DSD General Manager - Henderson, NV

This General Manager position reports to an SVP Business Unit General Manager (BUGM) and will be responsible for leading a Direct Store Delivery (DSD) sales organization with ~$30 to $50 million in annual sales volume and ~100 to 120+ Company owned DSD Route Sales Representatives. This will include providing daily supervision and direction for 8-12 District Sales Managers (DSMs), that are each responsible for a Depot/Branch that typically has 10 to15 unionized Route Sales Representatives/Box Truck Drivers (RSRs).

• Grow sales profitably in assigned accounts. HUNT for opportunities, SELL solutions, and MEASURE results!

   

• Achieve Promotional Display targets to support our sales programs and motivate the DSMs and RSRs to sell for additional perimeter locations.

   

• Manage Key Performance Indicators (net revenue management, safety, etc.).

   

• Assist in attracting, recruiting, interviewing, selection, and training of new DSMs and RSRs.

   

• Train, motivate, coach, and mentor DSMs and RSRs so that they can become promotable by producing superior results.

   

• Minimize Returns (control stale) by ensuring proper product placement orders, and communicating with the bakeries and supply chain to ensure product quality and proper order flow.

   

• Enhance Business Unit performance through use of technology to aid in Fact Based Selling Initiatives by capitalizing on the data exchange from hand-held computers, sales forecasting software programs, spreadsheet analysis, and retail syndicated data (IRI).

   

• Develop a strong working relationship with the entire Sales organization (DSMs, RSRs, Merchandisers in the field, and National Account Team Leaders) to ensure that sales and marketing programs are understood and communicated properly with all employees and are aligned with the corporate strategy and direction.

   

• Be a great listener so that you can understand the Key Account sales problems and quickly address key account complaints. Be proactive. Think ahead to avoid potential problems.

   

• Develop and take ownership of customer relationships and establish world class Customer Service standards.

   

• Drive and sell the implementation of Company and Key Account sales programs, marketing strategies, and merchandising programs.

   

• Monitor use and controls of route sales and support labor such as fleet mechanics, loaders, receivers, and building maintenance.

   

• Provide leadership and ownership for organization’s success in Business Unit and for future Change initiatives.

   

• Build, lead, drive and communicate SAFETY initiatives to all employees.

   

• Ensure market knowledge of competitor’s programs and consumer habits.

   

• Ensure that accounts are maintained by following ethical and legal business practices.

   

• Expand and complete regular business reports as required to “Keep score, and win."

   

Education and On-the-Job Management Experience Required

• A completed four year college degree is required (an MBA is greatly preferred). In very rare instances this educational requirement may be waived if expert computer proficiency and extensive years of management experience of superior Direct Store Delivery (DSD) results have been achieved.

   

• MUST HAVE an expert knowledge and understanding of Direct Store Delivery (DSD), how the product is merchandised into the stores, and the potential supply chain problems associated with perishable products.

   

• MUST HAVE 3 or more years experience supervising and managing a team of more than 75 DSD employees. This is includes managing 5 or more Branch/Depot Managers (over 75+ Route Sales Reps/Drivers). Experience with a unionized workforce is a significant plus.

   

• MUST HAVE a strong understanding of the Retail, Convenience Store, and Grocery Industries, including retail practices, procedures, and mass merchandising.

   

• MUST HAVE 8 or more years of fact-based selling experience that includes utilizing IRI and other syndicated retail data in PowerPoint presentations.

   

• MUST BE very computer proficient, and near expert in utilizing Microsoft Office software (Excel, PowerPoint, and Word).

   

• MUST HAVE 5 or more years of Regional Account Sales experience from within a consumer packaged goods/food/beverage DSD (Direct Store Delivery) company.

   

• MUST be comfortable with and excel at giving verbal presentations in front of key account customer executives.

   

• Experience with cake and/or perishable bread products is a significant plus (products with a short shelf life).

   

• MUST know how to manage operational efficiencies with a demonstrated ability to read, analyze and use business reports to determine if policies, processes and strategies are followed and effective.

   

• MUST HAVE an expert knowledge of Supply Chain Fundamentals with an understanding of the overall supply chain to effectively make and enhance business decisions.

   

• MUST HAVE effective experience at planning and organizing workflow for a team of 50+ employees and be able to provide them with direction and leadership.

   

• Excellent Project Management skills with the ability to manage and measure progresses for implemented plans and programs within the profit center.

   

• MUST be a Self Starter with the ability to develop the position and identify new opportunities for driving account management.

   

• Ability to serve as a Change Agent. Someone that is Adept at dealing with change and responding in resourceful productive manner.

   

• Willing to travel 3 to 4 days per week within the assigned territories.