Sr. Director of Sales, Mass & Club

Are you hungry to innovate? To do things differently? To work with a company that’s real, thoughtful and very forward-thinking?

Meet Riverside. We are an organic, better for you snack company, manufacturing award-winning, nutritious, allergen-free snacks.

Your kids know us as MadeGood, tasty school-safe snacks. Your buddies on the go grab our GOOD TO GO delicious and nutritious snacks.

At Riverside, we make delicious snacks that are good in every way. From our ingredients to our manufacturing practices, we’ve raised every bar on every aspect.

We’re friendly and focused on creating foods that are good for you and good to the planet as well. Riverside Natural Foods is B-Corp certified, Triple-Bottom Line, Zero Waste, and Canadian owned and operated.

You can learn more about us at www.riversidenaturalfoods.com

We continue to grow and today are looking for a committed, talented, star to join our team as our Sr. Director of Sales, Mass & Club.

Position Summary / Objective :

The Senior Director of Sales, Mass & Club will lead a team of Strategic Account Managers that have direct responsibility for retail customers across the Club & Mass channels for the MadeGood brand for Riverside.

This role will center around leading and developing a high-performing team to lead and execute sales strategy across the Mass & Club Channel in the US market.

Focus is on developing relationships with customer key decision makers, execution of HQ strategies, ensuring quick speed-to-market on innovation, and prudent spend of financial resources, all of which will help continue to build out a long-term sustainable US business.

This role is in a fast-paced, creative environment; it offers an opportunity to be part of building a rapidly growing business, while actively contributing towards strategy and execution.

This role is on the US Commercial team, reporting directly to the Vice President Commercial, US and based in our Chicago office (hybrid, 3 days / week).

Responsibilities include :

• Demonstrates and upholds Riverside’s Core Values : Teamwork, Ownership, Respect, Humility, Grit, Adaptability, & Fun
• Foster a positive team atmosphere, creating highly engaged, initiative-taking TEAM members.
• Be hands-on with Strategic Account Managers : actively engage with customer meetings, attend retail work-withs, co-develop priorities, coach on annual planning, provide necessary training on sales / business acumen.

Develop and establish new best practices / processes to be implemented and can scale with business growth.

Help to establish RESPECT and confidence with customers. Build and strengthen relationships across customers, brokers, and distributor partners.

Create win-win scenarios with a growing business and partner with retailers in a way that is consistent with the Riverside core values.

• Take OWNERSHIP to help team develop plans and strategies to meet or exceed the company’s annual financial and consumption targets.
• Compile and review quantitative sales data and react rapidly to changing trends or new competitive threats and opportunities.

Analyzes data to identify trends and opportunities, with a particular focus on sales driven metrics such as distribution, shelving, merchandising & pricing.

• Ensure Strategic Account Managers execute against planning tactics of :
• Distribution : Utilize Priority Ranking List to close / expand distribution on core voids.
• Shelving : Work Closely with Category Management team to understand best shelving principles to share with retailers
• Merchandising : Help account managers create merchandising and promotional programs with retailers that complement RNF strategies, tactics, and programs
• Pricing : Assist team in collaborating with retailers on pricing guidelines & guardrails as communicated through Sales Planning & Strategy (on everyday pricing and promoted).
• Identify opportunities to move customers from indirect purchasing to direct shipment customers. Help Riverside team develop transition plans.
• Ensure team presents all Innovation in a timely manner, creating plans for quick speed-to-market.
• Assist team in effectively managing trade spend against assigned trade budgets. Maximize trade effectiveness. Oversee team in following trade compliance and deduction processes.
• Be highly engaged with Sales Planning & Strategy team to help support Strategic Account Managers in development and execution of annual customer plans.
• Work with team to effectively manage forecasting on an accurate and consistent basis.
• Works with Sales Planning & Strategy Team and field sales to assess risk and drive profitable growth on existing customers;

scopes out and identifies opportunities with new customers.

• Partners with Sales Planning and Strategy team to coordinates and leads Monthly / Quarterly Business Reviews
• Keeps the work atmosphere FUN by keeping it light and welcoming
• Other responsibilities as assigned
• Represent Riverside Natural Foods at key trade shows, industry / consumer events.
• Travel required 20-30% +

Education & Qualifications

• BA / BS required (Business Administration, Marketing, or similar discipline).
• 10+ years of experience in CPG, with roles in both field sales and in headquarter sales planning preferred
• Strong understanding of consumer-packaged goods industry, Mass & Club channels, and account-specific marketing
• Must have strong understanding of cross-functional roles and how to partner with them (marketing, finance, operations, category management, trade marketing, sales planning etc.)
• Has knowledge of trade marketing, programming, and trade spending as well as experience with a broad base of retail customers (chain and wholesaler)
• Has managed and coached others. Has experience with hiring, conducting performance reviews, creating performance plans, and termination of employees.
• Has previously had account management responsibilities for Costco, Walmart & Target and directly sold to them.

Skills and Abilities

• An excellent communicator who thrives in a fast-paced environment. Excellent written and verbal communication skills.
• Great coach, with a strong ability to teach others new processes across different mediums. Embraces continuous learning and open to constructive feedback
• Comfortable with change and highly adaptable. Self-starter, entrepreneurial, and highly motivated. Strong ability to deal with ambiguity.
• Strong ability to navigate business financials, strong analytics background and comfortable working with a wide range of data sources.
• Strong in planning, facilitation, problem analysis, decision making, and solution oriented.
• Detailed thinker and ability to influence internally and externally.
• TEAM player with a positive attitude. PASSIONATE , with a desire to learn and collaborate.
• Exceptional time management and organizational skills, self-starter with a high level of initiative and ADAPTABILITY
• Demonstrates HUMILITY throughout the company daily
• Aptitude to exhibit, RESPECT and protect Riverside’s Core Values in a changing environment
• A dependable leader with strong collaboration, sensitivity, objectivity, and integrity.
• Proficient computer knowledge : Microsoft Office, Work, Excel, PowerPoint, Outlook, etc.

Reporting Relationships

The Sr. Director of Sales, Mass & Club reports to the Vice President Commercial, US

What We Offer :

• RRSP matching or IRA matching for an empowered financial journey
• Join Employee-Led Resource Groups (ERGs) championing mental health, sustainability, diversity, women, and LGBTQ+ rights
• Develop your career further through our Riverside University program and with our Tuition Reimbursement Program
• An open concept work environment that embodies our Values

How to Apply :

If you have the commitment to excellence, the energy, the attitude and experience we need, then please submit your resume to careers(AT)riversidenaturals.

com with the subject line Sr. Director of Sales, Mass & Club or click the apply button!

Riverside Natural Foods is committed to providing an inclusive and accessible environment for everyone. If you have a disability and require accommodation in the interview process, please let us know when you apply.

We thank all applicants for their interest; however, due to volume, please note that only candidates selected for an interview will be contacted.

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