of the KDP portfolio of brands with a laser-like focus on growth of our brands, business, and our people.
The Territory Sales Leader must excel in strategic planning and execution on a regional level while achieving Business Unit goals as well as broader KDP priorities. This individual sets direction for the team and creates proactive solutions to achieve these goals. This role will lead the creation and delivery of the business unit's long-term agenda and short-term activity plan while minimizing costs through an effective operating strategy.
This individual consistently demonstrates KDP values and competencies, builds a high-trust and high-performing culture. Critical also to the success of this role is the partnership they must create with the broader organization. This role will work closely and cross-functionally with the Sales Operations leadership team. The ability to influence senior leaders and cross-functional partners, such as Sales Operations, Sales Effectiveness, Supply Chain, National Sales Teams, Finance, Marketing, and HR, is critical as this role will be driving both strategic and executional direction for the Territory, Region and Business Unit while being mindful of KDP wide enterprise priorities and goals.
Accountabilities:

  • Lead, coach and develop team to deliver top-notch execution and achieve sales excellence
    • Drive decision-making that will lead to enhancements and process improvements
    • Leverage consumer insights to develop programs that will increase conversion at the point of purchase and measure the effectiveness of account-specific programs.
    • Build a high-performing team and build bench strength for future leadership roles - ability to identify top talent, provide ongoing coaching/feedback, manage dynamic change, identify training needs to enhance skill sets, and conduct career path discussions and progression planning.
    • Identify and reinforce positive leadership behaviors to drive change and raise the bar on performance.
    • Safety First focus with employees and customers
      • Grow Employee Engagement & Inclusion
        • Work with location leadership teams to ensure proactive, consistent approach to driving engagement and inclusion
        • Strategically partner with leadership team and recruiting to ensure the workforce represents our local communities
        • Encourage and support employees to engage in Employee Resource Groups
          • Set the strategic direction and vision for the Business Development and Customer Marketing Teams
            • Identify and drive cross-functional alignment behind priority channels and customers
            • Developing customer retention, retail execution and growth plans and strategies for developing profitable business with assigned accounts and territories.
            • Developing medium to long-range sales plans and preparing strategies to protect, grow, and diversify the relationship with a defined group of existing customers.
            • Leverage both data and knowledge of market landscape to drive customer acquisition
              • Collaboration/Alignment with Key Stakeholders
                • Work in close partnership with Territory sales operations leader to design and execute on strategic plans and customer service
                • Partner and effectively build relationships with Sales and Marketing leadership including, Packaged Beverages Immediate Consumption, Managed Services, Convenience, Brand Marketing, Category Management, Market Research and Finance.
                • Work closely with cross functional partners to identify potential business risks.
                • Identify and drive cross-functional alignment behind priority channels and customers, including supply chain and demand planning
                  • Continuous Improvement
                    • Lead the Sales teams and Business Development teams in their efforts to deliver a positive point of difference for our accounts.
                    • Leverage functional expertise, supplier/partner knowledge and industry information to drive thought leadership and assist business leaders with tackling pressing issues.
                    • Evaluate, streamline and create change to existing sales processes and tools. Lead and coach teams to increase productivity and efficiency on all projects.#IND3Requirements:
                      • 10+ years business/sales leadership experience in positions of increasing responsibility in senior-level positions
                      • Consumer Packaged Goods (CPG), B2C, Retail and Distribution experience a plus
                      • Successful experience in Customer Marketing and Category Management
                      • Experience with a frontline workforce in both union and non-union environments
                      • Data Analytics & Strategic Insights
                        • Leverages data, has a deep understanding of the customer/consumer and good judgment to develop a clear and coherent data driven strategy and insights
                        • Leverage relevant external insights (industry, category, brand, channel, consumer and account) to develop a strategic agenda that drives focus and results behind the KDP portfolio strategy
                        • Project Management - executing a project from start to finish ability to communicate long-term vision and shorter-term opportunities through clear & simple messages
                        • Judgment - Ability to proactively identify business opportunities and deliver innovative solutions to address business needs. Strong analytical rigor that drives results-orientation
                        • Influence - ability to leverage internal and external relationships to drive strategic agenda, alignment and capabilities development for team.Company Overview & EEO Statement:Keurig Dr Pepper (KDP) is a leading coffee and beverage company in North America with dual headquarters in Burlington, MA and Plano, TX, with annual revenue in excess of $11 billion. KDP holds leadership positions in soft drinks, specialty coffee and tea, water, juice and juice drinks and mixers, and markets the #1 single serve coffee brewing system in the U.S. The Company maintains an unrivaled distribution system that enables its portfolio of more than 125 owned, licensed and partner brands to be available nearly everywhere people shop and consume beverages. With a wide range of hot and cold beverages that meet virtually any consumer need, KDP key brands include Keurig -, Dr Pepper -, Green Mountain Coffee Roasters -, Canada Dry -, Snapple -, Bai -, Mott's - and The Original Donut Shop -. The Company employs more than 25,000 employees and operates more than 120 offices, manufacturing plants, warehouses and distribution centers across North America.
                          Benefits built for you: Our people are the heart of our business, which is why we offer robust benefits to support your health and wellness as well as your personal and financial well-being. We also provide employee programs designed to enhance your professional growth and development while ensuring you feel valued, inspired and appreciated at work.
                          Keurig Dr Pepper Inc. is an equal opportunity employer and affirmatively seeks diversity in its workforce. Keurig Dr Pepper Inc. recruits qualified applicants and advances in employment its employees without regard to race, color, religion, gender, sex, sexual orientation, gender identity, gender expression, age, disability, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law. EOE Minorities/Females/Protected Veterans/Disabled

Keywords: Keurig Dr Pepper, San Leandro , Director, Territory Sales, Executive , San Leandro, California

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