Director, Sales - Natural Channel

At Beyond Meat, we are focused on raising the bar on talent. We are dedicated to shaping an inclusive culture that drives excellence, innovation, and results by enabling talent acceleration and development, engagement, and the best employee experience.  

ABOUT THIS ROLE 

The Director – Natural Channel will be responsible for selling & executing key Beyond Meat strategies with the goal of hitting revenue & profit growth targets at a set group of retailers based in the US. You will be equipped with a set trade-spend budget to drive these strategies & growth. You will also leverage brokers, distributors, & other key partners to maximize the impact across your customers. 

A successful Director – Natural Channel deeply understands customers, including but not limited to Whole Foods, Sprouts, INFRA, NCG, UNFI, and KEHE. Consequently, they build strategic plans that simultaneously grow Beyond’s business, develop the customer’s business, & delight the shopper & execute those plans with excellence.  Their buyers, distributors, & brokers come to them first with opportunities or ideas because they trust the Director knows precisely what solutions will deliver the most value. Lastly, because of this robust knowledge & understanding, they actively advocate internally for the strategies, tools, & support that will maximize growth for their customers. 

MAJOR ACTIVITIES TO ENSURE ACHIEVEMENT OF KEY RESULTS AND DELIVERABLES 

3rd Party Expertise 

• Appropriately allocate resources within the network of Brokers while staying within budget and timing constraints. 

• Review contracts regularly to understand any gaps or savings that could be had. 

• Develop a routine of weekly, monthly, quarterly, and annual business planning sessions with both Beyond Meat and the network of 3rd Party brokers. 

• Analyzes reporting regularly to understand gaps in business and gives resolution recommendations  

Sales Leadership 

• Is the subject matter expert in all assigned customers in the Natural Channel across the country. 

• Develop deep relationships with each of the assigned customers to drive profitable revenue and obtain assigned targets. 

• Takes the approach of category leadership by using Beyond Meat as the category captain. 

• Adheres to pricing and promotion guidelines set forth by leadership and cross-functional input. 

Cross-Functional Expertise  

• Actively contributes to a wide variety of HQ Cross Functional Teams within Beyond to ensure 3rd party and sales representation: 

• New Products, Volume, Customer Profitability Management, Pricing, Operations, etc. 

• Acts as the expert for all things in the assigned group of customers, along with 3rd party brokers. 

• Communicates, aligns, and executes Cross Functional Team objectives across Beyond, the relative brokers, and other 3rd parties. 

Leadership, Training, and Development 

• Accountable for developing broker strength through ongoing feedback.  

• Shares knowledge of assigned customer base along with 3rd party needs with cross-functional teams. 

• Drives knowledge and routines to better embed Objective and Key Results (OKRs) methodology into this person’s everyday work routine. 

ADDITIONAL DUTIES & GENERAL RESPONSIBILITIES 

• Establish and measure broker objectives for volume, trade spending, share, distribution, new items, deductions, etc.  

• Leverage broker partner sales execution against their performance against mutually agreed-upon initiatives. 

• Manage and ensure forecast accuracy for revenue and trade spend. 

• Foster and maintain strategic customer relationships to identify opportunities and promote business growth. 

• Selling with Insights –Ability to identify, acquire, and communicate insights, both specific customer and marketplace, which can serve as the basis for selling strategy, including initiatives and solutions.  

ADDITIONAL QUALIFICATIONS, SKILLS, and EXPERIENCE 

• BA/BS required in a related field. 

• 7+ years’ experience in managing and expanding strategic accounts, broker management, and relationships in the CPG industry 

• Expertise selling CPG products to customers such as Whole Foods, Sprouts, INFRA, UNFI, KEHE, and more 

• Experience managing Top-to-Top conversations with similar strategic accounts 

• Direct experience managing P&L 

• Experience leveraging syndicated data (Neilsen, Circana, Spins) 

• Extensive prior exposure to supporting and working with executive senior management 

• Strong listening, questioning, and negotiation skills ‐ outstanding communication and interpersonal skills 

• Disciplined time management and ability to work under pressure in a cross-functional environment 

• Excellent writing and presenting, project management, proposals, and analytical skills 

• Advanced computer software proficiency (Excel, PowerPoint, and data visualization), Google Suite, and Microsoft Office 

• Proficiency in analyzing information and making information-based recommendations 

• Strong Communication skills, highly organized, and manages timelines and objectives effectively. 

WORK ENVIRONMENT AND TRAVEL 

Works remotely with the ability to travel up to 50%