Position location: Chicago, IL
Candidates can be based anywhere in the Central Region, with a preference for Chicago/Dallas, and must be willing to travel whenever necessary.
Company Background:
ONE Brands, formerly OhYeah! Nutrition, was founded in 1999 by Ron McAfee, a pioneer and leader in the protein category. Historically, OhYeah focused on the nutrition space, offering protein shakes, powders and supplements. In late 2015, OhYeah launched their newest innovation – the ONE Bar. In just 12 months, ONE Bar exploded onto the marketplace, amassing a huge following despite limited distribution. The launch of the ONE Birthday Cake Bar sealed the deal on ONE’s position as a leading better-for-you indulgent protein snack, touting superior taste and texture.
Since then, OhYeah rebranded to ONE Brands, continued to innovate into new flavors and recently launched ONE PLANT, a plant-protein based bar. ONE has been the fastest-growing protein bar in the category for the last year and has continued to increase awareness, distribution and household penetration nationally. In October 2019, ONE Brands was acquired by the Hershey Company and yet maintains offices in Charlotte, NC and Boulder, CO. ONE Brands is focused on proving that guilt-free indulgence is possible, offering high protein and low sugar products that deliver on amazing taste and texture.
Summary of major duties:
- Lead development and execution of annual Business Plans for assigned conventional grocery customers in the Central region.
- Direct the development of annual account business plans; strategy, tactics (new products, distribution, shelving and merchandising). Establish trade promotion plans and generate the annual customer promo calendar while staying within approved trade budget.
- Conduct quarterly business reviews with customers, identify opportunities to fulfill customer objectives, and recommend changes to the promotional planner that will achieve targets at the assigned trade budget.
- Collaborate with Marketing on developing solutions and products that appeal to the conventional grocery channel.
- Provide regular, formal updates to the Senior Leadership Team on key retailers. Own the key distributor relationships on behalf of ONE Brands. Work closely with Sales Strategy to review and interpret IRI data.
- Establish specific sales and merchandising objectives and achieve those sales targets with end-to-end visibility from supply to fulfillment.
- Develop ongoing tracking and assessment of all activities, setting objectives at all levels.
- Work closely with Sales Analysis for ongoing reporting of internal sales data as well as IRI data to monitor customer performance.
- Provide timely and accurate forecasts of volume and trade spend; develop promotional plans for a set of customers and create corresponding forecast.
- Champion of Broker/Partner Team Development (training, orientation, coaching, motivation); manage performance and monitor progress vs. plan with regards to volumes, budgets, spending, MBO’s, etc. Direct and participate in the Quarterly Broker Review Meetings and provide input into preparation of Broker selling tools. Conduct periodic business updates with brokers to educate on new initiatives or products, provides selling tools and targeted accounts.
- Schedule, conduct and participate in national account customer meetings to educate, inform, and build capabilities on selling the brand.
- Responsible for directing all programs driven through distributor management and relationships with guidance from the Sr. Vice President of Sales.
- Support the execution and management of national account budgets, sales expenses, T&E, and reporting.
- Penetrate customer’s key decision makers, understand their business model and key initiatives to meet customer needs and business objectives. As appropriate, bring in Senior leadership to align with customer strategically.
- Work closely with cross-functional team to establish and implement successful customer programs to profitably increase product availability and points of distribution.
Minimum Education and Experience Requirements:
- Bachelor’s degree (BA/BS) or equivalent.
- Candidates must have demonstrated experience managing top tier conventional grocery customers throughout the Central Region.
- Must have demonstrated experience tightly managing brokers and distributors, including UNFI, KeHE, etc. and have experience working with key Regional DSD distributors throughout the region.
- Must have a foundation in fact-based sales, be financially astute and have strong analytical capabilities.
- Location: Candidates can be based anywhere in the Central Region, with a preference for Chicago/Dallas, and must be willing to travel whenever necessary.
- Cultural fit is an absolute must – the right candidate will be willing to “roll up their sleeves” and get the job done.
- At least seven years sales experience in the food and beverage industry.
- Minimum 3-5 years conventional grocery channel account management experience.
- Capable in both the strategic aspects and the hands-on execution of the day-to-day elements of building a brand.
- Excellent team player
- Excellent skills in presentation, negotiation, analysis, customer service, selling, communication, organization.
- Proficient computer skills, specifically in MS Office applications
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