About ALOHA
ALOHA is an employee-owned, organic, plant-based food and beverage company that is seeking a charismatic, high-energy, accomplished, sales manager to extend both the brand’s reach the brand’s relevance in physical retail accounts. Building off the company’s #1 fastest growing plant-based protein bar results over multiple years, the Candidate must be a self-starter with a passion for winning. Candidate must have a strong track record of success at brand- centric, food & beverage companies and be passionate about meeting stretch objectives.
As part of a remote-based Company, this person has a proven track record of delivering results and operates with a high level of accountability and transparency. This candidate is collaborative, willing, and able to wear multiple hats and can flourish in a fast-paced environment. This person is self-motivated, proactive, and desires to be in a consumer-oriented, entrepreneurial environment. A passion for health and wellness is a must! ALOHA is committed to creating an inclusive environment where diverse voices are active and welcomed in all aspects of our business and team.
As a Certified B-Corp and Certified Climate Neutral, we are a passionate team on a mission to provide delicious, plant-based food to all while fostering a company that sustainably wins on both business and brand metrics. All employees become shareholders in the company and share an “owner/operator” mentality. Benefits include salary/bonus, company equity, health insurance, paid time off, opportunities to volunteer, and a fun and collaborative remote-based environment!
Responsibilities
Drive Topline Sales Revenue
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Achieve budgeted goals for key customers in areas of focus, namely Eastern grocery, regional customers and distributors. This would specifically include Ahold banners, Wakefern, Fresh Market, Market Basket, Giant Eagle, Earthfare, Lowes/Ingles and other East Coast retailers
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Partner with broader Sales team to provide support for National chains to drive greater execution: examples include Albertsons/Kroger banners, Walmart & Target regions, etc.
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Strategically grow and develop existing customer base through differentiated partnership mentality including strong trade promotional strategy & analysis, winning merchandising and display sell-in, and accretive holistic customer development that allows Aloha to achieve a disproportionate share of mind from Buyers and Distributors alike
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Motivate and lead Broker partners to deliver outstanding results
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Work closely with the Finance team to manage customer P&L, both direct and the broader
distributor dynamics of accounts, including promo execution and demand planning
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Build an accurate product forecast for customers, both direct and indirect, in partnership with Supply Chain and Finance teams
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Identify new opportunities to secure additional profitable customers / outlets, including discovering opportunities across new channels utilizing P&L analysis as well as competitively- dynamic and courageous salesmanship
Manage Investment Spending and Drive Promotional Effectiveness
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Leverage holistic financial tools to plan trade promotions, review performance, and continuously improve lift with each proceeding activation period
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Secure in-store (feature/display) and high-quality merchandising/trial/awareness opportunities in key accounts at key consumer time periods to maximize brand awareness and sales lift
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Partner with Digital Sales & Brand Marketing teammates to organize thoughtful omnichannel shopper marketing for top customers with a modern, digitally-savvy lens
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Work with the Finance team to evaluate customer specific activations, manage slotting and/or any other investment criteria, understanding the top-line and bottom-line impact of those decisions
Business Relationships & Communication
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Passionately build customer relationships, winning more than our fair share of their mind and attention. Make Aloha the preferred vendor-partner of Buyers across the country
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Build and deliver sales presentations to customers, often in coordination with the broker/distributor partners
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Regularly update and communicate progress with cross-functional team, share successes and opportunities with equal transparency
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Demonstrate maturity and executive polish as this role is actively engaged with the CEO and key members of the Board of Directors to continue pushing Retail acceleration
Provide Monthly Sales Analytics and Category Management Insights
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Leverage SPINS and syndicated data for monthly business overview / snapshot for focus customers. Proactively provide insights to key constituents, internal and external. Be action- oriented and have a problem-solving focus (“what, so what, now what?)
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Incorporate digital trends and cross channel insights, leveraging the digitally-centric Aloha native strengths with a modern viewpoint for the role of Retail in the consumer purchase decision tree
Skills
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5-10+ years experience in Retail Natural & Grocery Channels with direct key account or sales region management responsibility
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Bachelor’s degree required. Areas of focus in Business or a related field preferred
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Prior sales experience with small / midsized entrepreneurial company preferred (e.g. revenue
under $150 million)
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Established industry relationships and demonstrated success working with key retailers along with the leading brokers and distributors (UNFI, KeHE) servicing a number of retailers
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Prior experience in operating with a lean, efficient team, appropriate to size/scope of business, and utilizing appropriate systems to support strong business growth
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Key leadership characteristics: integrity, leadership/drive for results, collaborative, flexible, strong communicator, player/coach mentality with willingness to roll up sleeves and get into the weeds
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Experience utilizing SPINS, Nielsen and/or IRI. Understands how “relevant data” plays a key role in underpinning business decisions, especially in competitive categories. Strong proficiency in Excel, Powerpoint, MS Office products
About You
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You are scrappy and enjoy the paradoxical challenge that can be the combination of analytical and creative problem-solving
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You embrace the risks needed to question the dominant paradigm and are up for trying something new
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You play as hard as you work, and thrive operating in fast-moving, nimble organizations
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You believe doubling a business year over year to be considered as the goal each and every year
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You can appreciate the environment of a challenger-brand company (competing against the category’s biggest) and embrace the opportunity to truly make a difference at both a strategic/high and “in the weeds”/low level depending on what the business needs require
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Personality profile to fit into a self-starter, entrepreneurial culture that requires teamwork and significant interaction with employees at all levels
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You believe in the power of teamwork. You lead with a “we” mindset and, as a shareholder yourself, have enough pride in not letting the team down and going “above and beyond”
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