Director Sales & Business Development at United Natural Foods Inc in Logan Township, New Jersey

Job Description:

Purpose: 

The National Director of Independent Sales and Business Development will lead supply chain sales growth efforts with both current and new customers.  This will be accomplished by developing and executing a comprehensive growth strategy/plan inclusive of; current independent customers, potential independent affiliations, non-traditional business, new geographies, acquisitions and new categories/purchase concentration.  They will lead national accounts and new channel targeting, strategy development and the selling process.  This position will work collaboratively with the Region VP’s of Market Development and SVP’s of Sales and Ops.  The incumbent will coordinate the training, development and measurement of the IB sales and market development staff.   They will work to develop meaningful relationships with key current and potential customers as well as industry organizations such as IGA USA and NGA. 

Job Responsibilities:

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  Comprehensive growth strategy/plan- develops overall supply chain growth strategy/plan that leads to the accomplishment of both short and long term sales and market share goals.  This sales growth is expected to be $250 million annually.  This is accomplished by working with supply chain leadership along with the Region sales and market development staffs.  This position owns the overall growth plan and coordinates Region alignment and accountability to their portion of the plan.  This comprehensive plan is updated and validated on an annual basis.


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  Independent and Non-Traditional Affiliation process- will manage overall new business affiliation process utilizing the market planning tool/process (MPT) in coordination with the SV CRM Tool.  The process will lead to an aggressive coordinated effort in identifying opportunities, developing strategies, and implementing plans to affiliate new customers.  They will work in coordination with the region market development staff to accomplish overall supply chain affiliation goals.  ($250M annually)


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  National accounts and new channel sales- will lead national accounts and new channel targeting, strategy development and the selling process.  Will work collaboratively with regions, finance, procurement, logistics and IT to develop customer specific solutions and selling strategies.


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  Independent Formats, Franchises, Licenses- manages the development, strategy, market planning and deployment of formats, franchises and licenses that will drive independent growth.  Works closely with the Director, Consumer Marketing ensure Formats are aligned appropriately with markets and consumer segments.  Coordinates efforts with legal, finance, real estate, accounting and region based staff.


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  SV CRM Tool- manages the development, maintenance and execution of SV CRM.  SV CRM will assist the sales and business development staff in managing accounts and related merchandising and services program opportunities.  In addition, the SV CRM will assist in the performance measurement process for the supply chain sales and business development staff.  Works collaboratively with Finance/business analysis to operationalize the SV CRM tool and drive continuous improvement.


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  Sales Process (MSP)- They are responsible for the development, execution and training related to a consistent sales program.  They will oversee the communication and implementation of the process in the IB Business.


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  Sales Analysis Tools and Reporting- works closely with the Finance/sales analysis department to ensure appropriate tools and reports are available to most effectively analyze and understand sales trends.  Provide appropriate data to leadership and functional departments to enable a data based decision process.


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  Training and Development of Sales and Market Development staff- oversees the overall direction, development and training of all levels of the sales and market development staff.  Works closely with human resources, UNFI University and region VP’s to align responsibilities and accountability with training and measurement tools.


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  Competitive analysis and intelligence- is considered the supply chain expert on competitor initiatives and go-to-market strategies.  Ensure this intelligence is appropriately communicated to assist in sales retention and growth efforts.  Keep pulse on all competitive activity to enable a proactive approach to gaining wanted distribution business with independent and non-traditional customers.  Incorporate competitive information in our overall IB growth strategy.

Job Requirements:

 All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or protected veteran status. UNFI is an Equal Opportunity employer committed to creating an inclusive and respectful environment for all. - M/F/Veteran/Disability. VEVRAA Federal Contractor.