Head of Specialty Sales

The Head of Specialty Sales is a key sales leadership position for the company and is accountable for sales strategy, thoughtful partner expansion, and driving profitable revenue growth for sales activities that will bring the brand to the places where LF*GO consumers pursue their passions. Reporting to the Head of Sales, Mike Sweeney, this sales leader will be responsible for growing current relationships with endemic specialty retailers as well as identifying new opportunities for growth with alternative and specialty channels.

This is a “leader” and “doer” position that requires a highly motivated individual with strong sales skills, knowledge of and an ability to connect with key ‘tastemaker’ retailers, and the collaboration to partner with internal and external stakeholders. Candidates must have a strong track record of success building sales velocity and securing distribution with regional and independent specialty accounts and distributors for high-growth emerging companies. They must be highly motivated to work in a team environment and passionate about meeting stretch objectives. It is important for the candidate to be able to fluidly navigate between daily execution and strategic growth.

Responsibilities

Domain Expertise

• Pioneer and develop strong partnerships with decision-makers across customers, distributors, and channels.
• Foster a “high touch” and responsive relationship with account managers and store-level representatives (current and future accounts).
• Broker Management – if necessary, build and activate the broker network where needed. Educate, motivate, and monitor the broker sales force.
• Distributor Management – Articulate the role of distributors for the company and develop the appropriate network of partners to enable achievement of business growth objectives.
• Develop trade show calendar and attend regional shows to present our brand and products in an interactive environment and build relationships with key stakeholders.
• Identify and track industry trends and issues – specialty/independent retail sector growth, distributor changes, opportunities, segment variations, etc., and recommend appropriate action plans to management.

Strategy & Growth

• Grow Revenues and Profits - Achieve sales revenue numbers, trade spending objectives, budget & profit goals. Assist in managing quarterly/annual sales budgets and objectives.
• Forecasting - Utilize information from data analysis, coupled with information on products, promotions, budgets, and objectives, to develop forecasts by item/by account/by month.
• Data Analysis – Absorb information from syndicated data sources (Nielsen/IRI/SPINS/Retailer Portals) to assess market conditions and identify areas of improvement/action.
• Process and analyze P.O.s submitted through various retail systems, including EDI.
• Sales Presentations – Develop effective presentations that outline current market conditions, market trends, customer needs, and our competitive advantages to establish the company as a trusted partner.

Leadership & Collaboration

• Collaborate with Marketing to develop and deploy best-in-class sales materials and partner-specific programs for growth.
• Support Marketing and Commercial teams in defining innovation, pricing, and promotional strategies.
• Work with the Commercialization teams to ensure new product delivery timelines are accurate and meet overarching sales objectives.
• Establish a business partnership with the executive team and board by providing value-added advice in support of company goals.

Professional Qualifications

• 7+ years of experience in CPG sales; energy/sports nutrition experience preferred.
• Possess expertise driving customer expansion with regional specialty and niche independent retailers in Outdoor/Recreation, Specialty, Alternative Convenience, and Natural.
• Working knowledge and understanding of Nielsen/IRI/SPINS/Retailer Portals syndicated data.
• Experienced background in establishing a pipeline and working on the front lines with the customer to drive a deal across the finish line.
• Proven ability to deliver strong and sustained growth, manage a P&L, and open new distribution.
• Has ideally worked in a high-growth business with exposure to disruptive retail selling.
• Working knowledge of supply chain, finance, and marketing functions.

Personal Characteristics

• An action-oriented self-starter who can set strategy and drive execution; operates with resilience and grit.
• Relentlessly customer-obsessed; passionate about the brand with a deep appreciation for the product and understanding of the customer’s experience.
• Adaptable; able to manage complex priorities with a high level of flexibility.
• A results orientation with an unrelenting drive to win in a highly competitive industry.
• Operational mindset and high attention to detail.
• Excellent interpersonal communication, negotiation, and influencing skills.
• Possesses a balanced ego and is driven by the need for company and team success.

$200K + Bonus + Equity

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