Director of Sales- Grocery

Mission Statement:

We are Black Rifle Coffee Company, a veteran-founded company serving premium, fresh-roasted coffee to people who love America.  We have a love for coffee, dogs, the outdoors, America, and most importantly, our customers!  We are more than a product and more than a company; we are a culture.  A culture full of motivated people who roll up their sleeves and get the job done with integrity, love, innovation, and radical transparency.  Join us as we take action on our commitment to provide quality coffee and give back to the veteran and first responder communities and those who support it.

Job Summary

Reporting into the VP Sales Strategy & Emerging Markets, the Director of Sales- Grocery is responsible for supporting the overall productivity and effectiveness of the sales organization, fostering close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success. He / She will provide analytical input into the overarching strategy that allows for BRCC packaged coffee and Ready to Drink products to compatibly coexist across all channels. The successful candidate will highlight a proven track record of generating Insights into action all while providing the sales teams with the tools for optimal in-market excellence. Accountabilities include supporting a cross-channel go to market strategy that enables profitable business expansion via net revenue, gross margin, market share, merchandising and distribution targets, while allowing every channel to thrive. Mission critical execution will be driven through a team of Sales, Sales Strategy, Category and Customer Insights Leaders as a key member of the Revenue Generation team.

Job Details

Leadership & Functional Responsibilities:

• Performance Delivery: providing necessary tools that to support the mutli-year Category Growth Vision for all Revenue channels: FDM, Club, eCOM, Specialty, & DTC channels to ensure delivery of Net Revenue Growth, Margin, Distribution and Market Share objectives. 

• Customer Development: Organizing Sales, Revenue Growth and Category / Customer Insight resources, translating BRCC opportunity into retailer specific category growth plans while helping scoping out the sales executional strategies for the future.  Critical liaison between Internal Stakeholders (Marketing, Sales, Demand Planning, Executive Leadership Team) and External Retail Partners to build the successful roadmap to mutual revenue delivery and growth objectives enabling BRCC to be a trusted growth partner.

• Trade Marketing - Foundational Planning: Providing analytical research that ultimately helps shape, establish, embed, and translate sales fundamentals into:
  • Brand Portfolio Strategy & Customer Integration Plans
  • Sales Fundamentals Toolkits and Target Deployment
  • Next Best Item Lists (to include innovation / new items)
  • Gap Fill and Opportunity Management
  • Monitoring the market and competitive activity
  • Promotional Deployment, Scorecarding and Optimization
  • Format (Channel) Specific Market Analysis

• Cross Functional Leadership: Breaking down silos and collaborating with cross functional partners to provide critical customer input, acting as the voice of the retailer back into the business around translating marketing strategies and activity sets into retailer category growth strategies.  Provide regular, accurate, clear and concise view of the business metrics and roadmap for future growth to Sales Leadership Team. 
• Being a High Performing Member of a High Performing Team: Productively influencing cross functionally.  Create and implementing new and/or innovative ways to sell, merchandise and market our products and thrive in a fast-paced environment with a great deal of freedom and a high sense of responsibility. Fostering an organization of continuous process improvement Exhibiting BRCC Core Values is a must.

Education and Skill Requirements

• Bachelor’s degree in marketing, business administration or a relevant field
• 7+ year career encompassing roles of increasing levels of responsibility culminating in an equivalent leadership level position.
• Excellent negotiation and leadership skills
• A big picture, strategic approach to business coupled with a tactical, hands-on style and the natural ability to showcase both qualities.
• Proficiency in data analysis tools and software such as Microsoft Office Suite
• Strong analytical skills and working knowledge of syndicated data. 
• A collaborative, engaging, and goal oriented leadership style that fosters the team’s creativity while maintaining high standards and levels of accountability.
• Sound financial acumen with expertise in estimating, budgeting and financial planning..
• Ability to work across and relate to all levels of an organization internally to enhance the overall success of the company strategy, providing thought leadership beyond the development arena.
• Ability to travel up to 30% of the time.

Position Type/Expected Hours of Work/Physical Requirements

This is a full-time position and may require long hours and may require weekend and nights work per events

• While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone keyboard reach, stoop kneel to install computer equipment
• Specific vision abilities required by this job include close vision requirements due to computer work
• Light to moderate lifting is required
• Ability to uphold the stress of traveling
• Regular, predictable attendance is required; including quarter-driven hours as business demands dictate.
• Moderate noise (i.e. business office with computers, phone, and printers, light traffic).

Other Duties    

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.