Senior Sales Manager - Global Duty-Free Travel Retail

Scope of Responsibilities

In this role, you will lead the expansion of the Ghirardelli Duty-Free Travel Retail business in the specified regions and achieve / outperform annual objectives (Net Revenue, Profitability and Fair Market Share).

You will develop and implement strategies designed to deliver the Ghirardelli Game Plan by setting the mid to long term strategic direction and growth aspirations for Global Duty-Free Travel Retail.

The key focus of this role is on building the Ghirardelli brand in a profitable and sustainable way across the Americas (Central / South), APAC and Middle East Regions.

The Global Duty-Free TR Senior Manager will work closely with key customers and cross functional partners to develop, align, and implement strategies for Global Duty Free.

In addition, The Global Duty-Free TR Senior Manager will work closely with internal cross functional partners on Route to Market, 5yr supply plan to support growth ambitions, product & packaging development, .

com, promotional plans, merchandising, Cap-Ex investment, gross profit improvement, forecasting and pricing.

This role requires a high degree of leadership skills, ability to influence, create and maintain positive working relationships.

This role will also require a strong entrepreneurial spirit and persistence. The individual in this role will be the champion of the Ghirardelli premium brand name with key customers, enhancing the Ghirardelli premium image through appropriate pricing and promotional activities.

SUPERVISION :

May oversee the work of others, setting objectives and priorities, assigning and evaluating work, providing training and development.

Deliver Sales Controllables

• Achieve NTS sales budget
• Achieve in-store presence objectives
• Spend trade funds within budget and ensure efficiency through ROI analysis

Develop Customers

• Penetrate key customers and understand Ghirardelli business development opportunities at each customer
• Understand customer timelines and requirements : proactively and constructively work back through the Ghirardelli cross functional teams to ensure alignment & success
• Create long term business relationships and foster a sustainable competitive advantage for Ghirardelli
• Develop strong team partnerships with our brokers and align them to the Ghirardelli Game Plan

Be a Leader within the Company

• Demonstrate passion, commitment, and integrity in all activities
• Treat confidential information as such
• Take both a top-line and bottom-line perspective on all issues
• Collaborate effectively across all functions
• Sell, Live, Demonstrate and Protect the Premium-ness of our Products
• Build the Ghirardelli Brand Equity by demonstrating quality in everything you do

Achieve MAPS Objectives

Assortment :

• Develop and execute assortment reviews for key customers
• Develop ongoing distribution objectives for customer and / or broker teams.
• Develop and execute new item presentations to meet current and future objectives
• Increase distribution of Ghirardelli and improve ACV of existing distribution.
• Forecast all new item changes vs. budget on a monthly and more frequent basis when needed.

Promotion / Pricing :

• Plan and implement promotional plans with key accounts
• Price point management vs. objectives which includes price change implementation as needed
• Develop selling tools for all brokers and distributor representatives
• Ensure accurate monthly forecast for all promotional and non-promotional volumes
• Track all key initiatives on a timely basis
• Manage both trade, non-trade, and CP funds to meet financial goals
• Work with broker analysts to maintain all deductions less than 60 days

In-Store / Online Excellence :

Work with both brokered and Ghirardelli retail sales teams : Planogram development and adherence to match Ghirardelli goalsAll Ghirardelli products merchandised together (Premium portfolio blocks)Establish monthly goals / actions to deliver excellent in-store conditionsEnsure proper POS is utilized and in place

Other Responsibilities :

• Report sales and prepare category reviews / business reviews for key accounts as needed
• Travel to each broker office as needed
• Collect competitive activity on an ongoing basis and be a category expert for customers / brokers
• Be prepared for Ad Hoc tasks and projects helping internal resources on existing product analysis and new product launches

Our Company / Job Summary

At Ghirardelli, we’re on a mission to become a one billion dollar brand and beyond. We want to be every consumer’s first choice of premium chocolate, and we believe we can do that through our products and the way we do business, which are all inspired by our brand commitment to Making Life A Bite Better.

We are a company committed to both personal and professional growth and believe that each employee contributes directly to Ghirardelli's growth and success.

Specific Knowledge & Skills

Essential Functions of the Job

• Strong oral and written communication skills
• Experience with forecasting and promotional planning / deduction management systems
• Ability to analyze promotional spend and adjust to increase ROI for Ghirardelli
• Demonstrated ability in public speaking and making effective customer presentations
• High level of follow-up, availability, and responsiveness to internal and external partners.
• Good organizational and time management skills
• Strong analytical and computer skills (MS Office Suite)
• Exhibit high level of focus and account penetration
• Extensive knowledge and experience with channel and / or customers are highly desired

Education & Experience

• BA / BS Degree Required with a minimum of 7 years of direct selling and / or broker sales experience
• Strong knowledge of the target region and its markets
• Proven track record of success building Duty Free business with DFS Group and Dufry AG

Physical, Mental & Environmental Requirements

• Travel on average 30% of the time
• Ability to travel to various locations across the domestically and internationally when needed
• Works out of home office and / or broker offices as needed
• Rare to Occasional ability to lift and carry up to 50 pounds*
• Occasional to Constant Repetitive Fine Manipulation (keyboarding, ten key, writing) *
• Rare to Occasional Simple Grasping*
• Occasional to Frequent Sitting*
• Occasional to Frequent Walking
• Occasional twisting of the neck and waist
• Rare to Occasional Reaching at or below the Shoulder level
• Occasional to Frequent usage of verbal communication equipment (phone, radio, cellular) *
• Rare to occasional squatting (filing & retrieving files)

Salary : $140k - $170k (dependent on experience and location)